Head of Vocation- Indirect Distribution and Service Channels

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.

• 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

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

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

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

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

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

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…