Heavy Duty Key Account 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 Heavy-Duty Key Account Manager (KAM) is responsible for leading Valvoline’s commercial relationships with major heavy-duty fleet, transportation, leasing, maintenance, and national 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.

The ideal candidate brings experience working with heavy-duty fleets and understands the operational, maintenance, lubrication, and uptime challenges faced by commercial transportation customers. This role serves as a trusted advisor to customers by helping improve equipment reliability, maintenance efficiency, and total cost of ownership through Valvoline’s products, services, and technical expertise.

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, contract renewals, share-of-wallet growth, 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, retention, and pipeline activity tied to those customers.


• Drive Fleet-Focused Value Creation:
  Develop a deep understanding of customer fleet operations, maintenance practices, lubrication programs, equipment specifications, and operating challenges. Identify opportunities to improve performance through product conversions, lubrication program optimization, fluid analysis, extended drain opportunities, and technical support initiatives.


• Coordinate Cross-Functional Execution:
  Partner with internal teams – including Supply Chain, Marketing, Pricing, Product Line Management, Technical Services, Customer Experience, and Operations – 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, operational, and customer service objectives.


• Build Strategic Relationships:
  Develop strong, trust-based relationships with customer stakeholders at all levels – including fleet owners, maintenance leaders, operations teams, procurement, and executive leadership. Conduct regular business reviews and alignment meetings to track performance 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 sales teams, distributors, and channel partners to align resources, support execution, and ensure a consistent customer experience across all locations and channels.


• Serve as a Fleet and Lubrication Subject Matter Expert:
  Maintain a strong understanding of heavy-duty industry trends, OEM specifications, lubrication technologies, maintenance practices, and fleet operating environments. Leverage technical knowledge to strengthen customer relationships and support business growth.

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

• 7–10 years of sales or account management experience, preferably within heavy-duty transportation, commercial fleets, industrial markets, lubricants, fuels, maintenance services, or related industries.


• Proven success managing large or multi-location accounts with formal procurement processes, national agreements, and complex decision-making units.


• Experience working directly with fleet maintenance leaders, fleet operators, transportation companies, leasing organizations, service providers, or heavy-duty distributors.


• Heavy-duty fleets, transportation companies, maintenance providers, and national accounts


• Lubricants experience, including heavy-duty engine oils, driveline fluids, coolants, DEF, or similar products


• Fleet operations, maintenance practices, uptime, lubrication programs, and total cost of ownership


• Experience working with fleet maintenance leaders, fleet operators, and transportation customers


• Consultative selling and the ability to speak to both the commercial and operational side of the customer’s business


• Strong understanding of heavy-duty fleet operations, preventive maintenance programs, lubrication practices, and commercial transportation environments.


• Lubricants, heavy-duty engine oil, driveline fluids, coolants, DEF, or related technical product experience strongly preferred.


• Proven track record of delivering measurable growth through structured account planning, consultative selling, and long-cycle sales processes.


• Exceptional communication, negotiation, presentation, and relationship-building skills.


• Ability to lead cross-functional initiatives and build alignment across internal and external stakeholders.


• Commercial and financial acumen with experience managing pricing, contracts, profitability, and business case development.


• Proficiency in Salesforce or equivalent CRM, Microsoft Office Suite, and sales analytics tools.


• Bachelor’s degree in Business, Marketing, Engineering, or related field preferred.


• Willingness to travel up to 60%, including overnight travel, as required to support customers, industry events, and internal alignment meetings.

Role Context

▪ Footprint: Multi-location heavy-duty fleets, transportation companies, leasing organizations, maintenance providers, and strategic accounts across North America.

▪ Procurement: Formal, centralized procurement processes supported by structured RFQs, contracts, and long-term commercial agreements.

▪ Stakeholder Complexity: Multi-level decision-making requiring coordination across procurement, operations, maintenance, technical, supply chain, and executive leadership functions.

▪ Sales Approach: Long-cycle, consultative selling supported by formal account planning, technical expertise, value-based selling, and cross-functional collaboration.

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: [email protected]

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: 2461