Senior Lead - Sales Distributor, LATAM

This role partners 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. It is a key omnichannel position accountable for commercial health, strategic pricing, contract negotiations, inventory management, and premium brand presentation across wholesale, e-commerce, and partner-managed retail stores. The role establishes robust 5-year business plans with critical distributor partners to build deep, sustainable, and profitable growth, bringing On's mission to life across the region.

• 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.
• Formulate and manage the regional pricing strategy for footwear, apparel, and accessories across diverse distributor markets, protecting brand equity while optimising local competitiveness and margin targets.
• Lead commercial terms and contract negotiations with regional distributors, establishing value-based discount structures, incentive programmes, and commercial policies that drive mutual growth.
• Direct and optimise inventory management across all distributor-led channels, including wholesale distribution networks, localised e-commerce platforms, and distributor-owned mono-brand retail stores.
• Partner with distributors to manage daily account operations, including order book management, sell-in and sell-out tracking, and product assortment optimisation to ensure healthy inventory rotations.
• 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.
• Drive category-level forecasting and bottom-up distribution planning across footwear, apparel, and accessories, aligning with product launch timelines and regional demand.
• Conduct regular market, competitor, and distributor performance analyses to identify white-space opportunities, evaluate commercial risks, and refine regional distribution strategies.
• Collaborate with distributors' marketing and retail teams to elevate On's brand awareness, ensuring exceptional in-store merchandising, digital shelf excellence, and community activations.
• 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.
• Track record of managing multi-channel operations, with deep understanding of retail math, inventory allocation, e-commerce dynamics, and brick-and-mortar retail KPIs.

• 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.
• Demonstrated expertise in contract negotiation, setting discount structures, and managing complex commercial agreements with external business partners.
• Proven experience in shaping and executing retail pricing strategies across multiple international territories, with a strong understanding of currency fluctuations and margin implications.
• Proven experience designing and implementing multi-year strategic joint business plans with major commercial partners.
• An analytical mindset, proactively leveraging data to extract commercial insights, optimise inventory levels, evaluate commercial margins, and make informed business decisions.
• 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.
• Self-starter who thrives in fast-paced, ambiguous environments, with a strong commitment to premium execution and the On culture.
• Fully fluent in both English and Spanish (written and spoken).
• Open and available to travel approximately 20–30% of the time within the region to visit key distributor markets.

operates with the Explorer Spirit, embracing ownership, open communication, and mutual respect.