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.

Your Mission

• 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.

Your Story

• 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 results with diverse distributor partners across multiple countries without direct authority.
• Adaptability & Growth: A self-starter who thrives in fast-paced, ambiguous environments, with a strong commitment to premium execution and the On culture.
• Languages: Fully fluent in both English and Spanish (written and spoken) is required. 
• Travel: Open and available to travel approximately 20-30% of the time within the region to visit key distributor markets.

Your Team

At On LATAM, we are passionate about movement, the planet, and our community. As part of our Distributor-led team, you will join a highly collaborative, fast-moving group focused on pioneering brand growth in dynamic markets. We operate with the Explorer Spirit-embracing ownership, open communication, and mutual respect. Together, we focus on delivering a premium experience to our partners and consumers, ensuring everyone on the team has the platform to grow, learn, and Build The Better You.