Head of Vocation-Specific Indirect Distribution and Service Channels

Job description

Head of Vocation-Specific Indirect Distribution and Service Channels

Role Summary

Support the restructuring, redesign, build, transformation, launch, and performance of indirect channels that complement a direct sales model for low-volume, vocation-specific customers across Autocar vocations, Customer Care, and Parts.

Own the enablement, governance, and accountability of three distinct channel functions:

Truck Sales (Distribution)

Service and Support (including Warranty)

Aftermarket Parts Sales

Ensure these channels operate as coordinated but separate systems, each with clear roles, economics, and performance expectations.

Accountable for:

Full market access

Service coverage and uptime

Parts availability

Distributor and partner compliance

Warranty policy implementation

Across:

Refuse

Terminal Tractor

Construction

This is a hands‑on builder role with P&L‑like accountability in a matrixed organization.

Core Mandate

Extend total addressable market where direct sales are inefficient

Ensure uptime through service and parts ecosystems

Enforce warranty compliance and cost control

Maintain pricing discipline and customer visibility

Redesign underperforming channels

Build scalable and compliant channel models

Key Responsibilities

1. Vocation-Specific Channel Architecture (Sales, Service, Parts)

Lead:

Channel architecture by vocation and function

Commercial rules and conflict prevention frameworks

Channel redesign of legacy structures

Support:

Target segment definition and coverage gap analysis

Engagement with Vocation Presidents

Execute:

Role definition across dealers, service providers, and parts distributors

Deployment of data and performance tracking tools

Deliverables:

Channel architecture by vocation with Vocation Presidents

Territory and customer assignment logic

Coverage maps and capacity models

2. Truck Sales Channel (Indirect Distribution)

Lead:

Dealer selection strategy and qualification criteria

Performance management and compliance enforcement

Support:

Structuring of commercial frameworks and agreements with Legal and Sales

Execute:

Dealer identification and onboarding

Contract execution

Ongoing monitoring of dealer performance

Constraints Ownership (Lead):

Customer visibility

Pricing discipline

Brand protection

Contract compliance

3. Service and Support Network (Including Warranty)

Lead:

Service network design and coverage model

Warranty execution model and compliance enforcement

Service performance standards (SLAs)

Support:

Collaboration with Customer Care on service scope and standards

Coordination with Contracts on supplier recovery

Execute:

Certification, tooling, training, and data enablement rollout

Warranty audits, claims validation, and corrective actions

Enforcement actions on non-compliant providers

Accountability:

Uptime performance

Warranty compliance

Service consistency

4. Aftermarket Parts Channel

Lead:

Parts distribution model and channel structure

Pricing and margin protection framework

Support:

Alignment with GVW Parts strategy and inventory planning

Execute:

Implementation of pricing tiers, stocking rules, and fulfillment models

Enablement of dealer, fleet, and distributor channels

Accountability:

Parts availability

Revenue growth without margin erosion

5. Warranty Governance and Compliance

Lead:

Warranty governance model across all channels

Policy enforcement and compliance standards

Support:

Integration with service and parts channel design

Execute:

Audit programs

Claims validation and corrective actions

Accountability:

Elimination of leakage and abuse

Consistent claims discipline

6. Legal, Compliance, and Competitive Governance

Lead:

Channel compliance framework

Risk identification and mitigation

Support:

Legal contract structuring and regulatory interpretation

Execute:

Contract review coordination

Monitoring of competitive exposure

Enforcement of conflict resolution mechanisms

Accountability:

Full compliance across all channels

7. Relationship and Partner Management

Lead:

Partner performance standards and accountability model

Network evolution and partner replacement decisions

Execute:

Onboarding, training, and certification

Conflict resolution

Ongoing partner performance management

Accountability:

Partner compliance across sales, service, parts, and warranty

8. Results Ownership

Full Accountability (Lead):

Customer access across vocations

Cost-to-serve reduction

Service coverage and uptime

Pricing and margin stability

Scalable channel models

Warranty cost control and compliance

Network transformation progress

Operating Approach

Operate across Sales, Customer Care, Parts, Legal, and Contracts

Shift between Lead, Support, and Execute roles based on initiative

Use data and technology to drive visibility, compliance, and performance

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Worksite address

birmingham, AL, 35275, US

Who can apply

Review the original listing for work authorization, qualifications and employer requirements.