Senior Channel Partner Development Manager

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.

The Senior Channel Partner Development Manager is responsible for identifying, prioritizing, and developing new growth opportunities across the Valvoline distribution network within the Heavy Duty and Light Duty Segment. This role focuses on whitespace development, strategic distributor recruitment, strategic competitive conversion and accelerating channel expansion opportunities across underpenetrated markets and geographies.Unlike a traditional account management or regional sales role, this position is designed to proactively identify where Valvoline is underrepresented, where competitive distributors may be open to partnership, and where new channel opportunities exist regardless of current territory structures.

The Senior Channel Partner Development Manager will work cross-functionally with sales leadership, regional teams, marketing, strategy, and channel partners to evaluate market opportunities, develop actionable growth plans, and drive phased execution strategies designed to expand Valvoline’s distributor footprint and market presence. The role requires balancing strategic analysis with speed, initiative, and practical execution. Success will come from combining data-driven insights with entrepreneurial thinking, relationship development, industry networking, and a willingness to pursue high-potential opportunities before all variables are fully known.

How You Make an Impact

• Identify and evaluate prospective distributor partners across Heavy Duty and Light Duty channels, including distributors currently aligned with competitive brands.
• Analyze whitespace geographies, underpenetrated territories, and strategic market gaps to prioritize expansion opportunities.
• Develop recommendations on where Valvoline should pursue:
• New distributor authorizations
• Strategic regional expansion
• Competitive conversions
• Multi-line distributor partnerships
• Emerging independent distributor opportunities
• Partner with regional sales leaders and channel teams to identify local market intelligence, referral opportunities, and relationship-based introductions that may accelerate growth initiatives.
• Build and maintain a prioritized pipeline of prospective distributor targets and channel development opportunities.
• Create phased market-entry and expansion plans, including 30-60-90 day assessments and longer-term execution strategies.
• Balance formal market analysis with practical business judgment, speed, and growth-oriented decision making.
• Support leadership discussions regarding:
• Geographic coverage gaps
• Distributor overlap
• Channel optimization
• Strategic account alignment
• Market share acceleration opportunities
• Collaborate with internal teams to align distributor recruitment efforts with operational capabilities, supply chain considerations, and long-term strategic priorities.
• Present findings, recommendations, and growth plans to senior leadership.
• Maintain strong awareness of industry trends, distributor consolidation activity, private equity ownership changes, and competitive channel movements.

What You Bring to the Role 

• Bachelor’s degree in Business, Marketing, Sales, or related field preferred.
• 7 - 10 years of experience in: Distribution channel management, Business development, or Strategic Account sales
• Lubricants, automotive aftermarket, industrial distribution, fuel, chemicals, or related industries
• Strong understanding of independent distributor business models and channel dynamics.
• Experience identifying and developing new business opportunities across complex sales environments.
• Ability to influence cross-functional teams without direct authority.
• Strong strategic thinking and analytical capabilities combined with practical execution focus.
• Ability to engage senior leadership within distributor organizations, including owners, CEOs, Vice Presidents, and sales leadership teams.
• Self-starter mentality with strong initiative, urgency, and growth orientation.
• Strong presentation, communication, and relationship-building skills.
• Minimum of 4 - 6 years people management experience leading individual contributors preferred
• Proven track record of achieving and exceeding sales targets and objectives.
• Proficiency in sales analytics and reporting tools.
• Working knowledge of Microsoft Office Suite, SAP, and Salesforce.com experience
• Experience within the lubricants, fuels, industrial, or automotive aftermarket industries.
• Existing relationships within independent distributor networks 
• Experience with channel strategy, territory analysis, or distributor recruitment initiatives.
• Familiarity with distributor consolidation trends and private equity ownership structures.

Working Conditions / Physical Requirements / Travel 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)
• Up to 50%, overnight travel required

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: 2470