Job Description
You will be responsible for driving commercial performance within the assigned territory and leading your team who support customer relationships and contribute to sales growth.
This role combines 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.
In summary, your job will be to:
* Strong people management of your team while driving local sales strategy
* Training and coaching your team in best practice sales, business growth development plans and negotiation skills
* Work with team to actively prospect and engage new clients, turning leads into long-term commercial relationships
* Sales and business development of mainly middle-tier to lower value local accounts
* Identifying new business opportunities, ensuring the team are driving for results through a ‘hunter’ mindset
* Pushing for the best performance possible, pricing and contracts, translating customer needs into operational execution
* Leveraging market intelligence to inform strategy
* Collaborating cross‑functionally to ensure seamless delivery
* Maintaining strong commercial governance, forecasting accuracy, CRM discipline, and compliance
Key Responsibilities:
People Management & Team Leadership
* Lead, coach, train and develop your team who are responsible for sales growth within defined accounts.
* Set clear performance goals, pipelines, and activity targets for the team.
* Guide your team in identifying upselling and cross selling opportunities.
* Conduct regular performance reviews, support career development, and provide structured feedback.
* Foster a high-performance culture
Sales & Business Development
* Develop and execute a territory sales strategy aligned with regional and corporate objectives.
* Grow revenue and market share in allocated customer base
* Prospect, then identify and secure new business opportunities
* Lead pricing negotiations, contract discussions, and annual commercial reviews.
Country Account Management
* Oversee customer relationships and support your team in managing day-to-day commercial interactions.
* Conduct joint customer visits with your 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.
Market Intelligence & Strategy
* Monitor market developments, competitive activity, pricing trends, and regulatory changes impacting the glass packaging industry.
* Contribute to annual budgeting and sales forecasting
Cross Functional Collaboration
* Partner with production, quality, supply chain, and logistics to ensure seamless order fulfilment and customer satisfaction.
* Support technical trials, product development initiatives, and quality investigations.
* Work closely with sustainability to communicate the benefits of glass packaging and promote company-led innovations
Reporting & Commercial Governance
* Monitor team activities, sales performance, customer pipelines, and forecast accuracy.
* Ensure CRM systems are updated and used effectively used.
* Maintain compliance with internal controls, ethical guidelines, and health & safety standards.
Travel Requirements: Regular travel across UK
Qualifications
* Minimum 5 years in Sales roles within the packaging sector (preferably glass however, we also accept applications from B2B and FMCG) 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
Additional Information
If you are aligned with our Company's values and are interested in joining our Community here at O-I, we encourage you to apply today!
We offer
* 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.
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.
All your information will be kept confidential according to EEO guidelines.