HD Business Development Manager Eastern Europe

Why Valvoline Global Operations?

Valvoline Global is a worldwide leader in automotive and industrial solutions, creating future-ready products and best-in-class services for partners around the globe. Established in 1866, we introduced the world’s first branded motor oil, claiming our position as The Original Motor Oil. As an affiliate of Aramco, one of the world's largest integrated energy and chemicals companies, we continue to invest strategically and expand globally, driving unparalleled product innovation and sustainable business solutions.

Our corporate values of care, integrity, passion, unified, and excellence shape everything we do. Living out our values is what makes our company, our employees, our partners, our customers, and the communities we serve great.

When you join Valvoline Global, you join a culture that is committed to: treating all people with care, operating with integrity, striving for excellence in everything we do, showing passion about delivering on our commitments, and being unified in all our enterprise endeavors.

Valvoline Global Operations EMEA has a rewarding opportunity for a Heavy Duty Business Development Manager for Eastern Europe, a key individual contributor role in the Sales Department, with the primary goal to grow Valvoline’s heavy duty business in line with Valvoline 2030 strategy. The Heavy Duty Business Development Manager Europe (HD BDM) reports to the Sales Director Eastern Europe.

This role is responsible to deliver the Valvoline Heavy Duty growth strategy, by driving business growth through distributors across HD priority segments, like Fleet, Agriculture, Construction, Mining, Bus & Coach and Power Generation. The person in this position is responsible for driving business growth through multiple commercial channels and segments across Western/Eastern Europe geography (including 20+ markets), acting as the lead and owner of the Heavy Duty commercial agenda. He/She will work in partnership with an experienced team of Regional Business Managers, in charge of their respective markets, as well as by partnering with Marketing, Technical and OEM departments. The HD BDM is expected to own the HD pipeline and drive a consistent and effective pipeline management process delivering through others, to deliver on the sales targets.

The HD BDM must manage multiple priorities, requiring continuous interaction with various internal and external stakeholders such as clients, distributors, sales team, legal, marketing, technical, supply chain, customer service and OEM teams among others.

This is a key hunter position, requiring an entrepreneur individual that is driven by business growth, disciplined to drive a successful pipeline process and motivated to implementing sales growth initiatives aligned with the long term Valvoline strategy for HD segment.

Role & Responsibilities

• Own HD pipeline and drive HD end customer negotiations directly and/or through distributors, as per the defined 2030 strategy
• Engage with distributor sales representatives in supporting and winning new HD customers
• Act as an ambassador for Valvoline business and products, providing sales leadership on all matters
• Act as a leader within the Western and Eastern Europe clusters and wider Valvoline Global Operations EMEA organization, supporting and driving end to end strategic projects
• Contribute to Valvoline HD strategy build-up supporting the European management team and responsible of translating and operationalizing the Heavy Duty strategy in responsible markets
• Contribute to creating a winning mindset within the sales team and the entire business unit. Work in partnership with the HD Platform Team, OEM team and Western Europe Commercial organization (sales, marketing, technical) as primary internal stakeholders.
• Provide insights to the marketing team about HD clients, competitors and the lubricants market, to help in developing and implementing differentiated product platforms and value-based campaigns. Understand Heavy Duty OEM insights/needs and translate them into elements of our HD customer value proposition
• Achieve annual business plans and metrics (volume, profit) in responsible HD segments
• Drive commercial drum-beat for HD agenda, including end customer meetings, focused pipeline development, effective marketing programs, tactical sales promotions, brand map developments, product portfolio initiatives, pricing reviews, etc 
• Support business priorities beyond HD business on a temporal and/or permanent basis according to business needs.
• Adhering to occupational health and safety measures in accordance with regulations and employer's internal acts. Respecting work discipline, internal employer regulations, and rules of business conduct.

What you'll need in this role

• Masters degree, preferably in the field of engineering, marketing, business, or related disciplines. MBA a plus.
• Minimum 8+ years in similar roles within the lubricants or automotive industry or related fields. Proven commercial experience within the HD business a plus
• A track record of initiating, structuring, and executing commercial agreements with external stakeholders
• Excellent English communication skills, ability to negotiate in this language. Fluency in other key European languages (German, French, Spanish, Italian) is considered an advantage.
• Hybrid virtual position, expected 50% of travel

Knowledge, skills & competencies

• Proven ability to work with people, to lead by example and with demonstrated capability in developing close relationships with customers, fostering productive working relationships at all levels, externally and internally, acting as team player
• Should enhance sales results in both direct and indirect B2B channels for Heavy Duty business, including Lubricants, Greases and Coolants across HD priority segments.
• Ability to translate technical requirements into business opportunities, applying consultative B2B selling and understanding the value of Total Cost of Ownership in driving Premium product sales
• Outstanding and effective communication skills, able to communicate with diverse client groups (from production line workers to CEOs and managers).
• Proven delivery through others capabilities, both across internal colleagues (RBMs) as well as external distribution partners
• Organized, stable, independent, and self-sufficient. Takes initiative and can successfully handle multiple tasks with minimal direct supervision.
• Flexible, proactive, positive and with a can-do mindset and player attitude.

Valvoline Global provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Are you good at what you do? Join us.

The Company has put a process in place to make its recruitment process accessible to any and all users. Reasonable accommodations will be provided, upon request, to applicants with disabilities in order to facilitate equal opportunity throughout the recruitment and selection process. Please contact Human Resources at 1-800-Valvoline or email 1-800Valvoline@valvoline.com to make a request for reasonable accommodation during any aspect of the recruitment and selection process. The contact information is for accommodation requests only; do not use this contact information to inquire about the status of applications.

 Requisition ID: 814 

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