Strategic Account Manager II

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.

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.