Head of Vocation-Specific Indirect Distribution and Service Channels

Finance Birmingham, Alabama

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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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