Strategic Account Manager II

Valvoline Global • United States, United States • 6d ago

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.

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