Senior Sales Customer Strategy and Growth Manager (CPG)

Company Description

O-I is a global leader in glass bottle and jar manufacturing, driven by passion, commitment, and innovation. With over 120 years of experience and more than 1,800 patents, we craft pure, sustainable, and brand-building glass packaging for world-renowned food and beverage brands. We are dedicated to transforming the industry to make glass more relevant and accessible.

Job Description

The Senior Sales Customer Strategy and Growth Manager (CPG) is pivotal in driving profitable, sustainable growth by developing and executing customer strategies. This role transcends traditional account management, focusing on growth leadership, strategic alignment, and cross-functional decision-making.

You will be the primary point of accountability for customer growth performance, ensuring seamless integration between customer, category, and regional strategies. This role demands a blend of strategic leadership and hands-on execution, including pipeline development, budget management, risk mitigation, and cross-functional collaboration to achieve short- and long-term volume, revenue, and share growth.

For global or multi-region customers, you will collaborate closely with the Global Account Leader, aligning with global customer plans and ensuring an enterprise-level approach while managing key global stakeholder relationships.

This is a remote position requiring approximately 50% travel.

Responsibilities:

• Develop and execute short- and mid-term customer strategies to meet revenue commitments.
• Own forecasting and demand planning, using market and customer insights to align commercial plans with supply and inventory strategies.
• Build and maintain senior-level relationships with global customers, aligning with enterprise business objectives and long-term growth priorities.
• Drive revenue and share growth through data-driven insights, market analysis, and cross-functional collaboration on pricing, portfolio, and go-to-market strategies.
• Ensure operational and supply chain alignment to support growth plans, service excellence, and execution reliability.
• Lead complex contract and negotiation processes, protecting enterprise interests while enabling sustainable commercial outcomes.
• Partner cross-functionally with Marketing, Finance, Operations, and Supply Chain to execute customer strategies and accelerate market penetration.
• Monitor performance against key objectives, translating insights into executive-level recommendations, and communicating progress, risks, and opportunities to senior leadership.

Qualifications:

• Bachelor's degree in Business, Marketing, Economics, Finance, or a related discipline, or equivalent combination of education and experience; MBA preferred.
• 10+ years of progressive experience in customer-facing, commercial, or growth-oriented roles (Customer Strategy, Account Management, Commercial Strategy, Business Development).
• Proven sales experience in corporate and manufacturing environments, including multinational organizations supporting customers in Canada and the United States.
• Demonstrated success in leading complex customer strategies across categories and regions.
• Proven track record of architecting, building, and converting growth pipelines.
• Experience influencing and leading cross-functional teams (Operations, Supply Chain, Finance, Marketing) without direct authority.
• Extensive customer-facing experience at senior stakeholder and executive levels, including negotiation, strategic planning, and executive engagement.
• Senior-level experience independently managing the full negotiation lifecycle.
• Experience with global key accounts and managing high-value customer relationships; familiarity with Key Account Management programs preferred.
• Strong operational background with expertise in supply chain, inventory management, and fulfillment processes.
• Ability to analyze sales and performance data, identify trends, and translate insights into actionable growth strategies.
• Proficiency in CRM platforms, SAP, and enterprise sales and inventory management systems.
• Excellent negotiation, communication, and strategic planning capabilities.

Additional Information:

O-I offers a generous benefits package, including:

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

All information will be kept confidential per EEO guidelines. O-I is an Equal Opportunity Employer. Reasonable accommodations are available for individuals with disabilities during the application process. Please contact O-I at [email protected] for assistance.