Territory Business Manager

Territory Business Manager

The Territory Business Manager will grow Valvoline market share within the assigned region, increasing distribution and portfolio penetration while ensuring national strategy execution through distributors. This role will find, develop and strengthen business partnership with key customers and/or distributors while developing their capabilities and ensuring their alignment.

Meet sales, profit and A/R or DSO targets. Measure, trigger and deploy actions as needed, lead internal and external team towards the goal. Channel management: Own the distributor relationship; develop and lead execution of distributor annual business plan; contracting; conduct business performance reviews; sell in/out data mining. Marketing local execution and leadership: Pricing intelligence; promotion planning; competitor benchmarking; activations, Valvoline marketing programs execution; Mkt Coop planning, implementation and control; mechanics activations and brand building activities. Train and develop distributor sales reps, managers and customers / Face to face with regional key accounts and mechanics. Prospect and get on board new distributors where needed in the assigned region. Lead and coordinate internal x-functional teams (supply, CS, mkt, technical, legal) to ensure a world-class customer experience and aligning resources and focus towards meeting our goals. Internal reporting, self-training and administrative tasks. Other duties and responsibilities as determined by Valvoline from time to time in its sole discretion.

Minimum of 7 years of experience in distributor sales within the automotive after-market industry. Previous experience in a multinational company. Automotive market and applications knowledge and experience required; lubricants experience preferred Bilingual in Spanish and English Customer Focus and Results Oriented Business Developer and entrepreneurial spirit Strong negotiation skills Self-confidence Flexibility and sense of urgency Analytical skills, organizational agility and critical thinking Drive and persistence High tolerance to frustration Interpersonal effectiveness Basic Financial Skills High Microsoft Office effectiveness Powerful presentation and communication skills

Competencies Desired Strategic Account Management – Ability to build and execute medium- and long-term growth plans with key accounts, balancing revenue, profitability, and brand positioning. Commercial & Financial Acumen – Strong understanding of P&L drivers, trade investment, pricing architecture, margin management, and ROI analysis. Category & Portfolio Management – Ability to analyze assortment performance, identify gaps vs competitors, and optimize portfolio by size, SKU and price laddering. Data-Driven Decision Making – Advanced use of sell-in / sell-out data, forecasting, pricing benchmarking, and performance analytics to trigger actions. Negotiation & Influence – Ability to lead structured negotiations with distributors and key accounts, protecting profitability and long-term positioning. Stakeholder Management – Ability to influence cross-functional teams and align internal resources to support commercial objectives. Execution Discipline – Strong follow-up, ownership and ability to translate strategy into measurable execution in the field. Change Leadership – Ability to drive new standards, processes and ways of working within distributor networks. Resilience & Emotional Maturity – High tolerance for pressure, rejection and complex commercial environments while maintaining professionalism. Communication & Executive Presence – Ability to present to senior distributor management and internal leadership with clarity and confidence.

Working Conditions / Physical Requirements / Travel Requirements Working Conditions / Physical Requirements : Remote-based role with responsibility for managing the assigned territory. Frequent face-to-face business meetings with distributors, key accounts and workshops within the territory. Regular field visits to ensure execution excellence and relationship development. Performance-driven commercial environment with high autonomy and accountability Travel Requirements : 50% travel within assigned region (depending on territory size). Occasional national travel for sales meetings, training or regional reviews.

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.

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.