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Head of Vocation-Specific Indirect Distribution and Service Channels
GVW GroupBirmingham, United Statesfull_timeVerifiedPosted 21 Apr 2026
About the role
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
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