Territory Manager - Dealer Owned

, South Africa Job Family Group: Retail Operations Worker Type: Regular Posting Start Date: July 6, 2026 Business Unit: Downstream and Renewables Experience Level: Experienced Professionals Job Description: District Eastern: Kwa Zulu Natal including East London- based in KZN Job description : Shell Downstream South Africa Mobility represents the largest customer-facing business in the organization, with approximately 600 Retail Service Station across South Africa. Shell Retail is the shop window for the Shell brand for customers and shareholders, it is a dynamic, fast-paced environment that operates 24 hours per day, 7 days per week, 365 days each year. The structure is made up of both Company Owned (CO) Retail Stations, which are operated by Independent Retailers , as well as Dealer Owned (DO) retailers – who own the service station and operate on a supply agreement with Shell. The DO channel consists of 200+ sites. SDSA is on a journey to improve customer experience through delivering the best offers, through the best people, and best locations. In this role, you will contribute significantly in executing and delivering on SDSA’s focused, fast and future ready journey. Key responsibilities 1.Financial and volume Targets Drive territory performance (~50+ sites) by delivering fuel, NFR, and lubes targets through strong dealer planning, regular performance reviews, and local market growth initiatives. Achieve fuel volume and C4 margin targets Drive premium fuel penetration Grow Non-Fuel Retail (NFR) contribution Manage demand forecast accuracy Ensure effective wet stock management Deliver lubes sales targets 2. Operational Excellence Ensure compliant, safe, and high-performing sites by upholding standards, supporting dealers through operational challenges, rolling out campaigns, and continuously monitoring performance. Contract compliance and operating standards ( RSA) Uphold local regulatory and Shell HSSE requirements Maintain brand standards (TLAG, Voice of Customer, Site & Visual standards) Deliver value-driving offers and partnerships (e.g. QSR, Spar Express, Vida Café) Support marketing campaigns, promotions, loyalty programmes, and new product launches Support dealer capability through onboarding and training initiatives Monitor fuel volumes, NFR, and profitability performance Conduct QBRs and monthly reporting Prepare territory performance reports, sales forecasts and business reviews for internal management on a monthly basis. 3. Contract Compliance & Renewals Manage the full contract lifecycle by maintaining compliance, proactively planning renewals, and working with stakeholders to ensure commercially sound agreements. Maintain 100% contract compliance Track expiries and initiate renewals ≥2 years in advance Apply understanding of RSA terms and financial levers (rebates, grants, NPV) collaboratively with teams to own and close renewals 4. Market Insight & Growth Strategy Grow the territory by analysing market trends, identifying opportunities, tracking competitors, and working with teams to convert leads into new sites. Monitor competitors, pricing, local market dynamics, DMPR register Identify and track NTI/NTS opportunities Support ~30% opportunity conversion rate with Growth team 5. Communication & Relationship Management Build strong dealer relationships through regular engagement, consistent communication, and responsive on-call support. Maintain strong, trust-based dealer relationships Visit each dealer at least every 3-4 months Provide responsive support for business-critical issues Act as primary interface between company and dealers Skills, Competencies and Experience Contract and performance management Negotiating and influence skills Analytical and Problem solving capability Customer relationship management Collaboration and stakeholder management Commercial Acumen and agility Data driven decision making Dealer Value Proposition (DVP) implementation Results-driven with strong ownership mindset Strong understanding of market and competitor dynamics Effective prioritisation and execution under pressure Ability to deliver results through partners (dealers) High resilience, responsiveness and bias for action Minimum requirements Retail experience Sales or Operations experience is a plus Preference for Stage 1 and 2 accredited TMs - DISCLAIMER: Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date. Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Shell/Shell Group companies around the world. The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advi