Head of Dealer Development

Join Canada’s Largest Automotive Group

If you are looking to grow your career with an organization driven by excellence, integrity, and innovation, Dilawri offers an environment where people are supported and empowered to succeed.

Founded in 1985, Dilawri is Canada’s largest automotive group and one of Canada’s Best Managed Companies. Dilawri operates over 85 franchised dealerships, representing more than 38 of the world’s most respected automotive brands across British Columbia, Alberta, Saskatchewan, Ontario, Quebec, and Washington, DC.

With a team of more than 4,000 employees, Dilawri fosters a culture rooted in collaboration, accountability, and continuous learning. Our values of Excellence, Leading, Teamwork, Integrity, Innovation, and Giving Back guide how we work, how we lead, and how we serve our customers and communities. Through the  Dilawri Foundation , we are also committed to making a meaningful impact in the communities we serve.

Discover how you can build your career with  Dilawri .

Position Overview

Known for its dominance in the Canadian Automotive Industry and its innovative business practices, Dilawri continues its growth trajectory and is excited to add a new senior role to its leadership team; Head of Dealer Development.

The Head of Dealer Development is responsible for leading the strategic growth, acquisition, development, and performance optimization of the organization’s dealership network. This executive role drives market expansion initiatives, evaluates and executes dealership acquisition opportunities, oversees greenfield and redevelopment projects, and ensures operational readiness for new and existing locations. Working closely with executive leadership and cross-functional teams, the Head of Dealership Development identifies growth opportunities, manages key stakeholder relationships, and develops scalable strategies that strengthen the company’s market presence, profitability, and long-term competitive position.

The ideal candidate combines executive automotive OEM experience, business development acumen, financial analysis capabilities, and project leadership experience to successfully execute the organization's growth objectives.

Primary Duties & Responsibilities

Growth & Network Strategy

· Lead identification and evaluation of new growth opportunities across existing and prospective markets, including dealership expansion, point relocations, add-point opportunities, and brand adjacency strategies.

· Conduct and/or oversee market intelligence: demographic trend analysis, competitive landscape mapping, regional market dynamics, and OEM performance benchmarking to support strategic recommendations.

· Build a prioritized, data-driven opportunity pipeline and present recommendations to executive leadership/ownership with clear rationale, risks, and investment requirements.

OEM Relationship Management & Program Performance

· Establish and maintain effective relationships with OEM partners and industry stakeholders; serve as a key point of contact on network planning and growth opportunities.

· Document, track, and maximize on OEM programs (including award/recognition, variable margin programs, and other KPIs such as market share, sales effectiveness, and peer performance).

· Monitor OEM scorecards/awards and requirements; partner internally to address gaps and maintain compliance with OEM standards and expectations.

· Work closely with the Operations teams to maximizing opportunities aligned with the respective OEM as identified above.

Franchise Agreements & Governance

· Oversee administration and documentation of OEM agreements, including dealership sales & service agreements, NADAP, performance agreements.

· Implement standardized internal controls for agreement intake, critical-date tracking, obligations management, and executive reporting.

Business Cases, Financial Modeling & Executive Decision Support

· Lead development of business cases, financial models, proposals, and go-to-market strategies for market opportunities, ensuring analytic rigor and clear ROI logic.

· Produce board/ownership-ready materials: market studies, statistics tables, and investment analyses (capex, return, sensitivity, downside risk), reflecting the “hands-on” analytical expectations already set for this function.

M&A Enablement

· Support M&A activity through market analysis, target evaluation, and post-acquisition administration (including OEM documentation and network requirements).

· Coordinate cross-functionally with Finance, Operations, HR, IT, Marketing, and Regional leadership to align on opportunity prioritization and execution.

· Develop a pro-active strategy to identify independent dealerships approaching generational transition or succession events, positioning the group as a preferred acquirer.

Global Manufacturer Strategy

· Develop and execute dealership growth strategies in partnership with global automotive manufacturers expanding into Canada, aligning network development, market opportunities, and retail operations to support sustainable growth.

· Help grow the footprint with these OEM’s from initial Phase 1 state to aspirational growth targets to ensure strong penetration and profitability maximization

· Serve as key point of contact with these OEM’s

Qualifications Required

Education

• Bachelor’s degree in Business Administration, Commerce or a related field required
• MBA or other advanced business degree considered a strong asset

Experience

• 10–15+ years of executive experience in automotive retail, dealership operations, OEM network development, or related automotive industry roles
• Proven track record in dealership growth, acquisitions, greenfield development, or network expansion at a regional or national level
• Experience working directly with senior leadership at automotive manufacturers (OEMs), ideally including international or emerging market entrants into North American markets
• Strong background in financial analysis, investment evaluation, and business case development for large-scale capital projects or acquisitions
• Demonstrated success leading cross-functional initiatives involving operations, real estate, construction, and retail execution
• Experience managing senior stakeholder relationships, including OEM executives, dealer principals, and internal executive teams
• Exposure to rapidly scaling environments or launching new brands/markets considered a strong asset

Leadership & Industry Expertise

• Deep understanding of automotive dealership operations, retail performance drivers, and network planning principles
• Strong negotiation experience in high-value commercial or partnership agreements
• Proven ability to lead complex, multi-market expansion strategies with measurable business outcomes

About Dilawri

In addition to working with and learning from a team of leading professionals in the automotive industry, our benefits include:

- Discounted employee vehicle purchase program

- Job-specific coaching & training programs

- Comprehensive health & dental plans

- Employee wellness & assistance programs

- Employee social events

Build your career with a team that is driven by excellence, integrity and innovation.  Discover Dilawri.