# Head of RTM & Sales Excellence

**Company**: Valvoline Global Operations
**Location**: Shanghai
**Work arrangement**: onsite
**Experience**: executive
**Job type**: full-time
**Category**: Sales
**Industry**: Automotive

**Apply**: https://jobs.valvolineglobal.com/job/Shanghai-Head-of-RTM-&-Sales-Excellence-200030/1420914600/?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_d20adec4-022

## Description

## 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.

## Job Purpose

As a core member of the Valvoline China Leadership Team reporting directly to the VP & GM of Valvoline China, the RTM & Sales Excellence Director is the strategic architect responsible for shaping and executing the Route-to-Market (RTM) strategy and Sales Excellence agenda across the entire China business , spanning B2C and the full enterprise portfolio. This role owns the 3-to-5-year RTM strategic blueprint, ensuring full alignment with China OGSM (Objectives, Goals, Strategies, Measures) and business objectives, and serves as the single accountable leader for distributor lifecycle management, capability development, performance governance, and channel commercial excellence.

## How You Make an Impact (Job Accountabilities)

- RTM Strategy & Long-Term Blueprint (3–5 Years)

Architect and own the 3-to-5-year RTM strategic blueprint for Valvoline China, encompassing channel architecture design, go-to-market model innovation, geographic expansion planning, and new business model piloting. Ensure the RTM strategy is fully synchronized with China OGSM and cascaded into measurable annual operating plans.

- Distributor Lifecycle Management & Governance

Lead end-to-end distributor management , from selection, onboarding, and contracting to performance review, optimization, and exit. Establish a robust distributor governance framework with clear tiers, role definitions, and territorial discipline.

- Distributor Capability Development & Scorecard System

Build and continuously elevate distributor capability through structured development programs , covering sales process optimization, digital tool adoption, operational excellence, and best-practice sharing. Design and own a comprehensive Distributor Scorecard system that quantifies performance across commercial, operational, and strategic dimensions.

- Sales Excellence & Commercial Operational Excellence

Drive the Sales Excellence agenda across the China organization , standardizing sales processes, deploying advanced analytics and CRM/tooling, and embedding a culture of continuous improvement.

- Strategic Alignment with China OGSM & Cross-BU Integration

Serve as the strategic bridge between RTM execution and China OGSM. Ensure all RTM initiatives, distributor investments, and channel programs are anchored to the overarching business objectives and financial commitments.

- Leadership, Talent & Organization Building

As a member of the China Leadership Team, contribute to enterprise-level strategic decision-making and organizational development. Build, inspire, and develop a high-performing RTM & Sales Excellence team.

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

- Bachelor's degree required; MBA or equivalent advanced degree from a top-tier institution strongly preferred.

- 15+ years of progressive commercial experience in relevant industries, with a proven track record of RTM strategy formulation and large-scale distributor/network management.

- Strategic Vision: Exceptional strategic thinking , able to envision 3–5-year market scenarios and translate them into actionable RTM blueprints.

- Commercial Architecture: Deep expertise in distributor ecosystem design, governance, and capability development across complex, multi-tier channel architectures.

- Business Acumen: Strong commercial acumen with proven ability to align go-to-market strategies with OGSM and P&L objectives; data-driven decision-maker.

- Transformational Leadership: Demonstrated ability to lead enterprise-wide transformation initiatives, embedding digital tools and operational excellence into commercial DNA.

- Advanced proficiency in MS Office (Excel, PowerPoint); familiarity with CRM platforms, trade marketing analytics, and digital RTM tooling.

- Fluent in both oral and written English and Mandarin , capable of operating seamlessly in a multinational corporate environment and presenting to global executive audiences.

## Skills

### Required
- Strategic Vision
- Commercial Architecture
- Business Acumen
- Transformational Leadership
- MS Office
- CRM platforms
- trade marketing analytics
- digital RTM tooling
- English
- Mandarin

### Nice to have
- MBA or equivalent advanced degree

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Source: [Apply at jobs.valvolineglobal.com](https://jobs.valvolineglobal.com/job/Shanghai-Head-of-RTM-&-Sales-Excellence-200030/1420914600/?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)