Key Account Manager

About the role

The Key Account Manager (KAM) will lead and expand O-I’s presence in the market by managing large strategic customers and driving growth across premium and mainstream glass packaging brands. Acting as the primary interface for major accounts, the KAM will build long‑term partnerships and ensure profitable performance.

Key responsibilities

• Lead large strategic key‑account relationships and secure long‑term commercial agreements.
• Drive revenue, volume, and margin growth across major accounts.
• Develop and execute customer‑focused account strategies.
• Conduct multi‑faceted negotiations to achieve sustainable agreements.
• Identify innovation, sustainability and value‑add opportunities.
• Provide accurate forecasting, pipeline visibility and maintain CRM discipline.
• Collaborate cross‑functionally to ensure operational excellence.
• Monitor market trends and competitor activity to inform strategy.

Required profile

• Bachelor’s degree in Commercial/Economic or related field.
• 5+ years of progressive experience in customer‑facing commercial roles (Key Accounts, Sales Strategy, Business Development).
• Proven success managing B2B customers in a corporate or manufacturing environment.
• Fluent in English and Italian.
• Experience leading complex negotiations and owning customer P&L.
• Strong understanding of supply chain, inventory management and fulfillment.
• Ability to analyse performance data and translate insights into actions.

Required skills

• Proficiency with CRM systems.
• Experience using SAP.
• Familiarity with enterprise sales tools.