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.

Typical cash compensation range for this position inclusive of base + bonus: $142,000 - $170,00 Individual compensation packages are based on various factors unique to each candidate including experience, industry knowledge, qualifications, skill set, and location. Certain roles may be eligible for equity compensation in addition to cash compensation. At On we understand cash compensation is just one piece of your total rewards package. In addition to cash compensation, On offers a competitive benefits package including medical, dental, and vision benefits, along with a industry leading PTO package, and competitive 401k program. Additional perks and benefits include: 11 paid US holidays, corporate office closure between Christmas and New Year, and a plethora of product perks!