Director of Wholesale Operations

Shell Mobility and Convenience USA•Houston, TX

About The Position

We are seeking an experienced and commercially driven Director, Wholesale Operations to lead the operational performance, dealer relationships, and growth of our wholesale fuel network across a multi-state fuels and convenience retail business. Reporting to the VP of Wholesale Operations, this leader will be accountable for executing the wholesale strategy across our dealer network, with a strong focus on network growth, dealer retention, fuel volume and profitability, operational excellence, and dealer satisfaction. The successful candidate will combine strong fuels and convenience retail knowledge, commercial acumen, dealer relationship management, and operational discipline to grow and strengthen the wholesale network while improving the performance of the existing portfolio.

Requirements

Significant leadership experience in fuel wholesale, dealer operations, petroleum marketing, convenience retail, or a related multi-site business.
Demonstrated experience in growing and managing a dealer/wholesale network, including dealer acquisition, retention, and competitive conversions.
Strong understanding of dealer business models, fuel retail economics, contracts, and site operations.
Strong commercial and financial acumen with a focus on volume, margin, profitability, network growth, and return on investment.
Proven ability to build trusted dealer relationships and negotiate mutually beneficial commercial arrangements.
Experience leading and developing geographically dispersed field teams.
Strong negotiation, problem-solving, and conflict-resolution capabilities.
Ability to influence across functions and mobilize teams around complex growth and operational opportunities.

Nice To Haves

Bachelor's degree in Business, Operations, Finance, Marketing, or related discipline preferred.

Responsibilities

Develop and execute plans to grow the dealer network through new-to-network dealers, competitive conversions, acquisitions, and other strategic growth opportunities.
Partner with commercial teams to identify and pursue prospective dealers, develop compelling dealer value propositions, and ensure effective onboarding of new locations.
Build strong dealer relationships and proactively improve site performance, fuel volumes, profitability, customer experience, and dealer retention.
Lead day-to-day operational management of the wholesale network, translating business priorities into clear processes, standards, and performance expectations.
Lead and develop the wholesale field organization, establishing clear accountabilities and building a high-performance, customer-focused culture.
Assess portfolio performance, identify growth and competitive opportunities by market, and develop actions to strengthen the quality and profitability of the dealer network.
Ensure effective execution of dealer agreements and commercial commitments and proactively support contract renewals and retention of high-value dealers.
Drive consistent execution of brand, image, customer experience, and operating standards while effectively supporting independently operated dealer businesses.
Drive dealer adoption of fuel, loyalty, payment, marketing, technology, and other enterprise programs that strengthen the overall dealer value proposition.
Lead cross-functional resolution of dealer issues involving supply, transportation, pricing, payments, technology, maintenance, marketing, and other operational areas.
Establish and monitor dealer and network KPIs, identify performance gaps and growth opportunities, and implement action plans to deliver results.
Partner closely with Supply, Pricing, Transportation, Marketing, Finance, IT, Legal, Real Estate, and other teams to deliver an integrated dealer experience and support network growth.