Head of Indirect Distribution & Service Networks

GVW Group; Birmingham (AL); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Base salary plus incentive bonus

Medical, dental, vision, life and AD&D

Disability coverage

401(k) with company match

PTO and holidays

Job summary

Autocar, a leading vocational truck manufacturer, seeks a dynamic leader to design and scale its indirect distribution, service, and aftermarket networks across North America. This executive will bridge strategy and hands-on execution in a highly matrixed organization to expand market reach and improve customer uptime.

The role demands deep experience in channel economics, dealer networks, and governance, with travel across markets and strong cross-functional collaboration with Sales, Customer

Qualifications

• 10+ years of leadership experience in channel strategy, dealer development, distribution, aftermarket, or related commercial function.
• Proven success building, scaling, restructuring, or transforming indirect channel networks.
• Strong understanding of dealer economics, service operations, parts distribution, and aftermarket models.
• Proven ability to drive profitable growth through external partners.
• Experience establishing partner qualification, performance-management, and governance frameworks.
• Strong commercial and financial acumen, including pricing, margins, partner economics, and cost to serve.
• Experience leading complex cross-functional initiatives within a matrixed organization.
• Strong executive communication, negotiation, analytical, and stakeholder-management capabilities.
• Willingness to travel regularly across Autocar's markets and partner network.

Responsibilities

• Define and execute Autocar's indirect channel strategy across Refuse, Construction, and Terminal Tractor.
• Build and optimize a disciplined dealer and distribution network that expands market coverage and drives profitable truck sales.
• Design and scale a high-performing service network that increases coverage and capacity, improves responsiveness, and protects customer uptime.
• Develop the partner ecosystem and commercial model required to improve parts availability and generate profitable aftermarket growth.
• Drive the commercial effectiveness of the indirect network, including pricing, margins, partner economics, cost to serve, and overall channel performance.
• Establish disciplined warranty and partner-governance frameworks, including qualification standards, KPIs, claims controls, audits, performance reviews.

Skills

Leadership

Channel strategy

Dealer development

Pricing & margins

Partner governance

Cross-functional leadership

Job description

Description

Director of Distribution & Service Networks

Who Is Autocar

Autocar is an American-owned manufacturer of purpose-built severe-duty trucks engineered for demanding vocational applications. For more than a century, we have focused on helping our customers maximize uptime, productivity, and profitability.

Our customers depend on their trucks to perform critical work every day. Autocar combines purpose-built vocational platforms with specialized service support, aftermarket solutions, and close customer partnerships to keep them moving.

As Autocar enters its next phase of growth, we are transforming how we reach, support, and serve customers across North America.

The Opportunity

This is not a traditional channel-management role. Autocar is seeking a builder, strategist, and operator to design, transform, and lead the next generation of scaling our vocation-specific indirect distribution, service, and aftermarket networks.

The Head of Indirect Distribution & Service Networks will build the commercial infrastructure required to extend Autocar's reach beyond its direct coverage model - expanding customer access while strengthening service capacity, parts availability, and customer uptime.

This Leader Will Oversee Three Interconnected Commercial Ecosystems

• Truck Distribution
• Service & Customer Support
• Parts & Aftermarket

Working across Refuse, Construction, and Terminal Tractor, you will partner with Vocation Presidents, Sales, Customer Care, Parts, Legal, Contracts, Finance, and Executive Leadership to build scalable channel models, transform underperforming networks, and strengthen partner and commercial performance.

This is a hands-on leadership role requiring the ability to move between strategy and execution in a highly matrixed organization.

What You Will Own

• Channel Strategy & Network Architecture: Define and execute Autocar's indirect channel strategy across Refuse, Construction, and Terminal Tractor. Establish how dealers, distributors, service providers, and aftermarket partners extend Autocar's market reach while preserving customer visibility, commercial discipline, and clear channel roles.
• Truck Distribution & Market Access: Build and optimize a disciplined dealer and distribution network that expands market coverage and drives profitable truck sales. Establish partner qualification, commercial expectations, pricing disciplines, performance standards, and accountability.
• Service & Customer Support: Design and scale a high-performing service network that increases coverage and capacity, improves responsiveness, and protects customer uptime. Establish service standards, certification, tooling, training, and performance expectations in partnership with Customer Care.
• Parts & Aftermarket: Develop the partner ecosystem and commercial model required to improve parts availability and generate profitable aftermarket growth. Establish appropriate distribution structures, pricing, stocking, fulfillment, and partner economics.
• Channel Economics & Commercial Performance: Drive the commercial effectiveness of the indirect network, including pricing, margins, partner economics, cost to serve, and overall channel performance. Use data to identify underperforming models and lead their transformation.
• Warranty, Partner Governance & Compliance: Establish disciplined warranty and partner-governance frameworks, including qualification standards, KPIs, claims controls, audits, performance reviews, and corrective actions. Partner with Legal and Contracts to ensure channel structures protect Autocar's customers, economics, brand, and commercial interests.

The Leader We’re Looking For

We are looking for a commercially minded leader who has successfully built, scaled, or transformed complex dealer, distribution, service, or aftermarket networks.

You combine strategic thinking with hands-on execution and understand the economics required to create successful partnerships for the manufacturer, channel partner, and customer.

Relevant experience may come from heavy-duty or commercial trucks, construction or off-highway equipment, agricultural equipment, industrial equipment and distribution, fleet services, commercial-vehicle aftermarket, or other complex dealer and service-network environments.

Required Experience

• 10+ years of leadership experience in channel strategy, dealer development, distribution, aftermarket, service-network management, or a related commercial function
• Demonstrated success building, scaling, restructuring, or transforming indirect channel networks
• Strong understanding of dealer economics, service operations, parts distribution, and aftermarket models
• Proven ability to drive profitable growth through external partners
• Experience establishing partner qualification, performance-management, and governance frameworks
• Strong commercial and financial acumen, including pricing, margins, partner economics, and cost to serve
• Experience leading complex, cross-functional initiatives within a matrixed organization
• Strong executive communication, negotiation, analytical, and stakeholder-management capabilities
• Willingness to travel regularly across Autocar's markets and partner network

The Opportunity to Make an Impact

This role brings distribution strategy, service-network development, aftermarket growth, warranty governance, and channel transformation together under a single leadership mandate.

You will have the opportunity to shape how Autocar reaches and supports customers across North America - building a scalable commercial ecosystem that expands market access, strengthens customer uptime, improves partner performance, and supports long-term growth.

What Success Looks Like

• Expanded market coverage and customer access
• Profitable growth through indirect truck distribution and aftermarket channels
• Increased service-network capacity and improved customer uptime
• Improved parts availability, pricing, margins, and cost-to-serve performance
• Reduced warranty leakage and stronger claims compliance
• A high-performing, accountable partner network with scalable models capable of supporting Autocar's long-term growth

Benefits & Rewards

• Attractive compensation package, including base salary and incentive bonus opportunities
• Comprehensive medical, dental, vision, life and AD&D insurance
• Short-term and long-term disability coverage
• 401(k) with company match
• Paid time off (PTO) and company holidays

Birmingham offers the advantages of a growing Southeast business hub with a competitive cost of living, a thriving culinary and entertainment scene, and convenient access to outdoor and weekend destinations.

Our Autocar facility is located approximately 20 minutes from downtown Birmingham, providing convenient access to the city while maintaining an accessible commute.

Job Duties Disclaimer: The duties and responsibilities outlined here are representative but not exhaustive of the tasks the employee may be required to perform. Management reserves the right to modify, add, or remove duties and assign other responsibilities as necessary to meet business needs.

Equal Employment Opportunity: GVW is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or any other characteristic protected by law.

Reasonable Accommodations: GVW complies with the Americans with Disabilities Act (ADA) and provides reasonable accommodations to qualified individuals with disabilities. Employees who require assistance or accommodation should contact Human Resources.