Gvw Group, Llc
Autocar, LLC
Headquartered in Birmingham, AL, Autocar manufactures severe‑duty vocational trucks and is the only American‑owned and operated original equipment manufacturer of trucks in North America. The company provides customers with the perfect tool for their jobs with the most uptime, support, and impact on their bottom line. Autocar collaborates with customers to build trucks to their exact specifications and needs. 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. Autocar promises to deliver the best value, service, and a complete solution for customer needs. Summary
The Sales Intelligence Manager builds a complete, end‑to‑end understanding of customer‑buying decisions across all vocations to support sales efforts. The manager works 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 integrates these insights into actionable playbooks and sales strategies that drive product strategy and market share growth. The 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 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 incentive structure. 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 development and management of a real‑time database of every major customer, including purchasing cycle calendar, budgeting milestones, corporate purchasing structure, current fleet size, preferred vendors, sensitivities, competitor positions, key purchasing decision‑makers, and corporate purchase criteria.
Competitive Intelligence
Build competitor‑by‑customer profiles: product offerings, positioning, pricing strategies, service packages, financing incentives, reasons customers buy from them, and weak points. Identify customer switching thresholds that drive purchasing decisions and inform new business opportunities.
Market & Regulatory Pressures
Track federal, state, and municipal regulations that affect vehicle demand. Anticipate and identify shifts in grant funding, tax incentives, and environmental standards at the state and vocational level.
Data and Analytics Management
Champion a culture of data‑informed decision‑making and embed intelligence into every stage of the sales process. Integrate internal data (ERP, CRM, sales performance data) with external sources into a unified intelligence framework. Leverage advanced analytics, AI tools, and market research to identify trends and improve sales forecasting accuracy. Deliver actionable insights via clear, high‑impact reports, dashboards, and presentations to 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 demonstrating impact of deployed and targeted 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. 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 that combine 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 which may include safety shoes, gloves, safety glasses, and ear protection. Capable of meeting OSHA standards for manual lifting guidelines:
Stand, walk, use hands or arms, climb, balance, stoop, kneel, or crouch when necessary for job activity. 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. 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. 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. Confidentiality and Data Protection: Employees are expected to maintain the confidentiality of sensitive information and comply with company policies regarding data protection and proprietary information, in accordance with applicable laws. Non‑Exhaustive List of Duties: This job description is not intended to be an exhaustive list of all responsibilities or qualifications associated with the position.
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Headquartered in Birmingham, AL, Autocar manufactures severe‑duty vocational trucks and is the only American‑owned and operated original equipment manufacturer of trucks in North America. The company provides customers with the perfect tool for their jobs with the most uptime, support, and impact on their bottom line. Autocar collaborates with customers to build trucks to their exact specifications and needs. 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. Autocar promises to deliver the best value, service, and a complete solution for customer needs. Summary
The Sales Intelligence Manager builds a complete, end‑to‑end understanding of customer‑buying decisions across all vocations to support sales efforts. The manager works 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 integrates these insights into actionable playbooks and sales strategies that drive product strategy and market share growth. The 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 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 incentive structure. 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 development and management of a real‑time database of every major customer, including purchasing cycle calendar, budgeting milestones, corporate purchasing structure, current fleet size, preferred vendors, sensitivities, competitor positions, key purchasing decision‑makers, and corporate purchase criteria.
Competitive Intelligence
Build competitor‑by‑customer profiles: product offerings, positioning, pricing strategies, service packages, financing incentives, reasons customers buy from them, and weak points. Identify customer switching thresholds that drive purchasing decisions and inform new business opportunities.
Market & Regulatory Pressures
Track federal, state, and municipal regulations that affect vehicle demand. Anticipate and identify shifts in grant funding, tax incentives, and environmental standards at the state and vocational level.
Data and Analytics Management
Champion a culture of data‑informed decision‑making and embed intelligence into every stage of the sales process. Integrate internal data (ERP, CRM, sales performance data) with external sources into a unified intelligence framework. Leverage advanced analytics, AI tools, and market research to identify trends and improve sales forecasting accuracy. Deliver actionable insights via clear, high‑impact reports, dashboards, and presentations to 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 demonstrating impact of deployed and targeted 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. 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 that combine 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 which may include safety shoes, gloves, safety glasses, and ear protection. Capable of meeting OSHA standards for manual lifting guidelines:
Stand, walk, use hands or arms, climb, balance, stoop, kneel, or crouch when necessary for job activity. 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. 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. 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. Confidentiality and Data Protection: Employees are expected to maintain the confidentiality of sensitive information and comply with company policies regarding data protection and proprietary information, in accordance with applicable laws. Non‑Exhaustive List of Duties: This job description is not intended to be an exhaustive list of all responsibilities or qualifications associated with the position.
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