Regional Sales Team Manager- Distribution

Regional Sales Team Manager- Distribution

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, and collaborating as one unified team.

The Regional Sales Team Manager- Distribution is responsible for leading the CPSG sales team in developing and implementing distributor sales strategies to surpass corporate volume and profit goals within the Channel Partner (independent distributors) sales channel. This role focuses on building and strengthening business relationships, fostering strategic thinking, driving change, and developing a high-performing sales team through continuous coaching and career development support. Engaging with large-scale Channel Partners, many of which have grown significantly due to distributor consolidation and private equity ownership. These partners, selling fuel, lubricants, industrial products, environmental services, equipment, and more, often employ hundreds or thousands of people. The Region Manager must be able to influence multiple layers within the Channel Partner organization, including CEO, CFO, Vice Presidents, operations, and sales managers. The role requires managing all Valvoline volume within the network, acknowledging that while Valvoline may constitute a small portion of the overall revenue for these companies, the potential for growth and impact remains substantial. This position can sit on the East Coast (MA, NJ, NY, CT, RI, MD, or PA) remotely but will require up to 50% travel within the region. Salary Range: $140,000 – $160,000 base salary, plus bonus eligibility.

How You Make an Impact:

• Develop and implement effective Channel Partner sales strategies to achieve and exceed corporate volume and profit objectives.
• Ensure alignment of sales plans with overall corporate goals and objectives.
• Monitor and analyze market trends and competitor activities to identify opportunities and threats.
• Lead, mentor, and develop a high-performing sales team.
• Provide ongoing coaching, feedback, and career development guidance to sales team members.
• Foster a collaborative and results-oriented team culture.
• Build and strengthen relationships with Channel Partners to drive mutual business growth.
• Serve as the primary point of contact for strategic Channel Partner accounts.
• Collaborate with TBMs to develop Channel Partner business plans and promotional activities.
• Responsible for ensuring compliance with Channel Partner contracts, managing contract renewals, and maintaining a strong focus on the Valvoline brand within the partner network.
• Additionally, the Region Manager will help develop and articulate a forward-looking vision for partnership, while adapting to evolving market dynamics and redefining what it means to be a Valvoline Channel Partner in the future.
• Drive strategic initiatives to enhance sales effectiveness and operational efficiency.
• Influence and implement changes that improve the overall performance of the sales team and Channel Partners.
• Identify and address barriers to change, ensuring smooth transitions and adoption of new strategies.
• Collaboration across departments with internal stakeholders to ensure proper presentation of the value proposition.
• This includes coordination with marketing and the account management team to provide delivery of the value proposition to the customer.
• Additional duties as assigned.

What You Bring to the Role:

• Minimum B.S. in Business, Marketing, or related field
• Minimum of 7-10 years of experience in sales management, preferably within the third-party distributor sales channel.
• Excellent oral and written communication skills required.
• Strong leadership skills with experience in team development and performance management.
• Proficiency in sales analytics and reporting tools.
• Working knowledge of Microsoft Office Suite, SAP, and Salesforce.com experience.
• Excellent communication and interpersonal skills, with the ability to build and maintain strong business relationships.
• Proven track record of achieving and exceeding sales targets and objectives.
• Ability to work in a fast-paced environment with complex business scenarios.
• Familiarity within the DIFM (Do-It-For-Me) PCMO (Passenger Car Motor Oil) or HD Lubricant Market (preferred but not required).
• Ability to travel as needed to meet with Channel Partners and sales team members (~50%).
• Excellent strategic thinking and problem-solving abilities

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*
• *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. 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:

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