Job Description

We are seeking a strategic and results-oriented Regional Sales Manager (RSM) to lead, manage and expand our sales footprint within a defined territory. The RSM will be responsible for developing and implementing sales, marketing, and financial objectives to drive regional growth. The focus includes acquiring new dealerships, retaining existing relationships, and growing premium income through cross-sell and upsell of MotorVAPS (MV) value-added products.
This role requires strong leadership of the sales team (Account Managers and Key Account Managers), meticulous planning, deep market understanding, and an ability to align all regional activities with broader company objectives. The RSM must deliver measurable outcomes while nurturing long-term, value-driven dealer partnerships.
Key Responsibilities:
Lead and manage the regional sales footprint through structured weekly planning aligned to:
Existing dealer base (80%)
Pipeline dealer base (20%)
Prospect new dealer identification
Development of "Game Changer" dealers with high potential
Monitor and track sales performance including retail premium, penetration per site, and daily volume reports
Drive growth by:
Mining deeper into existing accounts
Acquiring new dealerships
Increasing product penetration through upselling and cross-selling (e.g., upgrading Core to Graphite, Plus to Pro products)
Reassess and improve commercial offerings for current dealerships by analyzing competitor activity and aligning our products for greater impact.
Improve sales efficiency through weekly team meetings to resolve challenges (e.g., admin, debtors, cancellations, claims)
Enforce compliance with company policy and industry regulations:
Manage customer complaints
ROAs and ombud queries
Ensure dealers understand product terms and conditions
Manage staff weekly planners aligned with regional strategies and territory goals
Identify and aggressively plan 80% "hitlist" dealers for growth and increased VAPS penetration
Plan and secure appointments with 20% pipeline prospects; track weekly progress
Weekly review and update of:
Prospect dealer lists
Pipeline dealer engagements
Conversion to active accounts or Game Changers
Build strategic relationships with "Game Changer" dealerships, moving them through pipeline stages based on potential to shift premium significantly
Stay informed about competitors, their dealer footprint, and product benefits to position MV advantageously
Conduct dual dealer calls with Account Managers, planned in advance and aligned to strategic objectives
Drive performance through:
Recognition
Performance reviews
Coaching
Development plans
Clear, measurable outputs
Identify successors and implement development plans to secure talent and mitigate turnover risks
Direct and manage dealer entertainment initiatives (aligned to 80/20 rule) to drive sales engagement and premium growth
Maintain healthy product mix by seeking opportunities to:
Convert or upgrade offerings (e.g., 30/10 to 35/10)
Introduce additional or cheaper VAPS products (Key Care, Theft Care, GAP, etc.)
Control and justify all regional expenses related to travel, promotions, and entertainment, ensuring they deliver ROI through dealer engagement or growth
Ability to multitask and manage competing priorities
Ability to delegate and manage performance effectively
High levels of accountability and integrity
Strong organizational and analytical skills
Excellent customer service orientation
Creative, solutions-focused mindset
Strategic sales planning and execution ability
Demonstrated coaching and mentoring capabilities
In-depth industry and market knowledge
Ability to align product offerings with dealer needs
Budget development and expense control
Effective process management
Excellent relationship-building skills
Self-motivation and team motivation abilities
Strong communication, negotiation, and presentation skills
Willingness to travel extensively within the region
Availability for after-hours dealer engagements
Proven ability to work under pressure and meet deadlines
Professionalism, honesty, and ethical conduct
Additional Skills & Competencies include:
Leadership & Team Management
Inspire and manage a sales team with clear direction and support
Set and communicate clear performance and behavior expectations
Define roles and responsibilities clearly within the team
Align team activity and productivity with company strategy and territory needs
Strategic Thinking
Develop regional sales strategies in line with broader business goals
Continuously assess and adapt to changing market conditions and dealer expectations
Sales Analytics & Market Intelligence
Analyse performance using daily metrics (e.g., call sheets, dealer penetration)
Identify underlying causes of poor performance and implement corrective actions
Track pipeline and prospect progress using the 80/20 principle
Coaching & People Development
Conduct regular performance reviews, provide constructive feedback
Create structured performance improvement plans where needed
Foster a culture of ownership, accountability, and high productivity
Identify talent and implement succession and growth plans for staff
Customer Relationship Management
Position the company as a value-added partner to dealerships and groups
Ensure the delivery of high-quality customer service through dealer engagements
Support internal teams with clear direction and escalations where necessary
Communication & Stakeholder Engagement
Present effectively to senior dealer groups and internal executives
Facilitate transparent dealer communication, compliance oversight, and issue resolution
Build rapport and credibility across multiple dealer types and regions
Adaptability & Resilience
Adjust quickly to market changes, pressure situations, or dealer shifts
Remain calm and solution-oriented in the face of challenges
The successful candidate must reside in the Western Cape.
If you are an experienced sales leader with a strategic mindset, deep market knowledge, and the drive to grow a high-performance team, we invite you to apply and make a significant impact in our business.