Senior Lead - Sales Distributors

In short

We are excited to offer the position of Senior Lead of Sales, LATAM & CAC (Distributor Markets) to a highly strategic, commercially experienced, and collaborative member of our diverse team. In this role, you will partner closely with the Distributor Director to implement and accelerate the long-term sales, commercial, and brand strategy across all distributor-led markets in Latin America and the Caribbean.

This is a key omnichannel role where you will be directly accountable for commercial health, strategic pricing, contract negotiations, inventory management, and premium brand presentation across wholesale, e-commerce, and partner-managed retail stores. By establishing robust 5-year business plans with critical distributor partners, your goal is to build deep, sustainable, and profitable growth, bringing On's mission to life across the region: to ignite the human spirit through movement.

• Strategic Planning:
  Establish, align, and execute comprehensive 5-year joint business plans with critical distributor partners across key regional markets, bridging long-term strategic vision with daily execution.
• Pricing Strategy & Governance:
  Formulate and manage the regional pricing strategy for footwear, apparel, and accessories across diverse distributor markets, ensuring brand equity is protected while optimizing local competitiveness and margin targets.
• Commercial Negotiations:
  Lead commercial terms and contract negotiations with regional distributors. Establish clear, value-based discount structures, incentive programs, and commercial policies that drive mutual growth.
• Omnichannel Governance:
  Direct and optimize inventory management across all distributor-led channels-including wholesale distribution networks, localized e-commerce platforms, and distributor-owned mono-brand retail stores.
• Commercial Execution:
  Partner with distributors to manage daily account operations, including robust order book management, sell-in and sell-out tracking, and optimizing product assortment to ensure healthy inventory rotations.
• Strategy Implementation:
  Support the Distributor Director in deploying the overarching LATAM & CAC commercial strategy, ensuring a premium, consistent, and structured brand presence in all distributor-led territories.
• Forecasting & Planning:
  Drive category-level forecasting and bottom-up distribution planning across footwear, apparel, and accessories, aligning with product launch timelines and regional demand.
• Market Intelligence:
  Conduct regular market, competitor, and distributor performance analyses to identify white-space opportunities, evaluate commercial risks, and refine regional distribution strategies.
• Brand Presentation:
  Collaborate with distributors' marketing and retail teams to elevate On's brand awareness, ensuring exceptional in-store merchandising, digital shelf excellence, and community activations.
• Cross-Functional Collaboration:
  
  Act as the central connector between distributors and internal functional partners-including Product Merchandising, Operations, Customer Service (Happiness Delivery), Finance, Controlling, and Global Sales-to build a frictionless supply chain and supportive business ecosystem.

• Experience:
  
  10+ years of progressive sales, commercial management, or key account experience within the footwear, sports performance, fashion, or premium consumer goods industry. Experience working directly with distributor business models.
• Negotiation & Financial Acumen:
  Demonstrated expertise in contract negotiation, setting discount structures, and managing complex commercial agreements with external business partners.
• Pricing Expertise:
  Proven experience in shaping and executing retail pricing strategies across multiple international territories, with a strong understanding of currency fluctuations and margin implications.
• Omnichannel Knowledge:
  Track record of managing multi-channel operations, with deep understanding of retail math, inventory allocation, e-commerce dynamics, and brick-and-mortar retail KPIs.
• Strategic Planning:
  Proven experience designing and implementing multi-year strategic joint business plans with major commercial partners.
• Analytical Mindset:
  An analytics expert who proactively leverages data to extract commercial insights, optimize inventory levels, evaluate commercial margins, and make informed business decisions.
• Relationship Builder: A highly empathetic, culturally aware collaborator capable of building trust, negotiating win-win outcomes, and driving…