Dealership Relationship Specialist at Discovery Limited

Key Purpose

• ​​To drive sustainable growth across dealership and related channels through the development of strategic partnerships, new business acquisition, increased product penetration, and the delivery of sales through quality referrals, profitability, and partner / customer experience objectives.

Areas of responsibility may include but are not limited to:

Business Development & Sales Growth

• Drive sustainable portfolio growth, increase market penetration, expand dealership partnerships, and achieve sales and revenue targets.
• ​​Achievement of monthly, quarterly, and annual sales and revenue targets.
• Growth in vehicle insurance sales within allocated or developed dealership portfolio.
• Increase market share within assigned dealerships and territory.
• Identification and onboarding of new dealership partners.
• Implementation of channel growth initiatives

Relationship Management

• Establish and maintain strong relationships with:
• Dealer Owners
• Dealer Principals
• Sales Managers
• F&I Managers
• Group F&I Managers
• Key Individuals
• Dealer Group Executives
• Other relevant key stakeholders
• Act as the primary point of contact for assigned dealerships.
• Identify, develop, and manage key stakeholder relationships to support business objectives.

Performance Management

Improve dealership / referral partner productivity and business performance through analysis, coaching, and performance interventions.

• Monitor dealership performance against agreed sales targets, growth plans, and productivity metrics.
• Conduct regular business reviews with dealerships to assess performance and progress against objectives.
• Identify and drive opportunities to improve dealer success rates, productivity, and overall business performance.

Risk Management

Protect the sustainability and profitability of the portfolio through proactive risk identification and management.

• Compliance with business and risk management policies.
• Portfolio risk monitoring and reporting.

Training & Capability Building

Develop dealership capability and drive performance through coaching, training, and knowledge transfer.

• Conduct product, systems, and process training for dealership staff.
• Deliver ongoing coaching to sales and F&I teams to improve product penetration.
• Support onboarding of new dealerships and dealership personnel.
• Share industry best practices and market insights.

Compliance & Governance

Ensure adherence to all regulatory, governance, and company standards while maintaining customer-centric business practices.

• Ensure all activities comply with regulatory requirements and company policies.
• Adherence to POPIA, TCF, and applicable governance requirements.
• Promote Treating Customers Fairly (TCF) principles and ethical sales practices.
• Complaint management and resolution in line with company standards.
• Adherence to sales processes, controls, and operational requirements.

Knowledge and Skills:

• ​​Business Development & New Business Acquisition
• Dealer Relationship Management
• Commercial Acumen
• Strategic Account Management
• Stakeholder Engagement & Influencing
• Sales Growth & Market Penetration
• Performance Analysis & Business Insight
• Coaching & Capability Building
• Negotiation & Communication Skills
• Risk, Compliance & Governance Management

Education and Experience

Education:

• Matric (Essential)
• ​​​​​Bachelor's Degree in Business, Marketing, Commerce, or related field. (Advantageous)
• Must have a valid South African driver’s license

Minimum Experience:             

• 5-8 years' experience in business development, dealership referral and growth, account management, relationship management, role with a proven record of delivering measurable growth.
• Demonstrated success in acquiring new business, managing key accounts, and achieving sales targets.
• Previous experience developing and managing dealership relationships is essential.
• Experience working with franchise and independent dealer networks
• Experience with Original Equipment Manufacturers in the Dealership Environment (OEMs). - Advantageous