Senior Channel Partner Development Manager

Valvoline Global•Lexington, KY

6d•Hybrid

About The Position

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. Unlike a traditional account management or regional sales role, this position is designed to proactively identify where Valvoline is underrepresented, where competitive distributors may be open to partnership, and where new channel opportunities exist regardless of current territory structures. The Senior Channel Partner Development Manager will work cross-functionally with sales leadership, regional teams, marketing, strategy, and channel partners to evaluate market opportunities, develop actionable growth plans, and drive phased execution strategies designed to expand Valvoline’s distributor footprint and market presence. The role requires balancing strategic analysis with speed, initiative, and practical execution. Success will come from combining data-driven insights with entrepreneurial thinking, relationship development, industry networking, and a willingness to pursue high-potential opportunities before all variables are fully known.

Requirements

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

Nice To Haves

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.

Responsibilities

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.