Automotive Dealer Principal (New, Used Vehicles, Parts, Aftersales and F&I) - Automotive Retail Industry - CPT

Introduction

An established automotive dealership is seeking an experienced and commercially astute Dealer Principal to assume overall responsibility for the dealership’s operational and financial performance.

The successful candidate will have full P&L accountability across New Vehicles, Used Vehicles, Parts, Aftersales and F&I, while ensuring strong OEM alignment, regulatory compliance, customer satisfaction and sustainable profitability.

The Dealer Principal will provide strategic and operational leadership across the dealership, driving performance, developing management capability and maintaining strong relationships with the OEM and key stakeholders.

Duties & Responsibilities

KEY RESPONSIBILITIES

Financial & Commercial Management

• Assume full responsibility for the dealership’s overall P&L and financial performance .

• Monitor and manage sales volumes, gross profit, operating expenses, cash flow and profitability.

• Analyse management accounts and financial reports, identifying opportunities and implementing corrective actions.

• Ensure effective working-capital, debtor and cash-flow management.

• Maintain appropriate controls over new, used and parts stock.

Sales & Market Performance

• Lead the New and Used Vehicle departments to achieve agreed OEM targets, volume, profitability and market-share objectives .

• Develop and execute strategies to maximise sales opportunities within the dealership’s PMA (Primary Market Area) .

• Monitor market trends, competitor activity and customer demand.

• Drive effective CRM, lead management, customer retention and local marketing initiatives.

Aftersales Operations

• Provide strategic oversight of Service, Parts and Workshop operations .

• Drive workshop productivity, labour sales, capacity utilisation and departmental profitability.

• Ensure parts availability and effective stock management.

• Monitor warranty processes, technical compliance and customer satisfaction.

• Drive CSI performance and ensure a consistently high-quality customer experience.

Leadership & People Management

• Lead, motivate and develop the dealership’s management team and workforce of approximately 30–80 employees .

• Recruit, retain and develop high-performing departmental managers and staff.

• Establish clear performance expectations, KPIs and accountability structures.

• Foster a professional, customer-focused and performance-driven dealership culture.

• Identify succession and development opportunities for key employees.

OEM, Compliance & Governance

• Maintain a strong and professional relationship with the relevant OEM and other key stakeholders .

• Ensure compliance with OEM standards, CI requirements and audit processes.

• Maintain compliance with applicable legislation and industry requirements, including FICA, FAIS, Occupational Health and Safety (OHS), and the Consumer Protection Act (CPA) .

• Ensure dealership policies, procedures and internal controls are consistently implemented.

• Manage and address audit findings and compliance requirements effectively.

F&I, Stock & Operational Control

• Provide effective oversight of Finance & Insurance (F&I) operations.

• Monitor finance penetration, product performance, compliance and profitability.

• Ensure effective new, used and parts stock control.

• Manage stock ageing, vehicle turn and inventory levels.

• Maintain strong operational disciplines across all dealership departments.

Desired Experience & Qualification

MINIMUM REQUIREMENTS

• Minimum 5 years’ relevant experience within a franchised automotive dealership environment.

• Previous experience as a Dealer Principal, Dealer Principal Designate, Senior Sales Manager or Senior Aftersales Manager .

• Demonstrable experience managing dealership performance and profitability.

• Proven ability to manage and interpret management accounts and financial information .

• Strong understanding of automotive retail operations across Sales and Aftersales.

• Demonstrated leadership experience managing multi-disciplinary teams.

• Strong commercial, financial and operational acumen.

• Excellent communication, negotiation and stakeholder-management skills.

• Valid South African Driver’s Licence.

• Clear criminal record.

QUALIFICATIONS

• Grade 12 / Matric required.

• NQF Level 5 or higher in Business Management, Automotive Management, Commerce or a related discipline would be advantageous.

• Relevant automotive/OEM training and management qualifications will be advantageous.

CORE COMPETENCIES

• Strategic and commercial leadership

• Financial and P&L management

• Automotive retail operations

• Sales and market-share development

• Aftersales management

• F&I and compliance

• Stock and working-capital management

• OEM relationship management

• Customer experience and CSI

• People leadership and development

• Performance management

• Business development and local marketing

• Strong analytical and decision-making skills

The final package will be aligned with the successful candidate’s experience, qualifications and proven track record.

Package & Remuneration

*PACKAGE:*Basic,.commission , company car and fuel, medical and provident fund