Key Account Manager

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.

With nearly 19,000 employees and an unparalleled footprint spanning almost 64 plants in 18 countries, O-I is a truly global maker of glass packaging.

Job Description

The Key Account Manager (KAM) is responsible for leading and growing the company’s presence within the market. This role focuses on managing large key strategic customers, unlocking growth across premium and mainstream brands, and delivering commercial excellence across the glass bottle portfolio. The KAM acts as the primary customer interface for major accounts, ensuring strong relationships, long-term partnerships, and profitable growth. Operating with autonomy and commercial agility, this role drives strategy execution, development of tailored value propositions, and identification of new opportunities within an evolving market.
In summary, your job will be to:

• Lead large strategic key account relationships and long-term partnerships 
• Drive revenue, volume, and margin growth across major strategic key accounts 
• Build and execute customer focused account strategies 
• Strategic, multi-faceted negotiations, securing sustainable long-term commercial agreements 
• Identify innovation, sustainability, and value-add opportunities 
• Deliver accurate forecasting, pipeline visibility, and CRM discipline 
• Collaborate cross functionally to ensure operational excellence 
• Track market trends and competitor activity to inform strategy

Qualifications

• Bachelor’s Degree in Commercial/Economic, or related field;
• 5+ years of progressive experience in customer‑facing commercial roles (Key Accounts, Customer Development, Sales Strategy, Business Development)
• Proven success managing B2B customers in a corporate and/or manufacturing environment
• Fluent in English and Italian
• Experience leading complex negotiations and owning customer P&L elements
• Strong operational understanding, including supply chain, inventory management, and fulfillment
• Ability to analyze customer performance data and translate insights into strategic actions
• Proficiency with CRM systems, SAP, and enterprise sales tools
• Excellent negotiation, communication, and relationship‑building skills

Additional Information

Salary Range:  The expected salary for this position is between €55,000 and €65,000 plus 12% yearly MBO, plus company car.  The final salary package may be adjusted based on the candidate's experience and expertise.

All your information will be kept confidential according to EEO guidelines.

O-I is an Equal Opportunity Employer, and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please contact O-I at hr.recruiters@o-i.com and let us know the nature of your request and your contact information.