Sr. Account Manager / Sales Manager - Northern California

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

Preference for candidate located on the West Coast. Northern CA ideal, preference for wine background. 

The Account Manager is responsible for strategic accounts and account/business acquisition in a defined category across all channels.  They create and execute short and mid-term business strategy and performance according to the account plan (delivering the month, quarter and year per plan).  Work with all levels of the organization and responsible for relationship with global key account leaders.

Manages the sales and service relationship with accounts based on product category and revenue.

Responsibilities: 

• Create and execute the account plan / own and manage requests for pricing / contracts
• Responsible for contract execution and follow-up on end date
• Lead adjustments as needed. Starts the commercial proposal process and support the negotiation process as needed
• Monitor the customer's financial situation in order to safeguard the interests of the company
• Adapt the mix of products to the real needs and potential of each market, aiming at the strategic interests of the company and customer satisfaction
• Monitor the activities of the competition, aiming to provide the company with information
• Achieve sales volumes (EBIT, Revenue, Physical Volume) committed in the company budget
• Analyze and validate sales forecasts
• Define and negotiate prices to be practiced for each client / product
• Identify opportunities to prospect commercial investments
• Identify projects to convert other packaging materials to glass
• Maintain the average payment term and default percentage of the segment within the company's goal
• Generates plans to ensure broad penetration into mid-level accounts within assigned territory
• Generates, develops, and closes sales opportunities with focus on most profitable mid-level accounts
• Develops presentations to resolve/address customer issues
• Meets and exceeds quarterly sales targets
• Provides input and educates product management, marketing and manufacturing organization on customer needs and issues
• Progressively more responsible for prospecting, qualifying and landing new customers / new business

Qualifications

• Bachelor’s Degree in Business or equivalent discipline
• Minimum of 7 - 10+ years of sales/marketing experience
• Ideally experienced with Key Account Management Programs
• Must be proficient with Microsoft Office

TRAVEL REQUIREMENTS

Mostly local to Northern California travel. Possible customer visit or corporate travel additional. 

Additional Information

Salary Range:  The expected salary range for this position is between $140,000- $170,000 annually. 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: 

• 10 paid holidays each year 

• Health, Dental, Prescription and Vision care coverage 

• Perform Well-Being Program – earn employer contributions in your HSA or HRA plan 

• Wellness Incentive – earn additional funds for your HSA or HRA plan 

• Group Life Insurance 

• Accidental Death & Dismemberment Insurance 

• Voluntary Employee and Dependent Life Insurance 

• Weekly Disability Insurance 

• 401(k) Retirement Saving Plans 

• Employee Assistance Program 

This is an opportunity to help build something from the ground up by creating new experiences and fostering a team culture where you can shine.  

O-I is committed to fostering an inclusive environment that attracts and embraces the brightest minds and creates a culture that welcomes a diversity of ideas and perspectives while encouraging growth and rewarding performance.