Sales Customer Strategy and Growth Manager (CPG)

Company Description

O-I is the leading producer of glass bottles and jars worldwide, driven by passion, commitment, and innovation. With over 120 years of experience, our glass makers have honed their craft, resulting in more than 1,800 patents. Join O-I and become part of our rich history of crafting pure, sustainable, brand-building glass packaging for renowned food and beverage brands. We are dedicated to making a positive impact by shaping a healthier, more sustainable, and exciting world through glass.

Job Description

The Customer Strategy & Growth Manager is responsible for driving profitable, sustainable growth by defining, aligning, and executing customer strategies across existing and new customers. This role moves beyond traditional account management, focusing on growth leadership, strategic alignment, and cross-category, cross-region decision-making.

You will be the single point of accountability for customer growth performance, ensuring tight alignment between customer strategy, category strategy, regional priorities, and global account strategies. The role balances strategic leadership with hands-on growth execution, including pipeline development, budget ownership, risk mitigation, and cross-functional orchestration to deliver short- and long-term volume, revenue, and share growth.

For global or multi-region customers, you will actively connect with the Global Account Leader, align to the global customer plan, and collaborate across regions to ensure a consistent, enterprise-level approach while managing key global stakeholder relationships.

Remote position with around 50% travel requirements

Responsibilities:

• Own delivery of annual budget, volume, revenue, and growth targets for assigned customers
• Define and execute customer strategies aligned with category, regional, and global priorities
• Build, manage, and convert a robust growth pipeline across near-, mid-, and long-term horizons
• Protect and expand share through strategic customer engagement and portfolio growth initiatives
• Develop and execute customer-specific growth plans focused on mix optimization, innovation, and share gain
• Build and maintain strong senior-level customer relationships and position the company as a strategic growth partner
• For global accounts, align local execution with global account plans and enterprise priorities
• Own customer forecasting, volume phasing, and performance tracking
• Lead pricing, contract negotiations, renewals, and long-term agreements within established frameworks
• Proactively identify risks to current- and future-year performance and lead mitigation and offset actions
• Lead cross-functional teams to ensure customer commitments are executable and delivered flawlessly
• Serve as the escalation point for major commercial and operational issues
• Lead business reviews and strategic planning cadences appropriate to customer complexity
• Apply deep understanding of customer, category, and market dynamics to inform strategy and decisions
• Success measured by achievement of financial targets, pipeline strength and conversion, share growth, forecast accuracy, and quality of cross-functional execution

Qualifications

Education and Experience:

• Bachelor's degree in business, Marketing, Economics, Finance, etc. or equivalent combination of education and relevant professional experience
• 5 - 10 years of progressive demonstrated experience in customer-facing, commercial, or growth-related roles such as:
  • Account Management
  • Customer Strategy
  • Commercial Strategy/Business Development
• Experience leading complex customer strategies across categories and regions.
• Proven track record of building and converting growth pipelines, including near‑term and long‑term opportunities.
• Experience influencing and leading cross‑functional teams (e.g., Operations, Supply Chain, Finance, Marketing) without direct authority.
• Customer-facing experience at senior stakeholder level, including negotiation, strategic planning, and executive engagement.

Additional Information

O-I offers a very generous benefit package, including:

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

All information will be kept confidential according to EEO guidelines.

O-I is an Equal Opportunity Employer. If you require reasonable accommodation due to a medical condition or disability during the application process, please contact O-I at [email protected] with your request and contact information.