Vice President of Strategic Fleet Sales-Refuse

VP of Strategic Fleet Sales – Refuse

Win New Accounts. Grow Strategic Fleets. Close Complex Deals.
 

Competitive executive compensation and performance-based upside aligned to new-account wins, share-of-wallet growth, and profitable truck orders.

The Opportunity

This is a take-the-market role.

Autocar is positioned to win in the refuse and environmental services industry with products that compete on performance, safety, reliability, uptime, and total lifecycle cost. We have strong customer relationships and a clear foothold in the market. We are now strengthening the commercial engine required to win new strategic accounts, expand our position within existing customers, and accelerate profitable growth through a differentiated, value-based approach.

Central to our strategy is a results-driven Vice President of Strategic Fleet Sales – Refuse. This commercial leader will own a portfolio of major national and large regional fleets and lead the cross-functional support team required to serve those customers effectively. The VP will set account strategy, establish priorities, coordinate resources, and hold the team accountable for execution.

At the same time, this is a hands-on growth role: the VP is personally responsible for opening competitor-held accounts, creating qualified opportunities, leading major pursuits, negotiating commercial agreements, and winning profitable new business.

This role requires deep refuse-industry credibility and a true hunter mindset. You understand the economics of a missed route, fleet replacement cycles, uptime, total cost of ownership, and complex procurement. You build trusted relationships, but you are measured by what those relationships produce: qualified opportunities, signed orders, profitable growth, and increased share of wallet.

This is a player-coach commercial leadership position. The VP will lead and manage the support structure required to serve complex fleet customers, but will not operate solely as a team coordinator, senior relationship sponsor, or sales administrator. The successful candidate will remain actively engaged with customers and personally lead the pursuit, negotiation, and closing of high-value opportunities.

This is a high-visibility, high-impact position suited for a leader who is looking to compete in the market—and be rewarded for doing it.

What You Will Own

New Business Development & Account Acquisition

• Build and execute pursuit plans for the largest national and regional refuse fleets, particularly competitor-held accounts.
• Personally open doors, qualify opportunities, engage key decision-makers, and lead complex opportunities through negotiation and close.
• Develop compelling business cases based on uptime, route productivity, total lifecycle cost, safety, service support, and operational risk.
• Maintain sufficient qualified pipeline to achieve assigned new-account, truck-order, revenue, and margin objectives.

Grow National and Regional Fleets

• Own assigned strategic fleet relationships and develop account plans by location, application, replacement cycle, competitive position, and growth opportunity.
• Increase Autocar’s share of wallet through additional locations, truck models, applications, replacement programs, and multi-year agreements.
• Lead executive business reviews that convert customer priorities and operational challenges into qualified opportunities and measurable next steps.
• Protect existing business by identifying competitive threats, product concerns, and service barriers early.

Lead Strategic Account Execution

• Lead the cross-functional team supporting assigned accounts.
• Establish clear priorities, responsibilities, timelines, and operating cadences for major accounts and opportunities.
• Ensure the team responds quickly to customer requirements and follows through on commitments.
• Hold supporting functions accountable for execution while retaining personal ownership of the customer relationship and commercial outcome.

Convert Opportunities into Profitable Growth

• Own the commercial strategy for major pursuits, including stakeholder alignment, solution development, proposals, demonstrations, pilots, negotiation, and contracting.
• Create urgency, overcome competitive resistance, and maintain momentum throughout complex sales cycles.
• Maintain accurate CRM records and forecasts, with clear customer commitments, close dates, risks, and next actions.
• Deliver measurable results through new accounts won, competitor-held business converted, profitable truck orders, and increased share of wallet.

This role works in close partnership with the Commercial President, who owns the broader sales organization. The Vice President of Strategic Fleet Sales owns assigned strategic fleet accounts, leads the support team serving those customers, and is directly accountable for converting relationships and opportunities into profitable orders and long-term growth.

Who You Are

• 10+ years of senior commercial experience, including significant direct experience in the refuse industry, gained through a refuse-truck OEM, major fleet operator, body manufacturer, fleet-services provider, or closely related business.
• Deep knowledge of the refuse market and customer operating environment, including national and large regional fleets, vocational applications, fleet procurement, replacement cycles, body-company relationships, uptime requirements, lifecycle economics, and competitive dynamics.
• A proven record of personally winning large, complex fleet deals and new strategic accounts. You can substantiate your results with specific examples, including the customer opportunity, deal size or truck volume, competitive position, sales cycle, obstacles, your direct contribution, and final commercial outcome.
• Demonstrated success displacing incumbent competitors and expanding share of wallet across major accounts, locations, applications, truck models, and replacement programs.
• Strong executive credibility and an established ability to influence C-suite, fleet, operations, procurement, finance, maintenance, and other stakeholders involved in complex buying decisions.
• A player-coach leadership style, with experience directing cross-functional teams while remaining personally engaged and accountable for prospecting, major pursuits, negotiations, and closing.
• Strong command of value-based selling, financial justification, strategic account planning, competitive positioning, contracting, CRM discipline, pipeline management, and forecasting.
• High urgency, resilience, and ownership, with the ability to travel extensively and relocate to Autocar’s flagship facility in Birmingham, Alabama. Bachelor’s degree or equivalent relevant experience required; MBA or technical training preferred.  

What You’ll Get

• Competitive compensation that recognizes your skills, experience, and impact.
• Comprehensive medical, dental, vision, and life and AD&D insurance, and short-term and long-term disability to support your well-being.
• 401(k) with a company match to help you invest in your future.
• Paid time off (PTO) and company holidays to rest, recharge, and maintain work-life balance.
• A high-impact role with real ownership.

About Autocar

Autocar, LLC headquartered in Birmingham, AL, is not just another severe-duty vocational truck manufacturer - we built America’s first motor truck.  We carry the first specialized truck brand in North America and are the only American-owned and operated original equipment manufacturer (OEM) of trucks.  For over a century, Autocar has stood for purpose-built performance, durability, and reliability in the most demanding vocational applications.

Today, that legacy continues with a clear focus: building trucks that work as hard as the people who depend on them.  We collaborate with our customers to build trucks to their exact specifications and needs.  They operate in environments where failure is not an option, and our products are engineered to meet that standard every day.

Autocar’s purpose-built severe-duty refuse truck lines include the Class 6-8 ACMD cabover, Class 8 ACX cabover and the DC-64 Class 8 conventional cab.  We recognize that performance and uptime are everything and offer every customer 24/7 access to our ALWAYS UP® direct factory support center staffed by expert technicians who engineer and build Autocar’s trucks.  Autocar promises to provide trucks that deliver the best value, provide the best service, and provide a complete solution for customers’ needs.

Job Duties Disclaimer:
The duties and responsibilities outlined here are representative but not exhaustive of the tasks that the employee may be required to perform. Management reserves the right to modify, add, or remove duties and to assign other tasks as necessary to meet business needs.

Equal Employment Opportunity:
Autocar is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or any other characteristic protected by law.

Reasonable Accommodations (ADA Compliance):

Autocar complies with the Americans with Disabilities Act (ADA) and provides reasonable accommodations to qualified individuals with disabilities. Employees who require assistance or accommodations should contact Human Resources.