Head of RTM & Sales Excellence

Why Valvoline Global Operations? 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. • Collaborating as one unified team. When you join Valvoline Global , you’ll become part of a culture that celebrates creativity, innovation, and excellence. Together, we’re shaping the future of automotive and industrial solutions. Job Purpose As a core member of the Valvoline China Leadership Team reporting directly to the VP & GM of Valvoline China, the RTM & Sales Excellence Director is the strategic architect responsible for shaping and executing the Route-to-Market (RTM) strategy and Sales Excellence agenda across the entire China business — spanning B2C and the full enterprise portfolio. This role owns the 3-to-5-year RTM strategic blueprint, ensuring full alignment with China OGSM (Objectives, Goals, Strategies, Measures) and business objectives, and serves as the single accountable leader for distributor lifecycle management, capability development, performance governance, and channel commercial excellence. Operating at the intersection of strategy design and field execution, this role drives business model innovation, channel ecosystem development, and sustainable, profitable growth for Valvoline in the China market. How You Make an Impact (Job Accountabilities) 1. RTM Strategy & Long-Term Blueprint (3–5 Years) Architect and own the 3-to-5-year RTM strategic blueprint for Valvoline China, encompassing channel architecture design, go-to-market model innovation, geographic expansion planning, and new business model piloting. Ensure the RTM strategy is fully synchronized with China OGSM and cascaded into measurable annual operating plans. This is not limited to B2C — the mandate spans the entire enterprise business portfolio, ensuring a coherent, scalable, and future-ready route-to-market across all channels and customer segments. 2. Distributor Lifecycle Management & Governance Lead end-to-end distributor management — from selection, onboarding, and contracting to performance review, optimization, and exit. Establish a robust distributor governance framework with clear tiers, role definitions, and territorial discipline. Drive channel conflict management, promotion expense control, and material/asset management in V-mall and affiliated platforms, safeguarding channel health and brand integrity across the network. 3. Distributor Capability Development & Scorecard System Build and continuously elevate distributor capability through structured development programs — covering sales process optimization, digital tool adoption, operational excellence, and best-practice sharing. Design and own a comprehensive Distributor Scorecard system that quantifies performance across commercial, operational, and strategic dimensions, enabling data-driven investment decisions, tiered incentivization, and targeted capability interventions. 4. Sales Excellence & Commercial Operational Excellence Drive the Sales Excellence agenda across the China organization — standardizing sales processes, deploying advanced analytics and CRM/tooling, and embedding a culture of continuous improvement. Champion operational excellence in pricing, promotions, trade investment ROI, and channel productivity, ensuring every revenue dollar is pursued with discipline and every cost is deployed with measurable return. 5. Strategic Alignment with China OGSM & Cross-BU Integration Serve as the strategic bridge between RTM execution and China OGSM. Ensure all RTM initiatives, distributor investments, and channel programs are anchored to the overarching business objectives and financial commitments. Partner cross-functionally with Marketing, Supply Chain, Finance, and Digital teams to deliver integrated go-to-market solutions that amplify enterprise impact beyond any single business unit. 6. Leadership, Talent & Organization Building As a member of the China Leadership Team, contribute to enterprise-level strategic decision-making and organizational development. Build, inspire, and develop a high-performing RTM & Sales Excellence team. Foster a culture of accountability, agility, and customer-centricity, and mentor next-generation commercial leaders aligned with Valvoline's global talent philosophy. What You Bring to the Role (Job Qualifications / Education / Skills / Requirements / Capabilities) - Bachelor's degree required; MBA or equivalent advanced degree from a top-tier institution strongly preferred. - 15+ years of progressive commercial experience in relevant industries, with a proven track record of RTM strategy formulation and large-scale distributor/network management. Minimum 5 years in senior leadership roles within the lubricant, automotive, or fast-moving consumer goods sectors. Demonstrated success in leading cross-functional teams and driving enterprise-level commercial transformation. - Strategic Vision: Exceptional strategic thinking — able to envision 3–5-year market scenarios and translate them into actionable RTM blueprints. - Commercial Architecture: Deep expertise in distributor ecosystem design, governance, and capability development across complex, multi-tier channel architectures. - Business Acumen: Strong commercial acumen with proven ability to align go-to-market strategies with OGSM and P&L objectives; data-driven decision-maker. - Transformational Leadership: Demonstrated ability to lead enterprise-wide transformation initiatives, embedding digital tools and operational excellence into commercial DNA. - Customer & Market Orientation: Customer-obsessed mindset with the ability to balance short-term revenue delivery with long-term channel ecosystem health. - Advanced proficiency in MS Office (Excel, PowerPoint); familiarity with CRM platforms, trade marketing analytics, and digital RTM tooling. - Fluent in both oral and written English and Mandarin — capable of operating seamlessly in a multinational corporate environment and presenting to global executive audiences. - High-integrity leader with a collaborative, enterprise-first mindset. Comfortable navigating ambiguity, driving change, and influencing stakeholders at all levels. Outstanding communication and presentation capabilities, with the gravitas to represent Valvoline China in high-stakes internal and external forums. 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:. • Email : This contact information is solely for accommodation requests. For inquiries about application status, please use the appropriate channels listed in your application materials. Are You Ready to Make an Impact? At Valvoline Global, we’re looking for passionate and talented individuals to join our journey of innovation and excellence. Are you ready to shape the future with us? Apply today. Requisition ID: 2548