Dealer Network Development Manager

Overview: Job purpose and deliverables Core purpose of the role The core purpose of this role is to drive the strategic expansion, development, and optimization of the OEM dealer network in South Africa. The incumbent is responsible for identifying, evaluating, and onboarding new dealers while enhancing the performance and compliance to network standards of the existing dealer network. This role ensures that the network supports the company’s growth objectives, maintains brand standards, and delivers an exceptional customer experience. Key deliverables and outputs Dealer Network Development • Develop and execute strategies for expanding and improving the dealer network, including identifying new market opportunities and optimizing existing dealer locations, aligned with OEM business growth objectives. (Planning and Execution). • Conduct market research and analysis to identify potential dealer locations and assess market viability (Analysis) utilizing Lightstone Market Data Reports. • Identify, evaluate, and appoint new dealers in key markets to enhance brand coverage and market penetration. Ensure new dealers have sufficient resources (finance, people, experience, systems, and facilities. • Manage the process of appointing new dealers, ensuring compliance with company standards and policies. This would include the proposal of new candidates, gaining approval of the proposal, issuance of LOIs/ dealer agreements, and development of project implementation timelines. (New dealers). • Continuously evaluate and improve the dealer network, including dealer relocations, facility refurbishments, and compliance with CI guidelines (Network optimization), and conduct an audit twice a year. • Customer experience expectations Sales and Aftersales - CSI tool required . Dealer Relationship and Performance Management • Act as point of contact for dealers regarding network and facilities - building and maintaining strong relationships to foster collaboration and trust. (Communication) • Conduct regular dealer visits to assess compliance with brand standards and identify areas for improvement • Track and analyze dealer adherence to standards, identifying areas for improvement and providing support and guidance (Performance Monitoring). Dealer sign-off sheet, dealer operating standard sign-off, to provide the monthly survey report. • Manage performance improvement process,( in conjunction with sales function ) at underperforming dealers and identify opportunities for improvement or replacement • Support dealers in optimizing showroom layouts , aftersales workflows and customer engagement strategies • Address dealer concerns, resolve conflicts, and ensure alignment with OEM’s business goals – individual dealers or network-wide concerns (Conflict resolution) Operational and Compliance Management • Ensure all dealers comply with OEM’s brand standards, operational guidelines, and facility requirements. • Work closely with dealers to ensure adherence to corporate identity (CI), service quality, and customer experience expectations. • Oversee dealer audits and enforce corrective actions where necessary to maintain brand integrity and conduct a dealer audit twice a year. • Collaborate with legal and finance teams to ensure contractual compliance and risk mitigation. • Support the negotiation and execution of dealer agreements and LOIs, ensuring compliance with company policies and legal requirements • Manage the renewal and termination of dealer agreements, ensuring a smooth transition process Stakeholder Engagement • Build and maintain strong relationships with dealer principals, investors, and key stakeholders. • Act as the primary point of contact between Group Head Office- South Africa and the dealer network in respect of facilities and CI - facilitating clear communication and collaboration. • Engage with internal departments, including sales, marketing, aftersales, and finance, to align dealer network strategies with overall business objectives. • Provide regular reports and insights to senior management on dealer network performance and market trends. Internal stakeholders • Senior Management and Executives across the business and other functions External stakeholders • Dealerships personnel (from group executives to operating level), Investors, regulatory bodies and Suppliers Overview: Essential individual competencies to be successful in the job Knowledge Essential: • In-depth understanding of automotive dealership operations and industry best practices. • Strong knowledge of market analysis, competitor benchmarking, and network planning. • Familiarity with corporate identity (CI) standards and dealership compliance requirements. • Understanding of sales and aftersales service strategies for dealer network optimization. • Understanding of developing trends in consumer vehicle buying patterns and behaviors • Basic knowledge of building construction and refurbishments processes and timelines • Basic knowledge of finance and logistics. • Understanding and knowledge of the Healthy and Safety Act. • Basic knowledge of commercial and contract law. • Focus on analyzing and solving problems • Appreciation for challenging others with respect • Openness to accepting feedback • Concern for valuing and appreciating others