Full-Time Sr. Account Manager / Sales Manager

Territory: State of California (The candidate needs to be located in California)

Job Responsibilities:

• Effectively managing all existing and potential customers within Packaging Distribution in California.
• Strategic accounts and account/business acquisition in a defined category across all channels.
• Creating and executing short and mid-term business strategies and performance according to the account plan (delivering the month, quarter, and year per plan).
• Working with all levels of the organization and key account leaders.
• Account Plan Management: Create and execute account plan / own and manage requests for pricing / contracts
• Contract Management: Responsible for contract execution and follow-up on end date.
• Financial Monitoring: Monitor the customer's financial situation to safeguard company interests.
• Product Adaptation: Adapt the mix of products to real needs and potential of each market, aiming at strategic interests and customer satisfaction.
• Competitor Analysis: Monitor the activities of the competition, providing company information.
• Pricing Negotiation: Define and negotiate prices for each client / product.
• Investment Opportunities: Identify opportunities to prospect commercial investments.
• Material Conversion: Identify projects to convert other packaging materials to glass.
• Payment Term Management: Maintain the average payment term and default percentage within company goals.
• Internal Communication: Provide input and educate product management, marketing, and manufacturing on customer needs and issues.
• Prospecting and New Business: Progressively responsible for prospecting, qualifying, and landing new customers / new business.
• Lead Adjustments: The ability to do lead adjustments as needed.
• Commercial Proposal: Starts the commercial proposal process and supports the negotiation process as needed.
• Sales Volume Achievement: Previous experience achieving sales volumes (EBIT, Revenue, Physical Volume) committed in the company budget.
• Sales Forecast Analysis: Extensive experience analyzing and validating sales forecasts.
• Mid-Level Account Penetration: Generate plans to ensure broad penetration into mid-level accounts within assigned territory.
• Sales Opportunity Generation: Previous experience generating, developing, and closing sales opportunities with a focus on profitable mid-level accounts.
• Customer Issue Resolution: Develop presentations to resolve/address customer issues.

Qualifications:

• Education: Bachelor’s Degree in Business or equivalent discipline.
• Experience: Minimum of 7+ years of sales/marketing experience.
• Key Account Management: Ideally experienced with Key Account Management Programs.
• Software Proficiency: Proficient with Microsoft Office and strong PC skills.
• Analytical Skills: Strong analytical, decision-making, and problem-solving skills.
• Teamwork: Ability to work independently and well with the team and other departments.
• Communication Skills: Good verbal and written communication skills.
• Work Ethic: Self-motivated and self-disciplined.

Travel Requirements: Possible customer visits or corporate travel additional.

Salary Range: $140,000 - $170,000 (plus possible 20% quarterly incentive bonus).

Benefits: Generous benefit package including health, dental, vision, paid holidays, and retirement plans.

Diversity & Inclusion: O-I fosters an inclusive environment that embraces diversity and rewards performance.

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