Head of Indirect Sales & Service

The Head of Indirect Sales & Services is responsible for supporting, developing, and optimizing the performance of independent dealers within their geographic area of responsibility, ensuring the correct implementation of the brand's commercial strategy and the fulfillment of established quantitative and qualitative objectives.

Acting as the main interlocutor between the company and the dealer network, the role aims to drive sustainable business growth, improve the operational performance of dealers, and guarantee a consistent brand representation in the market. The position actively contributes to the achievement of the company's business objectives through the management and development of the network, while maintaining respect for the legal and commercial independence of the dealers.

The position has indirect responsibility for the economic performance of the dealer network in its area, including monitoring the Business Plan, market evolution, and the fulfillment of commercial objectives.

Performance management and business monitoring of the indirect channel

• Periodically analyze the results of the dealers' Business Plan to ensure continuous improvement in the areas of Organization, Sales, Rentals, Service, and Administration.
• Define annual business objectives together with the dealers and perform monthly monitoring of results by product family.
• Analyze market evolution and brand positioning in the indirect channel to identify growth opportunities.
• Drive the main activity and profitability KPIs of the network to identify deviations and define corrective action plans.
• Periodically evaluate global performance within their area of responsibility and propose improvement initiatives oriented toward the sustainable growth of the business.
• Support dealers in the identification and development of new business opportunities within their area of responsibility.
• Perform the definition and monitoring of strategic sectors in each area of responsibility, in coordination with the corresponding dealer.
• Drive the balanced development of the business across all the company's product lines and services.
• Ensure the correct implementation of commercial campaigns, strategic initiatives, and business development programs defined by the company.
• Act as the main point of contact between the company and the dealers within their area.
• Provide support or channel the necessary support within the organization to respond to the needs of the dealers in all areas of the business.
• Coordinate with the different departments of the company (Sales, Service, Product, Marketing, Finance, etc.) to ensure adequate attention and support to the network.
• Coordinate with Product Managers the execution of product training aimed at the dealer network.
• Drive the development of the automation solutions business within the indirect channel, in alignment with the strategy defined by the Automation Business Unit (ABU).
• Assume, together with the ABU, the fulfillment of automation objectives, with periodic steering of progress through the execution of actions with the indirect network and the generation of qualified leads.
• Ensure that dealers actively integrate automation into their commercial approach.
• Define together with the ABU the concrete actions necessary for the generation of automation leads.
• Promote the identification, qualification, and generation of automation leads from the dealer network, leveraging proximity to the customer and territorial coverage.
• Ensure an adequate level of commercial knowledge and awareness of automation solutions within the direct channel teams.
• Guarantee the adequate representation of the brand in each province within their area of responsibility.
• Ensure that dealers comply with the image, corporate identity, and service quality standards defined by the company.
• Promote a homogeneous customer experience aligned with the brand values throughout the dealer network.
• Ensure compliance with the contractual conditions established between the company and the dealers.
• Ensure that dealer activity is carried out in accordance with applicable commercial policies and internal regulations.
• Identify possible operational or commercial risks within the network and propose corrective or improvement measures
• The job holder must guarantee that all information obtained from dealers is managed in accordance with internal confidentiality and compliance policies, ensuring that the processing of sensitive commercial information is carried out respecting the principles of aggregation and proper use of information.
• Lead and develop the indirect channel sales and service team.
• Talent development and succession planning.
• Determine and drive workforce sizing and hiring.
• Drive performance management and a high-performance culture.
• Close collaboration with the brand and ITS functional managers.
• Provide market feedback.
• Participate in national planning processes.
• Implement functional standards, programs, and tools.
• Escalate commercial exceptions within the governance framework.

• Strategic and operational leadership.
• Decision-making capacity in complex environments.
• Result orientation and P&L ownership.
• High capacity for leadership of leaders.
• Structured and analytical thinking.
• Change management and organizational transformation.
• Excellent communication and influence skills.
• High sensitivity to operational, security, and reputational risks.
• Compliance culture and business ethics.