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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._