Head: Strategic Initiatives & Business Development

Discovery – Insure

Head: Strategic Initiatives & Business Development

About Discovery

Discovery’s core purpose is to make people healthier and to enhance and protect their lives. We seek out and invest in exceptional individuals who understand and support our core purpose, and whose own values align with those of Discovery. Our fast-paced and dynamic environment enables smart, self-driven people to be their best. As global thought leaders, Discovery is passionate about innovating in order to not only achieve financial success, but to ignite positive and meaningful change within our society.

About Discovery Insure

Discovery Insure is committed to creating a nation of great drivers through our innovative Shared-value Insurance model. Discovery Insure is South Africa’s fastest growing short-term insurance company with comprehensive products that provide protection against current and emerging risks facing clients in the motor and home insurance sectors. Vitality Drive, an internationally-recognised and award-winning programme, is a key differentiator in the market that incentivises and rewards clients for driving well. The Vitality Drive programme has been scaled to local and international markets which now include Europe and the Middle East. The company employs over 1 000 people who are committed to putting our customers and financial advisers first by providing unique and innovative solutions and cover.

Key Purpose

The Head: Strategic Initiatives & Business Development is accountable for leading the strategy, performance, and operational excellence of the insurance dealership channel. This role oversees national dealer partnerships, drives insurance product penetration at point of sale (POS), and ensures compliance, profitability, and growth across the motor dealer network.

The position establishes and maintains relationships with dealership groups, OEMs, dealer principles, dealer owners and internal stakeholders including Discovery Insure management and Discovery Connect Distribution Services management teams.

Areas of responsibility may include but are not limited to:

Channel Strategy & Leadership

• Develop and execute the dealership channel growth strategy aligned with the Discovery Insure’s distribution objectives.
• Identify new dealer partnerships and negotiate agreements.
• Analyse market trends and competitor offerings to inform strategic decisions.
• Drive digital enablement and integration of Discovery Insure offerings into dealership sales processes.
• Manage and lead a high-performance team of dealership Key Account Managers, nationally.

Dealer Network Management

• Manage relationships with dealer principals, F&I managers, and OEM executives.
• Oversee onboarding, accreditation, and training of dealerships on Discovery Insure products and compliance requirements.
• Conduct performance management across the dealer network, including activity ratios, collection rates, lapse and NTU rates, conversion rates, and productivity measures.
• Deploy sales consultants, key account managers, and regional teams to support dealer execution.

Sales & Commercial Performance

• Own sales targets for Discovery Insure products sold through the dealer channel.
• Monitor and optimise sales funnels and POS activity.
• Implement incentive programs, sales campaigns, and commercial support initiatives.
• Forecast sales volumes linked to automotive industry trends.

Compliance, Risk & Governance

• Ensure all dealers operate within FAIS, TCF, POPIA, and regulatory guidelines.
• Oversee compliance audits, monitoring, and remediation plans.
• Manage quality assurance of F&I sales processes and ensure appropriate advice standards.

Customer & Partner Experience

• Improve customer outcomes through enhanced onboarding, claims support, and product education at dealer level.
• Align the dealer experience with Discovery Insure service standards and brand expectations.
• Partner with underwriting, claims, product, and operational teams to resolve escalations.
• Lead and suggest optimisations to Discovery’s teachnology and processes to optimize channel performance.

People Leadership

• Lead national teams including regional managers, key account managers, and sales consultants.
• Coach and develop talent with a focus on technical knowledge and sales capability.
• Drive a high‑performance culture built on accountability and clear KPIs.

Knowledge and Skills:

Sales & Commercial

• Insurance product sales volumes and penetration per dealership.
• Revenue per dealer and profitability of the channel.
• Lead activity, conversion rates, and sales activity metrics.

Network & Relationship Health

• Dealer retention and satisfaction scores.
• Expansion of new dealer partnerships.

Compliance & Quality

• FAIS/TCF compliance scores.
• QA results on dealer sales calls and documentation.
• Reduction / minimization of compliance and /or  audit risks.

Operational & Strategic Execution

• Successful rollout of new products and digital tools.
• Performance of regional teams and field support.

Education and Experience

Education:

• Matric 
• RE5 (representative)
• FAIS-compliant (NQF Level 5 in Short Term Insurance or equivalent).
• Bachelors-level degree
• Masters-level degree- Advantageous
• RE1 (Key Individual) - Advantageous

 Minimum Experience:             

• 8–12+ years in the short term insurance industry.
• Strong background in dealership channels, F&I processes, or motor value added insurance products.
• Experience managing large distribution networks or partnership channels.
• Proven track record in sales leadership, relationship management, and compliance oversight.
• 10+ years in a leadership role - Advantageous
• P&L accountability at a management level, with experience in generating revenue, cost-control, and ultimately to produce a net profit for a business unit / channel- Advantageous

EMPLOYMENT EQUITY   
                             
The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.