Senior Director - Strategic Accounts

Valvoline Global•Lexington, KY

9d•Remote

About The Position

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. The position serves as the executive relationship owner for Valvoline’s most strategic customers and ensures consistent delivery of Valvoline’s value proposition through business reviews, strategic planning, sales execution, and Salesforce.com utilization. This leader collaborates cross-functionally with Marketing, Training, Sales Development, and Operations teams to strengthen customer partnerships and accelerate growth across the family of brands portfolio.

Requirements

Bachelor’s degree required.
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

Nice To Haves

Master’s degree preferred.

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.
Additional duties as assigned.