FUEL BUSINESS DEVELOPMENT & OPERATIONS MANAGER

About the Role

Provide leadership and oversight for fuel operations across approximately 150 company-operated Shell locations. Partner closely with the Retail Operations team to ensure consistent execution of fuel-related initiatives and operational standards. Serve as the primary relationship manager for Crawford Oil's branded dealer network and identify opportunities to expand the network and drive new business.

Responsibilities

• Oversee fuel-related operations and ensure compliance with Shell brand standards.
• Administer fuel supply agreements and identify opportunities to improve fuel gallons, profitability, and long-term growth.
• Company Fuel Operations:
  • Monitor fuel performance, operational KPIs, and fuel profitability across the network.
  • Identify opportunities to increase fuel gallons, improve operational efficiencies, and enhance the customer fueling experience.
  • Support new store openings, fuel system transitions, branding conversions, and operational improvements.
  • Coordinate cross-functional initiatives impacting fuel operations.
• Dealer Operations & Relationship Management:
  • Build and maintain strong relationships with the branded dealer network through regular communication and site visits.
  • Provide operational support and resolve dealer concerns in a timely manner.
  • Conduct business reviews with dealers to identify opportunities to increase fuel volume and profitability.
  • Support onboarding, transitions, and long-term retention of dealer accounts.
  • Promote dealer satisfaction while ensuring compliance with company programs and contractual obligations.
• Business Development:
  • Identify opportunities to expand Crawford Oil's branded dealer network.
  • Develop relationships with prospective dealers, brokers, and independent fuel retailers.
  • Present fuel supply proposals and support contract negotiations.
  • Coordinate branded conversions and dealer onboarding activities.
  • Partner with executive leadership to evaluate acquisition opportunities and strategic growth initiatives.
  • Collaborate with Fleet Sales to increase commercial fueling opportunities across company-operated and dealer locations.
• Fuel Supply Programs & Contract Administration:
  • Maintain a comprehensive understanding of branded and unbranded fuel supply agreements.
  • Administer dealer fuel agreements and ensure compliance with contractual obligations.
  • Coordinate contract renewals, amendments, and dealer communications.
  • Monitor dealer volume commitments and identify opportunities to improve performance.
  • Partner with fuel suppliers to maintain continuity of supply during market disruptions or allocation events.
  • Develop a strong understanding of fuel pricing fundamentals, wholesale supply economics, and transportation impacts.
• Shell Brand Management:
  • Ensure all company-operated and dealer-operated Shell locations consistently meet Shell Image Standards.
  • Conduct site visits and image reviews to verify compliance.
  • Coordinate corrective action plans with Retail Operations and dealers.
  • Partner with Shell representatives to maximize dealer participation in Shell marketing, loyalty, and incentive programs.
  • Communicate Shell marketing initiatives, promotions, and operational updates throughout the network.
  • Support Shell branding projects, image upgrades, and new branded conversions.
• Pricing & Fuel Ops Coordination:
  • Partner with the Pricing Manager by communicating market intelligence, dealer feedback, and competitive activity.
  • Monitor fuel margins, pricing trends, and market conditions.
  • Collaborate with Dispatch and transportation providers to ensure reliable fuel deliveries and continuity of supply.
  • Escalate operational issues impacting fuel availability or dealer service.
  • Recommend operational improvements that enhance customer service and profitability.
• Strategic Planning:
  • Monitor industry trends, competitor activity, and emerging market opportunities.
  • Recommend strategies to improve fuel performance, operational efficiency, and profitability.
  • Participate in annual planning, budgeting, and long-term strategic initiatives.
  • Evaluate opportunities involving alternative fuels, EV charging, and future energy initiatives.

Success Metrics

• Growth in fuel gallons and profitability.
• Dealer retention and satisfaction.
• Successful expansion of the branded dealer network.
• Compliance with Shell Image Standards.
• Successful execution of Shell marketing and branding initiatives.
• Growth of commercial fleet fueling opportunities.
• Effective administration of fuel supply agreements.
• Strong cross-functional collaboration with Retail Operations and other departments.
• Successful integration of acquisitions, branded conversions, and strategic initiatives.
• Continuous improvement of operational performance across company-operated and dealer-operated locations.

Requirements

• High school diploma or equivalent.
• Driver’s License.
• Proficient with Microsoft Office Suite, including intermediate Excel skills.
• Previous customer service experience.
• Previous sales experience.
• Accurate and detail-oriented.

Preferred Qualifications

• 3 to 5 years of Fuel Sales & Business Development Experience.
• Extensive retail fuel operations experience.
• Extensive petroleum industry experience.
• Comprehensive understanding of branded fuel programs and wholesale fuel supply agreements.
• Bachelor’s degree at an accredited college or university.

Skills

• Strong communication, relationship building, and collaboration skills.
• Exceptional customer service skills.
• Exceptional relationship management experience.
• Ability to work without supervision.
• Ability to organize, prioritize, and multi-task to complete responsibilities.

Physical Requirements

• Must be able to lift 50 pounds, 4 feet high, and 20 pounds, 5 feet high, without assistance.
• Must be able to sit/stand for up to a full 8-hour shift.
• Must be able to work around various fumes, odors, chemical agents, and solvents.
• Must be able to work with a minimum amount of supervision under stressful conditions.
• Must be able to use a desktop and laptop computer as well as mobile and desk phone to accomplish duties.
• Must be able to work varied hours/days as business dictates.