Head of Vocation-Specific Indirect Distribution and Service Channels

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

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 compliance

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

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