| |SEPTEMBER 20238CIOReviewJOURNEY IN THE INDUSTRYBy R. Eric Bevevino, Senior Director, US Channel Partner & Heavy Duty business, Valvoline Global OperationsAs a newly commissioned Ensign in the U.S. Navy from Penn State ROTC, the importance of maintenance and reliability was front-and-center from the start. Within the Surface Warfare Officer and Basic Diving Officer schools, attention to detail and conducting precision maintenance ­ to keep the team alive and enable mission accomplishment - was compulsory. No deep-sea diver wants to be at the end of a long hose in an unforgiving environment breathing through a poorly maintained life support system. This paired with early leadership opportunities once I reported to the fleet. After four years of active duty, I shifted to the reserves (for another 18 years) while seeking employment in the civilian sector.Fortunately, I quickly landed a job with Castrol Industrial as a technical sales-support specialist, learning about industrial lubricants used in the harshest environments. My time at Castrol exposed me to many industrial segments including Steel, Mining, Automotive, Cement, Textiles, Chemicals, Oil & Gas, and more, ultimately leading to bigger roles in market segment management and international sales. After five years at Castrol, I shifted into a territory sales job with Chevron in Northeast Ohio. This eight-year, multi-role Chevron experience taught me the value of indirect sales through 3rd party distribution as well as national account management and global marketing. While at Chevron, I was introduced to the world of maintenance & reliability consulting. This compelled me to transition out of lubricants and join Management Resources Group in Southbury, CT. MRG taught me about all aspects of reliability-based maintenance as well as selling in a commission-oriented compensation structure. Desiring to get back into leadership, I joined the Valvoline Heavy-Duty team in 2010 as a regional direct & indirect sales rep in the Northeast. After two years in the position, I filled the role of Director, Eastern US HD Sales. This soon evolved into a broader position responsible for US HD National Accounts and the Cummins aftermarket business. In 2021, I was asked to oversee more of the business, leading the US distributor and HD National Accounts teams, my current role.Statistics in the marketThe US HD lubricant market is evenly split between on-highway trucking and off-road construction. Each piece of this $7B market has its own distinct challenges and opportunities. With over four-million Class 8 "big-rigs" registered in the US, the on-highway segment is facing more challenges than ever: an estimated driver shortage of 80,000, maintenance manning R. Eric BevevinoIN MY OPINION
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