Territory Manager - Dealer Owned

District Eastern: Kwa Zulu Natal including East London- based in KZN

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

• 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
• 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.
• 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
• 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
• 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