Head of Vocation-Specific 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. 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 #J-18808-Ljbffr