Senior Director - Strategic Accounts

About the role

The Senior Director, National Sales – Strategic Accounts (DIFM) is responsible for developing and executing the strategy for profitable growth across Valvoline’s largest Strategic National Accounts. This role leads the Strategic Account Management team and is accountable for driving revenue growth, rooftop expansion, customer retention, operating profit, and return-on-sales performance.

Responsibilities

• Lead, develop, and manage the Strategic Account Management team to drive profitable growth, customer retention, and expansion across strategic national accounts.
• Establish and monitor success metrics while ensuring effective utilization of Salesforce.com and consistent execution of customer business reviews, summits, and value proposition delivery.
• Partner with Marketing, Field Training, Sales Development, and other internal stakeholders to ensure alignment and effective presentation of Valvoline’s value proposition to strategic customers.
• Develop and refine the long-term strategy for Strategic National Accounts, identifying opportunities to improve sales effectiveness, customer engagement, and business performance.
• Build and maintain executive-level relationships with key customer stakeholders and influence organizational change to support mutual growth objectives.
• Lead negotiations, execution, and management of complex multi-million-dollar agreements with strategic customers.
• Drive accountability, performance management, coaching, and professional development across the Strategic Account Management team.
• Ensure achievement of operating profit, return on sales, and growth objectives while maintaining strong customer satisfaction and retention.
• Leverage industry knowledge, customer insights, and competitive intelligence to identify growth opportunities and improve market position.

Requirements

• Bachelor’s degree required. Master’s degree preferred.
• 10+ years of sales leadership experience.
• Significant experience leading people and developing high performing sales teams.
• Experience managing large national accounts and strategic customer relationships.
• Proven track record of driving profitable growth and achieving revenue objectives.
• Experience negotiating and managing complex, multi-million-dollar customer agreements.
• Ability to interpret business performance metrics and develop growth strategies.
• Ability to align and execute sales strategy.
• Change leadership and execution mindset.
• Strong accountability and performance management skills.
• Adaptability and resilience in a dynamic business environment.
• Experience coaching, mentoring, and developing teams.
• Advanced sales negotiation and account development skills.
• Customer-focused mindset with the ability to create demand through insights.
• Strong problem-solving and decision-making capabilities.
• Proven ability to build and maintain executive-level customer relationships.
• Track record of closing significant business opportunities.
• Strong financial, sales, and marketing acumen.
• Ability to interpret business performance metrics and develop growth strategies.
• Executive presence and boardroom-level communication skills.
• Strong presentation and facilitation capabilities.
• Knowledge of industry trends and competitive landscape.
• Proficiency in Microsoft Office Suite.
• Experience utilizing Salesforce.com or similar CRM platforms.

Qualifications

• Experience in the automotive and/or industrial solutions industry.
• Understanding of the strategic account management process.
• Excellent interpersonal and communication skills.
• Ability to work independently and as part of a team.
• Strong analytical and problem-solving skills.
• Ability to prioritize and manage multiple tasks simultaneously.

Skills

• Strategic thinking and planning.
• Account management and relationship building.
• Customer service and satisfaction.
• Financial analysis and reporting.
• Sales negotiation and contract management.
• CRM system proficiency (Salesforce.com).

Benefits

• 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.

Pay

Compensation is commensurate with experience and qualifications.

Schedule

Full-time position.