Country Sales Manager

O-I

11d • Hybrid

About The Position

O-I has over a century of experience in creating pure, sustainable, brand-building glass packaging for many of the world’s best-known food and beverage brands. We are dedicated to making a positive impact on the world by transforming the industry to make glass more relevant and accessible. With nearly 19,000 employees and a global footprint across 18 countries, O-I is a leading manufacturer of glass packaging. The Country Sales Manager will be responsible for driving commercial performance within their assigned territory and leading a team that supports customer relationships and contributes to sales growth. This role involves people leadership, including training and coaching, account management, and new business development to ensure excellent customer service, profitable growth, and strong alignment between external and internal account functions. The primary goal is to manage a team, drive local sales strategy, train and coach the team in sales best practices, business growth development, and negotiation skills. This includes actively prospecting and engaging new clients, developing long-term commercial relationships, and identifying new business opportunities with a 'hunter' mindset. The role also involves pushing for the best possible performance, pricing, and contracts, translating customer needs into operational execution, leveraging market intelligence for strategy, and collaborating cross-functionally for seamless delivery. Maintaining strong commercial governance, forecasting accuracy, CRM discipline, and compliance are also key aspects of this position.

Requirements

• Minimum 5 years in Sales roles within the packaging sector (preferably glass, but B2B and FMCG also accepted) with proven experience in account management.
• Degree in Business, Commercial, Engineering, or a related discipline.
• Proven experience in B2B sales, account management, and new business development.
• Strong people management skills – training, mentoring, performance management.
• Excellent negotiation and commercial acumen (pricing, contracts, deals).
• Ability to develop and execute sales strategies and territory plans.
• Experience using CRM systems and managing pipelines/forecasts.
• Customer-focused with strong relationship-building skills.
• Results-driven with a proactive “hunter” mindset.

Nice To Haves

• Experience in glass packaging sector.

Responsibilities

• Lead, coach, train, and develop the sales team responsible for growth within defined accounts.
• Set clear performance goals, pipelines, and activity targets for the team.
• Guide the team in identifying upselling and cross-selling opportunities.
• Conduct regular performance reviews, support career development, and provide structured feedback.
• Foster a high-performance culture.
• Develop and execute a territory sales strategy aligned with regional and corporate objectives.
• Grow revenue and market share in the allocated customer base.
• Prospect, identify, and secure new business opportunities.
• Lead pricing negotiations, contract discussions, and annual commercial reviews.
• Oversee customer relationships and support the team in managing day-to-day commercial interactions.
• Conduct joint customer visits with the team to strengthen customer engagement and develop account plans.
• Ensure customer needs and forecasts are communicated effectively to production, quality, and supply chain teams.
• Maintain oversight of service levels, delivery performance, and issue resolution.
• Monitor market developments, competitive activity, pricing trends, and regulatory changes impacting the glass packaging industry.
• Contribute to annual budgeting and sales forecasting.
• Partner with production, quality, supply chain, and logistics to ensure seamless order fulfillment and customer satisfaction.
• Support technical trials, product development initiatives, and quality investigations.
• Work closely with sustainability teams to communicate the benefits of glass packaging and promote company innovations.
• Monitor team activities, sales performance, customer pipelines, and forecast accuracy.
• Ensure CRM systems are updated and used effectively.
• Maintain compliance with internal controls, ethical guidelines, and health & safety standards.

Benefits

• Competitive salary
• Employer contribution pension plan up to 11%
• Private Medical Insurance
• Life Assurance benefit
• Company Sick Pay
• Performance based Bonus plan
• Attractive Holiday Allowance - up to 33 per year inclusive of statutory days
• Employee Assistance Programme
• Supportive teams to help you grow and learn new skills
• Wellness Programmes
• The opportunity to help build something from the ground up, new experiences, and a culture where you can shine.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager