Head of Vocation- Indirect Distribution and Service Channels

Head of Vocation‑Specific Indirect Distribution and Service Channels

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.

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

• Truck Sales (Distribution)
• Service and Support (including Warranty)
• Aftermarket Parts Sales

• Full market access
• Service coverage and uptime
• Parts availability
• Distributor and partner compliance
• Warranty policy implementation

• Refuse
• Terminal Tractor
• Construction

• 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

• 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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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

• 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