<h2><strong>In short</strong></h2> <p>We are excited to offer the position of <strong>Senior Lead of Sales, LATAM & CAC (Distributor Markets)</strong> 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.</p> <p>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: <em>to ignite the human spirit through movement.</em></p> <p> </p> <h2><strong>Your Mission</strong></h2> <ul> <li><strong>Strategic Planning:</strong> 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.</li> <li><strong>Pricing Strategy & Governance:</strong> 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.</li> <li><strong>Commercial Negotiations:</strong> Lead commercial terms and contract negotiations with regional distributors. Establish clear, value-based discount structures, incentive programs, and commercial policies that drive mutual growth.</li> <li><strong>Omnichannel Governance:</strong> 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.</li> <li><strong>Commercial Execution:</strong> 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.</li> <li><strong>Strategy Implementation:</strong> 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.</li> <li><strong>Forecasting & Planning:</strong> Drive category-level forecasting and bottom-up distribution planning across footwear, apparel, and accessories, aligning with product launch timelines and regional demand.</li> <li><strong>Market Intelligence:</strong> Conduct regular market, competitor, and distributor performance analyses to identify white-space opportunities, evaluate commercial risks, and refine regional distribution strategies.</li> <li><strong>Brand Presentation:</strong> Collaborate with distributors’ marketing and retail teams to elevate On's brand awareness, ensuring exceptional in-store merchandising, digital shelf excellence, and community activations.</li> <li><strong>Cross-Functional Collaboration:</strong> 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.</li> </ul> <p> </p> <h2><strong>Your Story</strong></h2> <ul> <li><strong>Experience:</strong> 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..</li> <li><strong>Negotiation & Financial Acumen:</strong> Demonstrated expertise in contract negotiation, setting discount structures, and managing complex commercial agreements with external business partners.</li> <li><strong>Pricing Expertise:</strong> Proven experience in shaping and executing retail pricing strategies across multiple international territories, with a strong understanding of currency fluctuations and margin implications.</li> <li><strong>Omnichannel Knowledge:</strong> Track record of managing multi-channel operations, with deep understanding of retail math, inventory allocation, e-commerce dynamics, and brick-and-mortar retail KPIs.</li> <li><strong>Strategic Planning:</strong> Proven experience designing and implementing multi-year strategic joint business plans with major commercial partners.</li> <li><strong>Analytical Mindset:</strong> An analytics expert who proactively leverages data to extract commercial insights, optimize inventory levels, evaluate commercial margins, and make informed business decisions.</li> <li><strong>Relationship Builder:</strong> 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.</li> <li><strong>Adaptability & Growth:</strong> A self-starter who thrives in fast-paced, ambiguous environments, with a strong commitment to premium execution and the On cultur