Sales Director of Commercial Categories– North America

Remember the last time you opened a bottle of champagne, a cold beer after a hard day’s work or a bottle of sparkling mineral water to quench the thirst, well it was probably made by us, we are O-I and we love that we make more glass containers than anyone in the world.

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.

The Sales Director of Commercial Categories– North America is a strategic commercial sales leader responsible for driving sustainable growth across the USA and Canada markets. This role is focused on developing and executing category sales strategies that align with O-I’s strategic growth priorities.  As part of the execution, the Category Sales Director will lead the development of strong and differentiated value propositions that enable O-I to compete effectively and win in the market. The role also entails cultivating strong industry partnerships and collaborating cross-functionally to ensure seamless delivery to customers. 

The Sales Director of Commercial Categories will act as the face of the category in the market, becoming an industry expert and trusted partner to customers, while also leading internal teams to remove roadblocks and optimize performance. This role is pivotal in shaping the future of the category and ensuring a balanced approach between short-term wins and long-term strategic goals. 

Key Responsibilities 

Drive Strategic Growth 

• Develop and execute category strategies that deliver volume and revenue growth. 
• Identify and capitalize on new business opportunities in alignment with North America’s commercial strategy. 
• Leverage market insights, customer feedback, and industry trends to shape category direction. 

Market Engagement & Industry Expertise 

• Build and maintain long-lasting relationships with  industry stakeholders: key customers, key industry associations, government  etc. . 
• Represent O-I at industry events, customer meetings, and strategic forums. 
• Become a recognized expert in the category, understanding competitive packaging formats, consumer behavior, and regulatory trends. 
• Cross-Functional Collaboration 
• Partner with Planning, Operations, Logistics, and other functions to ensure alignment and the execution of the plan. 
• Collaborate with other Category Directors to optimize O-I’s footprint and balance short- and long-term priorities. 
• Work closely with Business Intelligence, Portfolio Management, and Marketing Communications to support execution. 

Team Leadership & Enablement 

• Lead and develop 3 to 5 high-performing category teams. 
• Proactively identify and eliminate roadblocks to ensure team efficiency and effectiveness. 
• Champion continuous improvement and ensure the “machine” supporting category execution is functioning optimally. 

• Bachelor’s degree in Marketing, Business, or related field; MBA preferred. 
• 10+ years of sales experience in category management, strategic marketing, or business development. 
• Proven track record of driving growth and building strategic partnerships. 
• Strong analytical skills and ability to synthesize market data into actionable strategies. 
• Excellent communication, leadership, and influencing skills. 
• Experience working in cross-functional and matrixed environments. 
• Willingness to travel approximately 40% to engage with customers and industry stakeholders. 

Travel Requirements 

Approximately 40% + travel across the USA and Canada to build market intimacy and foster industry relationships

What we offer at O-I:

Salary Range:  The expected salary range for this position is between $200,000 and $210,000 and includes a possible 25% quarterly incentive bonus and a possible 15% yearly incentive bonus.     Actual pay will be adjusted based upon candidate experience and other job-related factors permitted by law.

O-I offers a very generous benefit package – some of the highlights are: 

• Vacation time and paid holidays  
• Medical, dental, prescription and vision care coverage 
• Pre-tax accounts 
• Well-being program which includes opportunity to earn employer contributions 
• Life and AD&D Insurance 
• Disability Insurance 
• 401(k) retirement saving plans with employer contributions 
• Financial advisors to assist with retirement planning and financial wellness 
• Employee Assistance Program 

O-I is an Equal Opportunity and Affirmative Action Employer committed to building a diverse, equitable and inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other protected category. 

Qualified individuals with disabilities or disabled veterans who are unable or limited in their ability to apply on this site may request reasonable accommodations by emailing [email protected].