Senior Manager, Value Added Services

Who are we?
At Calumet we deliver innovative specialty products trusted by companies across the globe. We are the foundation to everyday essential products that help millions of people live and thrive. We are headquartered in Indianapolis and have numerous production locations in the US. We are customer focused and utilize our values of collaboration and entrepreneurship to grow the business. We offer a dynamic, high-performance environment where team members can have real input and impact on our business. If you're ready to roll up your sleeves, treat the business as if it is your own and add value accordingly, come see why we're Calumet Proud!

PURPOSE:
The Senior Manager, Value Added Services (VAS) is responsible for leading a high-performing team of field-based service engineers who support Calumet's industrial customers through applied maintenance and lubrication expertise. The team sits within the Industrial Sales organization and partners with the commercial team to drive business growth and improved customer outcomes. This role will define and execute the VAS strategy, aligning service offerings with the needs of key end markets-Mining, Oil & Gas, and Food Processing-while driving commercial impact.

This role will focus heavily on strategic direction, including understanding customer requirements, assessing competitive offerings, and developing an execution plan to either build capabilities internally or create an ecosystem of partnerships. Additionally, this position will define monetization strategies for services and contribute to Calumet's broader growth through new business models and innovation.

KEY OBJECTIVES AND RESPONSIBILITIES:

Team & Service Strategy Leadership
* Lead and develop a team of VAS Engineers focused on delivering field-level value to industrial customers through maintenance support, training, application trouble shooting, and others.
* Elevate ways of working - drive commercial acumen and project management best practices into the VAS engineering team.
* Drive the team to stay abreast of emerging trends in maintenance practices, lubricant technologies, and industrial hardware to inform service strategy.
* Lead content generation on hardware trends that can deliver insights to internal and external stakeholders. Partner with Sales and Marketing to translate that into insights-driven impactful product collateral and Product Management to feed hardware trends into lubricants portfolio strategy.
* Establish a clear roadmap for the development and deployment of service offerings in core industrial segments by considering competitive offerings & customer requirements. Develop a comprehensive plan of table-stake vs. differentiated service needs.
* Ensure knowledge and team capabilities are well-documented to ensure the VAS competencies are transferable and sustained for the future business.

Build vs. Buy and Partnership Development
* Conduct capability assessments to determine Calumet's current state relative to competition and customer needs. Determine whether to build service capabilities internally or source them via third-party partnerships or make acquisition recommendations.
* Address clear gaps already visible in the current state of digital tools and IoT that Calumet VAS team possess.
* Lead vetting and onboarding of strategic service partners when external capabilities are deemed more efficient. Scope includes digital partnerships, sensors / condition monitoring, used oil analysis, inventory management, etc. Includes contract negotiation and execution.
* Collaborate cross-functionally to ensure seamless integration of to-be internal or partner-provided services into Calumet's value proposition and associated market-facing materials.

Monetization & Commercial Alignment
* Define and continuously refine the monetization approach for VAS - clarifying when and for whom services should be embedded in product sales or investment in new core business gain vs. billed as a standalone revenue stream.
* Partner with Sales, Product Management, and Marketing to ensure service offerings are aligned with business growth and profitability goals.
* Track service deployment and performance against opportunity win rate to validate value creation for customers and the organization. Define intervention plans when outcomes are not meeting desired commercial targets.

New Business Development & Business Model Innovation
* Support senior leadership in identifying capability gaps across the broader industrial value chain outside of VAS to inform future investment decisions.
* Contribute to long-term roadmap planning that supports differentiated go-to-market strategies and commercial innovation.
* Lead special project work ranging from exploration of industrial acquisition targets that align with Calumet's ambition to deliver more complete solutions to industrial customers to incubating new business models.
* Other duties as assigned.

REQUIRED EDUCATION/EXPERIENCES:
* Bachelor's degree in Engineering, Chemistry, or a related technical or business field, or related experience.
* 10+ years of experience in industrial markets, ideally including customer-facing technical service, business strategy, or strategic marketing roles.
* 3+ years of people leadership experience with a track record of mentoring and developing high-performing teams.
* Experience working in and leading engineering teams is preferred.
* Proven experience crafting and implementing strategic plans or new commercial models.
* Willingness and ability to travel up to 30-40% of the time.

PREFERRED EDUCATION/EXPERIENCES:
* Understanding of the operational dynamics and customer needs in one or more of Calumet's focus sectors: Mining, Oil & Gas, Food Processing.
* Experience with value-added services, lubrication technologies, or adjacent industrial services.
* Prior involvement in business development is a plus.
* Experience using gap analysis to drive new product or service development is a plus.
* Familiarity with CRM platforms and analytics tools used to track service and commercial performance.
* MBA or equivalent business strategy training preferred.

COMPETENCIES:
* Strong leadership and coaching competencies to create a sense of team and purpose in the VAS engineering team
* Ability to define and drive accountability for team members to an elevated standard
* Strategic thinker with the ability to translate vision into executable plans
* Passion for innovation, experimentation, and value creation
* Technical aptitude to understand or learn aspects of mechanical systems, the role that lubricants can play, as well as tangential service solutions
* Strong cross-functional collaboration skills to partner with sales, marketing, and product management to drive growth in Calumet's focus sectors
* Excellent written, verbal, and interpersonal skills to effectively work with individuals both inside and outside the company
* Self-starter with the ability to prioritize tasks and deadlines
* Proficiency with Microsoft Office Suite and other general computer skills
* Demonstration of Calumet Values - Safety, Environment & Social Responsibility, Teamwork, Ownership, Passion for Customers, and Excellence

Salary and benefits commensurate with experience. We are an equal opportunity employer including disability and veteran. All offers of employment are conditioned upon successfully passing a drug test.