GVW Group
Join to apply for the Sales Intelligence Manager role at GVW Group.
Company Overview
Autocar, LLC headquartered in Birmingham, AL, is a manufacturer of severe‑duty vocational trucks and the only American‑owned and operated original equipment manufacturer of trucks. Autocar’s trucks are engineered to deliver the highest uptime, support and impact on customers’ bottom line. The company builds trucks to exact specifications and offers 24/7 access to its ALWAYS UP® direct factory support center staffed by expert technicians. Description
The Sales Intelligence Manager is responsible for building a complete, end‑to‑end understanding of customer‑buying decisions across all vocations in support of sales efforts. You will work backwards from the point of sale to develop a deep understanding of customer needs, budget cycles, regulatory pressures, competitive tactics, and internal approval timelines, and use these insights to create actionable playbooks and sales strategies that drive sales, product strategy and market share growth. This position owns the “decision intelligence” layer: knowing precisely who buys, when they buy, why they choose chassis OEMs and how competitors influence them. Key Responsibilities
Strategic Application
Own the sales intelligence strategy from post‑sales backward, identifying and closing gaps in our understanding of customers and markets. Deliver actionable account playbooks for the sales team: who to call, when to call, and what value levers to pull. Provide product development with customer‑driven insights: unmet needs, regulatory gaps, and competitor blind spots. Partner with Sales and Marketing teams to identify opportunities to increase market share in each vocation, aligning intelligence efforts with commercial priorities. Partner with leadership to set premium pricing strategies backed by detailed customer decision analysis.
Customer‑Buying Frameworks
Map decision‑making processes for every vocation (refuse, terminal tractor, mixer, dump). Identify key decision‑makers, influencers, and gatekeepers for all major fleets, and understand their incentive structures. Understand customer corporate decision criteria: corporate metrics, priorities, ESG goals, tax depreciation policies. Define timing triggers: budget cycles, CAPEX approvals, replacement schedules, and regulatory deadlines. Quantify decision drivers (price, uptime, ADAS/safety, service support, compliance).
Customer Profiles
Oversee the development and management of a real‑time database of every major customer, including purchasing cycles, budgeting milestones, corporate purchasing structure, fleet size, preferred vendors, sensitivities, competitors’ positions and key purchasing decision‑makers.
Competitive Intelligence
Build competitor‑by‑customer profiles: product offerings, positioning, pricing strategies, service packages, financing incentives and weak points. Identify customer switching thresholds that drive purchasing decisions and can inform new business opportunities.
Market & Regulatory Pressures
Track federal, state, and municipal regulations that affect vehicle demand. Anticipate shifts in grant funding, tax incentives, and environmental standards at the state and vocational level.
Data & Analytics Management
Champion a culture of data‑informed decision‑making, ensuring intelligence is embedded into every stage of the sales process. Manage integration of internal data (ERP, CRM, sales performance data) with external sources (market data, supplier info, industry research) into a unified intelligence framework. Leverage advanced analytics, AI tools, and market research techniques to identify trends, uncover opportunities, and improve sales forecasting accuracy. Deliver actionable insights via clear, high‑impact reports, dashboards, and presentations to Sales leadership and executive teams.
Requirements
Education
Bachelor’s degree in Business, Sales, Marketing, Data Analytics, Economics, or a related field. An MBA or advanced degree is a plus. Experience
7+ years in sales strategy, market intelligence or competitive analysis, ideally in the heavy‑duty truck, automotive, or manufacturing industries. Strong understanding of B2B buying cycles, sales processes, and account‑based strategies. Expertise in competitive intelligence gathering and analysis. Experience and proficiency with analytics and data visualization tools (e.g., Power BI, Tableau). Skills
Skilled in using AI and advanced research tools to accelerate intelligence gathering and insight generation. Exceptional communication and storytelling skills, with the ability to translate complex intelligence into clear, persuasive recommendations. Core Competencies
Customer Foresight – Deep intuition for how industrial customers think, decide and buy. Customer Understanding – Proven track record of developing detailed customer road maps and driving impact of deployed intelligence infrastructure. Vocation Expertise – Understands the unique operational and regulatory pressures of each market. Competitive Acumen – Anticipates competitor moves and maps them against customer sensitivities. Execution Focus – Turns intelligence into playbooks, not reports. Deliverables (Year 1)
Buying Decision Maps: End‑to‑end frameworks for every vocation covering timing, decision‑makers and triggers. Customer Profile Database: Real‑time database covering 100% of addressable fleets/operators. Quarterly Market Pressure Reports: Regulatory, budget and macroeconomic updates by vocation. Sales Playbooks: Account‑specific “how to win” guides combining customer insights and competitor vulnerabilities. Competitor Incentive Watch: Tracking competitor discounting, warranty schemes, financing tricks and service positioning. Work Environment
Office setting and plant environment. Physical Requirements
Capable of wearing task‑specific personal protective equipment such as safety shoes, gloves, safety glasses, and ear protection. Capable of meeting OSHA standards for manual lifting guidelines: stand, walk, use hands, reach, climb, balance, stoop, kneel or crouch as necessary. Ability to stand and/or walk for extended periods. Legal and Compliance Statements
At‑Will Employment: This job description does not create a contract of employment, nor does it alter the at‑will employment relationship. Employment with the company is voluntary and may be terminated at will by either the employee or the company, with or without cause, and with or without notice. 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. Compliance with Laws and Policies: The employee must adhere to all federal, state, and local employment laws and regulations, as well as all company policies and procedures. 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 accommodation should contact Human Resources.
#J-18808-Ljbffr
Autocar, LLC headquartered in Birmingham, AL, is a manufacturer of severe‑duty vocational trucks and the only American‑owned and operated original equipment manufacturer of trucks. Autocar’s trucks are engineered to deliver the highest uptime, support and impact on customers’ bottom line. The company builds trucks to exact specifications and offers 24/7 access to its ALWAYS UP® direct factory support center staffed by expert technicians. Description
The Sales Intelligence Manager is responsible for building a complete, end‑to‑end understanding of customer‑buying decisions across all vocations in support of sales efforts. You will work backwards from the point of sale to develop a deep understanding of customer needs, budget cycles, regulatory pressures, competitive tactics, and internal approval timelines, and use these insights to create actionable playbooks and sales strategies that drive sales, product strategy and market share growth. This position owns the “decision intelligence” layer: knowing precisely who buys, when they buy, why they choose chassis OEMs and how competitors influence them. Key Responsibilities
Strategic Application
Own the sales intelligence strategy from post‑sales backward, identifying and closing gaps in our understanding of customers and markets. Deliver actionable account playbooks for the sales team: who to call, when to call, and what value levers to pull. Provide product development with customer‑driven insights: unmet needs, regulatory gaps, and competitor blind spots. Partner with Sales and Marketing teams to identify opportunities to increase market share in each vocation, aligning intelligence efforts with commercial priorities. Partner with leadership to set premium pricing strategies backed by detailed customer decision analysis.
Customer‑Buying Frameworks
Map decision‑making processes for every vocation (refuse, terminal tractor, mixer, dump). Identify key decision‑makers, influencers, and gatekeepers for all major fleets, and understand their incentive structures. Understand customer corporate decision criteria: corporate metrics, priorities, ESG goals, tax depreciation policies. Define timing triggers: budget cycles, CAPEX approvals, replacement schedules, and regulatory deadlines. Quantify decision drivers (price, uptime, ADAS/safety, service support, compliance).
Customer Profiles
Oversee the development and management of a real‑time database of every major customer, including purchasing cycles, budgeting milestones, corporate purchasing structure, fleet size, preferred vendors, sensitivities, competitors’ positions and key purchasing decision‑makers.
Competitive Intelligence
Build competitor‑by‑customer profiles: product offerings, positioning, pricing strategies, service packages, financing incentives and weak points. Identify customer switching thresholds that drive purchasing decisions and can inform new business opportunities.
Market & Regulatory Pressures
Track federal, state, and municipal regulations that affect vehicle demand. Anticipate shifts in grant funding, tax incentives, and environmental standards at the state and vocational level.
Data & Analytics Management
Champion a culture of data‑informed decision‑making, ensuring intelligence is embedded into every stage of the sales process. Manage integration of internal data (ERP, CRM, sales performance data) with external sources (market data, supplier info, industry research) into a unified intelligence framework. Leverage advanced analytics, AI tools, and market research techniques to identify trends, uncover opportunities, and improve sales forecasting accuracy. Deliver actionable insights via clear, high‑impact reports, dashboards, and presentations to Sales leadership and executive teams.
Requirements
Education
Bachelor’s degree in Business, Sales, Marketing, Data Analytics, Economics, or a related field. An MBA or advanced degree is a plus. Experience
7+ years in sales strategy, market intelligence or competitive analysis, ideally in the heavy‑duty truck, automotive, or manufacturing industries. Strong understanding of B2B buying cycles, sales processes, and account‑based strategies. Expertise in competitive intelligence gathering and analysis. Experience and proficiency with analytics and data visualization tools (e.g., Power BI, Tableau). Skills
Skilled in using AI and advanced research tools to accelerate intelligence gathering and insight generation. Exceptional communication and storytelling skills, with the ability to translate complex intelligence into clear, persuasive recommendations. Core Competencies
Customer Foresight – Deep intuition for how industrial customers think, decide and buy. Customer Understanding – Proven track record of developing detailed customer road maps and driving impact of deployed intelligence infrastructure. Vocation Expertise – Understands the unique operational and regulatory pressures of each market. Competitive Acumen – Anticipates competitor moves and maps them against customer sensitivities. Execution Focus – Turns intelligence into playbooks, not reports. Deliverables (Year 1)
Buying Decision Maps: End‑to‑end frameworks for every vocation covering timing, decision‑makers and triggers. Customer Profile Database: Real‑time database covering 100% of addressable fleets/operators. Quarterly Market Pressure Reports: Regulatory, budget and macroeconomic updates by vocation. Sales Playbooks: Account‑specific “how to win” guides combining customer insights and competitor vulnerabilities. Competitor Incentive Watch: Tracking competitor discounting, warranty schemes, financing tricks and service positioning. Work Environment
Office setting and plant environment. Physical Requirements
Capable of wearing task‑specific personal protective equipment such as safety shoes, gloves, safety glasses, and ear protection. Capable of meeting OSHA standards for manual lifting guidelines: stand, walk, use hands, reach, climb, balance, stoop, kneel or crouch as necessary. Ability to stand and/or walk for extended periods. Legal and Compliance Statements
At‑Will Employment: This job description does not create a contract of employment, nor does it alter the at‑will employment relationship. Employment with the company is voluntary and may be terminated at will by either the employee or the company, with or without cause, and with or without notice. 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. Compliance with Laws and Policies: The employee must adhere to all federal, state, and local employment laws and regulations, as well as all company policies and procedures. 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 accommodation should contact Human Resources.
#J-18808-Ljbffr