Apply on Employer Site

GVW Group · 3 months ago

Vice President of Sales and Business Development-Refuse

Birmingham, Alabama

Full-time

Onsite

Mid, Senior Level, Lead/Staff

10+ years exp

Autocar is seeking a proven, results-driven Vice President of Sales and Business Development to drive growth and take market share in the refuse and environmental services industry. The role focuses on executing complex go-to-market strategies and leading a high-performance sales team while displacing competitors through a value-based approach.

AutomotiveFinanceFinancial ServicesVenture Capital

Growth Opportunities

Responsibilities

Grow shares with existing long-standing customers

Develop and execute a market penetration strategy that aggressively captures business from established competitors by demonstrating the true value of our products to customers who are experts in their field

Evangelize our value proposition—innovation, safety record, reliability, lifecycle cost advantage—to convert accounts based on strategic value and performance, not discounting

Own the full revenue lifecycle: demand generation, pipeline acceleration, deal conversion, and account expansion, long term contracts

Recruit, coach, develop and lead a high-performance sales and business development team

Build a strong accountability culture with clearly defined KPIs, territory plans, quota structures, and incentive alignment

Conduct regular reviews and coaching sessions to ensure high-level execution and consistent overachievement

Implement and enforce a structured, proven sales methodology (e.g., MEDDIC, Challenger, Sandler) across the team

Build forecasting discipline, CRM hygiene, and a sales operations rhythm that supports executive visibility and data-backed decision-making

Ensure consistent execution across the full customer journey: prospecting, solution selling, objection handling, proposal development, and closing

Identify new verticals, fleet accounts, municipalities, and strategic partners for market expansion

Lead contract negotiations, RFP responses, and strategic alliances that enhance our national and regional presence

Represent the company at industry events, trade shows, and customer forums to elevate brand visibility and customer engagement

Partner with product development, engineering, operations, and marketing to ensure customer needs are translated into actionable insights and innovations

Provide structured feedback loops that help align product offerings and customer support with real-world competitive dynamics

Qualification

Sales LeadershipMarket Penetration StrategySales Methodology ImplementationCRM Systems ProficiencyStrategic PartnershipsTeam DevelopmentAccount ManagementExecutive PresenceData LiteracyCross-Functional Collaboration

Required

Bachelor's degree required; MBA or technical background (engineering, logistics, operations) strongly preferred

10+ years of senior-level sales and business development experience, with at least 5+ years in refuse, environmental services, or industrial vehicles or truck Bodies

Demonstrated success in taking market share from legacy players through structured sales execution and differentiated value selling

Proven ability to lead and scale high-performance teams under a firm, principled, and results-oriented leadership style

Deep experience with formalized sales processes and CRM systems must be operationally minded and data-literate

Strong executive presence with a strategic mindset and the ability to engage at all levels—from fleet operators to C-suite decision-makers

Capable of wearing task specific personal protective equipment which may include dust mask, air purifying respirator (i.e., half and/or full faced), safety shoes, gloves, safety glasses, and ear protection

Capable of meeting OSHA standards for manual lifting guidelines: < 50lbs

While performing the duties of this job it is required to stand, walk, and use hands to operate objects, tools, or controls; reach with hands or arms; climb, balance, stoop, kneel, or crouch when necessary for job activity

Ability to stand and/or walk for extended periods

The ability to work in a variety of weather conditions and temperatures