Senior Channel Partner Development Manager

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.

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.

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