Key Account Manager- Heavy Duty

Why Valvoline Global Operations?
 
At Valvoline Global Operations, we’re proud to be The Original Motor Oil, but we’ve never rested on being first. Founded in 1866, we introduced the world’s first branded motor oil, staking our claim as a pioneer in the automotive and industrial solutions industry. Today, as an affiliate of Aramco, one of the world’s largest integrated energy and chemicals companies, we are driven by innovation and committed to creating sustainable solutions for a better future.

With a global presence, we develop future-ready products and provide best-in-class services for our partners around the world. For us, originality isn’t just about where we began; it’s about where we’re headed and how we’ll lead the way. We are originality in motion.

Our corporate values—Care, Integrity, Passion, Unity, and Excellence—are at the heart of everything we do. These values define how we operate, how we treat one another, and how we engage with our partners, customers, and the communities we serve. At Valvoline Global, we are united in our commitment to:

•    Treating everyone with care.
•    Acting with unwavering integrity.
•    Striving for excellence in all endeavors.
•    Delivering on our commitments with passion.
•    Collaborating as one unified team.

When you join Valvoline Global, you’ll become part of a culture that celebrates creativity, innovation, and excellence. Together, we’re shaping the future of automotive and industrial solutions.

Job Purpose

The Heavy-Duty Key Account Manager (KAM) is responsible for leading Valvoline’s commercial relationships with major heavy-duty accounts across North America. This position drives profitable growth by developing and executing strategic account plans, managing complex decision-making structures, and coordinating cross-functional efforts to deliver exceptional customer outcomes.

This is a senior account management role that blends strategy, execution, and partnership. The KAM manages all sold-to relationships within their portfolio, owns the full sales pipeline for their accounts, and ensures alignment between Valvoline and the customer at every level - commercial, operational, and technical.

***This is a remote role but the ideal candidate will live near Dallas, TX, Atlanta, GA, or Chicago, IL.***

How You Make an Impact (Job Accountabilities)

• Lead Account Strategy and Growth:
  Develop and execute multi-year account plans that align to both customer goals and Valvoline’s growth objectives. Drive business expansion through new opportunities, renewals, and program optimization.
• Own the Relationship and Results:
  Serve as the primary point of contact and accountability for assigned accounts - responsible for all revenue, margin, and pipeline activity tied to those customers.
• Coordinate Cross-Functional Execution:
  Partner with internal teams - including Supply Chain, Marketing, Pricing, Product Line Management, and Technical Services - to ensure operational excellence and delivery of Valvoline’s value proposition.
• Lead RFQs, Contracts, and Commercial Negotiations:
  Manage RFP/RFQ responses and multi-year contract discussions. Align proposals with strategic, financial, and operational priorities.
• Build Strategic Relationships:
  Develop strong, trust-based relationships with customer stakeholders at all levels - from procurement and operations to marketing and technical functions. Conduct regular business reviews and alignment meetings to track progress and uncover growth opportunities.

• Manage Pipeline and Forecasting:
  Own and maintain pipeline visibility for all assigned accounts in Salesforce. Monitor performance versus plan, analyze trends, and provide timely, data-driven updates to leadership.
• Guide Regional Collaboration:
  Work closely with regional teams to align resources, support execution, and ensure consistent customer experience across all locations and channels.

What You Bring to the Role (Job Qualifications / Education / Skills / Requirements / Capabilities)

• 7–10 years of sales or account management experience, preferably in industrial, commercial, or heavy-duty sectors.
• Bachelor’s degree in business, sales, marketing, or related field (MBA preferred).
• Proven success managing large or multi-location accounts with formal procurement processes and complex decision-making units.
• Strong track record of delivering measurable growth through structured account planning and long-cycle selling.
• Exceptional communication, negotiation, and presentation skills.
• Ability to lead cross-functional initiatives and build alignment across internal and external stakeholders.
• Commercial and financial acumen with experience managing pricing, contracts, and profitability.
• Expertise with formal, centralized processes with structured RFQs and agreements.
• Demonstrated success in long-cycle, consultative selling supported by formal account planning and cross-functional collaboration.
• Proficiency in Salesforce or equivalent CRM, Microsoft Office Suite, and sales analytics tools.

Competencies Desired

Drive for Results

Competitive

Communication

Collaborative (Building Deep & Wide Relationships)

Customer focus

Presentation skills

Critical thinking/Problem solving

Hands on expert: Technical & Professional Knowledge & Skills

Business Acumen

Working Conditions / Physical Requirements / Travel Requirements

Working Conditions / Physical Requirements

• Ability to lift equipment and/or machinery up to 50 lbs
• Able to work in the elements of an automotive shop (ie heat, cold, noise, etc)

Travel Requirements:

• Up to 60%, including some overnight travel, as required to support customers and internal alignment meetings.

Geography/Territory:

• Regional/Large

Portfolio:

• Multi-location heavy-duty accounts
• Multi-level decision-making, requiring strategic coordination and influence

Why Valvoline

Valvoline Global Operations is committed to driving performance and innovation in the heavy-duty and industrial markets. As a Key Account Manager, you will play a critical role in shaping the partnerships that power our growth helping our customers achieve greater reliability, efficiency, and value.

Benefits That Drive Themselves
• Health insurance plans (medical, dental, vision)
• Health Savings Account (with employer base deposit and match)
• Flexible spending accounts
• Competitive 401(k) with generous employer base deposit and match
• Incentive opportunity*
• Life insurance
• Short- and long-term disability insurance
• Paid vacation and holidays*
• Employee Assistance Program
• Employee discounts
• PTO Buy/Sell Options*
• Tuition reimbursement*
• Adoption assistance*

*Terms and conditions apply, and benefits may differ depending on position or tenure.

Valvoline Global is an equal opportunity employer. We are dedicated to fostering an environment where every individual feels valued, respected, and empowered to contribute their unique perspectives and skills. We strictly prohibit discrimination and harassment of any kind, regardless of race, color, religion, age, sex, national origin, disability, genetics, veteran status, sexual orientation, gender identity, or any other legally protected characteristic.

We are committed to ensuring accessibility throughout our recruitment process. If you require a reasonable accommodation to participate in any stage of the recruitment or selection process, please contact us at:.

•    Email: Valvolineglobalcareers@valvolineglobal.com

This contact information is solely for accommodation requests. For inquiries about application status, please use the appropriate channels listed in your application materials.

Are You Ready to Make an Impact?

At Valvoline Global, we’re looking for passionate and talented individuals to join our journey of innovation and excellence. Are you ready to shape the future with us? Apply today.

Requisition ID: 1907