SUMMARY:

Dealer Principal
Cape Town

Purpose of the Role

POSITION INFO:

Key Responsibilities
Strategic Leadership & Business Growth

• Deliver branch sales, aftersales, and profitability targets in line with business objectives.
• Develop and implement branch growth strategies and annual business plans.
• Identify new business opportunities and market development initiatives.
• Make sound commercial decisions that support sustainable growth and profitability.
• Apply modern business management principles and continuous improvement initiatives.
• Support strategic initiatives and branch development programs.

Sales Performance & Customer Development

• Drive new vehicle, parts, and service sales performance.
• Ensure effective lead management, quotation follow-up, and pipeline management.
• Build and maintain strong relationships with key fleet, retail, and strategic customers.
• Support Key Account initiatives and customer development programs.
• Identify customer retention and market expansion opportunities within the branch area.
• Monitor market trends, competitor activities, and customer requirements.
• Collaborate with Marketing and Sales Operations to execute campaigns and sales initiatives.

Customer Experience & Relationship Management

• Create and maintain a customer-centric culture throughout the branch.
• Ensure customer service standards are consistently achieved.
• Monitor customer satisfaction and implement corrective actions where required.
• Ensure customer complaints are managed effectively and resolved through established escalation processes.
• Conduct regular engagement with major customers to strengthen long-term relationships.
• Drive continuous improvement based on customer feedback and operational insights.

Financial Management & Branch Profitability

• Ensure the branch achieves agreed profitability, revenue, and return-on-investment objectives.
• Develop plans to improve branch financial performance and operational efficiency.
• Forecast sales volumes, stock requirements, and cash flow requirements.
• Review and monitor branch financial performance and management reports regularly.
• Control branch expenditure in line with approved budgets and business objectives.
• Monitor debtors, creditors, invoicing, and financial transactions, ensuring accurate and timely processing through Head Office support functions.
• Ensure all customer invoices, supporting documentation, and transactional requirements are accurately prepared, verified, and submitted for processing.
• Manage branch assets, stock holding, and working capital effectively.
• Improve stock turnover ratios and reduce unnecessary stock-holding costs.
• Identify financial risks and implement corrective actions where necessary.
• Ensure compliance with financial controls, audit requirements, and governance standards.

Branch Operations Management

• Ensure efficient day-to-day operation of all branch functions.
• Monitor branch performance against operational and financial objectives.
• Ensure vehicle and parts stock requirements are accurately forecasted and communicated.
• Maintain appropriate stock levels to support customer demand and business objectives.
• Coordinate effectively with Logistics, Procurement, and Head Office support departments.
• Ensure branch facilities, equipment, tools, and assets are maintained to required standards.
• Promote operational efficiency, productivity, and continuous improvement initiatives.

Aftersales & Workshop Performance

• Ensure high standards of quality, workmanship, and customer support.
• Drive workshop productivity and labour efficiency.
• Monitor parts sales performance and service department profitability.
• Support customer uptime and vehicle availability initiatives.
• Ensure effective coordination between Sales, Parts, and Workshop departments.
• Monitor labour performance against established standards and targets.
• Monitor Workshop Work-in-Progress (WIP) levels and Vehicle Off Road (VOR) units, implementing action plans to ensure timely turnaround.
• Promote best-practice aftersales processes and service excellence.

People Management & Leadership

• Lead, motivate, and develop branch employees.
• Establish staffing requirements in conjunction with Executive Management and Human Resources.
• Conduct regular performance reviews and manage employee performance effectively.
• Address poor performance promptly and professionally.
• Ensure employee development, succession planning, and skills improvement.
• Identify training requirements and ensure accurate training records are maintained.
• Foster a culture of accountability, teamwork, and continuous improvement.
• Promote employee engagement and a positive working environment.

Governance, Compliance & Risk Management

• Ensure compliance with all policies, procedures, and operational standards.
• Ensure adherence to legal, regulatory, health, safety, and environmental requirements.
• Work closely with Health, Safety, and Environmental (HSE) teams to maintain a safe and secure working environment.
• Manage branch risks and implement corrective measures where required.
• Ensure branch compliance with internal audits and governance requirements.
• Protect business assets, information, and reputation.

Stakeholder Management

• Maintain effective working relationships with Executive Management and Head Office departments.
• Liaise with customers, suppliers, manufacturers, industry bodies, and external stakeholders.
• Collaborate with Finance, Logistics, Marketing, Sales Operations, and Aftersales teams.
• Ensure timely communication of branch requirements, forecasts, opportunities, and challenges.
• Support initiatives aimed at improving customer experience and operational performance.

Reporting & Administration

• Prepare and review branch operational and performance reports.
• Monitor branch KPI performance and implement corrective actions where required.
• Ensure accurate record-keeping and reporting systems are maintained.
• Participate in management reviews, planning sessions, and business performance meetings.
• Carry out any additional lawful and reasonable duties assigned by Executive Management.

Authority

Minimum Requirements

Qualifications & Experience

• Degree in Management, Business Administration, or a related field (advantageous).
• Valid Code 8 Driver’s Licence.
• Minimum 5–10 years’ experience in a similar senior management role within the trucking, commercial vehicle, automotive, or transport industry.

Personal Attributes

• Confident and proactive approach with the ability to anticipate issues and business requirements.
• Strong organisational and planning skills with excellent attention to detail.
• Excellent written and verbal communication skills.
• Strong leadership, decision-making, and people-management abilities.
• Commercially astute with strong financial and operational management capabilities.
• Customer-focused with a commitment to service excellence.
• Ability to work under pressure and manage multiple priorities effectively.