Senior Key Account Manager -Strategy and Growth (CPG)

Company Description

To be the leading producer of glass bottles and jars worldwide you need passion, commitment and innovation baked into the very fabric of a business and its people. For more than 120 years, our glass makers have honed their craft—channeling their creativity into more than 1,800 patents held today. When you join O-I you become part of that story.

O-I has more than a century of experience crafting pure, sustainable, brand-building glass packaging for many of the world’s best-known food and beverage brands. We are proud to provide high quality glass packaging for beer, wine, spirits, food, non-alcoholic beverages, cosmetics and pharmaceuticals. We are dedicated to make what matters to shape a healthier, more sustainable and more exciting world. We transform the industry to make glass more relevant and more accessible to more people.

Job Description

The Senior Key Account Manager is responsible for leading strategic growth and commercial performance across major U.S. customers. This role is designed for a senior commercial leader who owns customer strategy, drives execution, and delivers sustainable revenue and volume growth.

The Senior Key Account Manager is the primary point of accountability for customer results, aligning customer strategies with category priorities, operational capabilities, and long‑term business objectives. This role blends strategic planning with hands‑on execution, including forecasting, joint business planning, negotiation, and cross‑functional leadership.

For global or multi-region customers, this role actively connects with the Global Account Leader, aligns to the global customer plan, and collaborates across regions to ensure a consistent, enterprise-level approach while managing key global stakeholder relationships.

Remote position with around 50% travel requirements

Responsibilities:

• Develop and execute customer‑specific strategies that deliver monthly, quarterly, and annual revenue and volume commitments
• Lead customer planning, including forecasting, demand planning, and alignment with supply chain and inventory teams
• Build and maintain senior‑level relationships with key U.S. customers, ensuring alignment on long‑term growth priorities
• Drive distribution, share, and revenue growth through data‑driven insights and customer‑focused action plans
• Lead pricing, contract negotiations, and commercial terms to support sustainable growth
• Partner with Operations, Supply Chain, Finance, and Category teams to ensure flawless execution of customer strategies
• Monitor customer performance, identify risks and opportunities, and provide executive‑level updates and recommendations
• Collaborate across regions and internal teams to ensure consistent execution for multi‑region customers

Qualifications

• Bachelor’s degree in business, Economics, Finance, or related field; MBA preferred
• 10+ years of progressive experience in customer‑facing commercial roles (Key Accounts, Customer Development, Sales Strategy, Business Development)
• Proven success managing major U.S. B2B customers in a corporate and/or manufacturing environment
• Experience leading complex negotiations and owning customer P&L elements
• Strong operational understanding, including supply chain, inventory management, and fulfillment
• Ability to analyze customer performance data and translate insights into strategic actions
• Proficiency with CRM systems, SAP, and enterprise sales tools
• Excellent negotiation, communication, and relationship‑building skills

Additional Information

Salary Range: The expected salary for this position is around $150,000 to $170,000 ****and includes a possible 25% quarterly incentive bonus. Actual pay will be adjusted based upon candidate experience and other job-related factors permitted by law.

O-I offers a very generous benefit package – some of the highlights are:

• Vacation time and paid holidays
• Medical, dental, prescription and vision care coverage
• Pre-tax accounts
• Well-being program which includes opportunity to earn employer contributions
• Life and AD&D Insurance
• Disability Insurance
• 401(k) retirement saving plans with employer contributions
• Financial advisors to assist with retirement planning and financial wellness
• Employee Assistance Program

All your information will be kept confidential according to EEO guidelines.

O-I is an Equal Opportunity Employer, and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please contact O-I at hr.recruiters@o-i.com and let us know the nature of your request and your contact information.