Responsibilities:

• Strategic Sourcing & Negotiation:
• Conduct appropriate sourcing activities that deliver a quality part at the best material cost to Ford Motor Company within the program timing requirements.
• Understand upcoming program sourcing and key milestones in support of launch.
• Align with the Category Manager on the supplier bid list, considering industry trends, technologies, and strategic supplier analysis.
• Develop supplier strategies based on Category Manager input, allowing team to source programs at target, on time while managing cost, quality and risk.
• Possess effective presentation skills to executive leadership to demonstrate the “why” behind a particular sourcing decision.
• Provide feedback to valued supply partners on cost position relative to market and build effective long-term, productive relationships.
• Support Quality initiatives by holding suppliers accountable and sourcing Q1 sites or achieving Q1 sites where targeted/aligned.
• Business Plan Development:
• Develop and successfully execute negotiations strategies to deliver material efficiencies (TVM) and minimize inflationary costs, which requires developing deeper understanding of cost drivers and levers.
• Develop material cost roadmaps that deliver corporate objectives and ensure long-term viability.
• Work with the strategic Category Manager, the Global Commodity Team, and Product Development to understand the latest supply base footprint, financial health ratings, technologies, and trends.
• Work directly with Supply Chain and the Finance organization to develop a holistic year-over-year commodity cost position.
• Understand and set cost savings goals to achieve on an annual basis by identifying pure commercial leverage versus design efficiencies and end-to-end supply chain improvements.
• Possess effective presentation skills to executive leadership to demonstrate the “Why” behind a particular commercial settlement and outlook.
• Lead supplier Quarterly Business Reviews and/or Supplier Quality/Cost/Delivery meetings.
• Supply Continuity and Support:
• Provide support to the Critical Supply Team and Supplier Technical Assistance where part quality and shortages become prevalent.
• Work with engineering to identify alternative technologies or sources of supply to maintain a consistent flow of product into Ford production facilities.
• Other Responsibilities:
• Ad hoc travel as required to supply partners.
• Be a leader - look at all existing processes and challenge if improvements can be made, regardless of scale.
• Accountable to work closely with others to meet deadlines with excellence; drive others to deliver required materials on time and with quality.
• Attend internal and external workshops with key stakeholders for continued process improvements.
• Hold effective working-level meetings with Supply partners for fast issue closure and relationship development.

Qualifications:

• Bachelor's Degree
• 3+ years of experience in procurement, preferably within the Automotive industry
• 3+ years of manufactured commodities and manufacturing processes experience
• Even better, you may have:
• Master’s Degree
• 5+ years of experience in procurement, preferably within the Automotive industry
• Proficiency in Microsoft Office Suite and basic procurement software
• Experience with Stampings and Structural Assemblies
• Strong business and commercial acumen and excellent written and verbal abilities.
• Ability to build solid relationships with teammates, suppliers, and cross-functional team members by fostering teamwork and collaboration in a virtual and face-to-face environment.
• Proficient with juggling multiple responsibilities simultaneously, staying focused on deadlines, handling complex projects efficiently, and solving open issues in a timely manner.
• Strong analytical skills (sourcing evaluations, business case studies).
• Strong negotiation skills (creating leverage in both offensive and defensive situations).
• Cost analytics (understand commodity cost drivers, part cost breakdowns, gap to optimal cost).
• Strategic mindset and the ability to understand current challenges facing the automotive industry.
• Possess creativity, energy and pursuit of learning and development to drive commodity expertise.
• Persuasive and convincing communication skills (e.g., proposals, reports, plans) to secure commitment from business leaders.
• Ability to interpret organizational needs and commercial strategies as input into global Category Strategies.
• Strong working knowledge of Purchasing policies, procedures, and systems.

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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.

Job Purpose

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.

How You Make an Impact (Job Accountabilities)

• 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.

What You Bring to the Role (Job Qualifications / Education / Skills / Requirements / Capabilities)

• 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

• 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
• 50–70% 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

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