Dealer Development Director - Kia

Job Description

The Organization

LGM is a national leader in providing warranty, finance and insurance services to the Canadian automotive industry. Since 1998, LGM has partnered with leading automotive manufacturers and dealerships across Canada to deliver award-winning F&I solutions. Dealer partnerships are complemented with the strong backing and support of their automotive manufacturing brands, which include BMW/MINI, Kia, Mazda, Volvo, Jaguar/Land Rover, Mitsubishi Motors, Polestar and Motorrad.

The Job

The Director of Dealer Development (DDD) is a regional, market-based sales leader with direct accountability for ensuring Kia OEM Dealer Development Managers (DDMs) achieve LGM's financial objectives. The most important part of this role is driving sales performance and leading DDMs with the process rigor required to consistently hit targets. Hitting sales and revenue targets is the top priority - non-negotiable. 

The Director owns the number, delivering monthly, quarterly, and annual results (Contract Count, PEN, UFR, revenue) through tight management, disciplined oversight, and unwavering adherence to process. This leader is responsible for instilling discipline, setting clear expectations, and ensuring DDMs execute to standard. They must coach decisively, hold the team to account, and take corrective action immediately where underperformance exists. By enforcing process, driving accountability, and ensuring alignment with organizational strategy, the Director converts activity into outcomes and delivers results every single month. 

Key Responsibilities:
 

• Leadership & Team Management:

o Directly manage and mentor a team of Kia OEM Dealer Development Managers representing specific brands. 

o Follow all sales processes including but not limited to the execution of monthly Market Plans, oversight of the Account Management Process, and weekly/monthly performance reporting for the VP 

o Set clear goals, expectations, and territory plans to achieve sales targets and to ensure team success. 

o Provide ongoing coaching, support, and professional development opportunities for the team. 

 

• Performance Optimization:

o Monitor and analyze dealership performance data in partnership with Sales Effectiveness and VP to identify areas for improvement and develop actionable strategies. 

o Drive adoption and penetration of Kia OEM branded products. 

o Develop and execute territory-specific plans to achieve revenue and growth targets. 

 

• Dealer Relationship Management:

o Oversee and enhance relationships with Kia OEM dealers across a region, ensuring alignment with organizational goals. 

o Support the team in building strong partnerships with dealers, focusing on sales growth, training, and operational efficiency. 

o Act as a point of escalation for dealer concerns for sales and claims when necessary - collaborate with the National Director Sales Effectiveness and Operations to resolve issues promptly. 

• Strategic Planning & Execution: 

o Work closely with the NVP to align regional strategies with corporate objectives. 

o Lead the implementation of new programs, products, and initiatives across the regional dealer network. 

o Collaborate with OEM partner field team and other Kia OEM HQ leaders to design and execute customized growth strategies for their dealer networks. 

• Training & Development: 

o Support dealers and the team with training resources for product knowledge, sales techniques, and operational best practices. 

o Ensure the DDM complete targeted training to maximize program penetration and dealer satisfaction. 

• Reporting & Insights: 

o Provide regular performance updates to senior leadership, highlighting achievements, challenges, and opportunities. 

o Utilize market and sales data to make informed decisions and adjust strategies as needed. 

LGM Core Leadership Competencies:

• Self-Management - Leads with emotional control, agility and influence through expressing a wide spectrum of emotions to suit the environment they are within, to build commitment. 

• Results Focused - Creates a high-performance culture throughout the organization with imbedded urgency and accountability to achieve results while preserving core values and enthusiasm from the employees. 

• Effective Communicator - Expressing and transmitting meaningful information with consistency and clarity, using active listening techniques to promote increased understanding. 

• Empowers and Coaches Others - Applies standard coaching methodology that helps individuals self-identify their opportunities for change, make decisions within their scope of authority, and pursue a plan of action to achieve business results. 

• Collaboration and Influence - Fosters a high performing culture where leaders work well together toward a common vision, while positively and respectfully challenging each other to do their best work across the business building effective relationships both internally and externally. 

• Builds Teams - Facilitates the right teams, with the right skills, and working cooperatively and effectively toward a common goal. 

• Innovation and Change Leadership - Commits to new approaches ahead of emerging opportunities and successfully removes obstacles to ensure the organization remains nimble and responsive to change. 

• Strategic Orientation - Anticipates and plans for future events and opportunities including competitive realities to create clarity in direction for how our vision is to be achieved. 

• Resilience - Responds well to pressure and the demands of daily life. Has flexibility durability, strength and speed of recovery. 

Qualifications:

• Bachelor's degree in business, sales, or a related field. 

• Minimum of 7-10 years of experience in dealer development, automotive sales, or related roles, F&I, or general dealership management with a strong understanding of OEM operations. 

• Proven track record of leading and managing high-performing teams. 

• Exceptional communication and relationship-building skills, with the ability to engage effectively with dealers and senior stakeholders. 

• Strong analytical and problem-solving abilities, with experience using data to inform decisions. 

• Familiarity with financial services products, including F&I and warranty programs, is a strong asset. 

• Ability to regularly travel within Ontario/Atlantic and then ROC upon request. 

Why LGM
 

• Compensation: $110,000 - 125,000
• Hybrid work model
• Comprehensive compensation package including:
  • Extended health benefits plan
  • Group RRSP
  • Performance bonus
  • Health & wellness benefits
  • Education sponsorship
• Work-life balance perks:
  • Four paid days annually to "give back" to the community
  • Your birthday off - every year
  • Vehicle rebate program: Up to $400 per month