Senior Lead - Sales Distributors

ON RUNNING; Greater London; On-site; GBP 120,000 - 190,000; Full time

Job summary

ON RUNNING is seeking a Senior Lead of Sales for LATAM & CAC (Distributor Markets). You will partner with the Distributor Director to execute the long-term sales, commercial, and brand strategy across distributor-led markets in Latin America and the Caribbean.

You will manage pricing, contracts, inventory, and premium brand presentation across wholesale, e-commerce, and partner-managed retail stores. Fluent in English and Spanish, you will build 5-year business plans with distributor partners,

Qualifications

• 10+ years in sales, commercial management, or key account in footwear, sports or premium consumer goods.
• Experience with distributor business models and partnerships.
• Pricing expertise with currency fluctuation awareness and margins.
• Omnichannel experience across wholesale, e-commerce, and retail.
• Strong strategic planning and multi-year joint business plans.

Responsibilities

• Partner with Distributor Director to implement long-term sales and brand strategy.
• Own pricing, contracts, and discount structures with distributors.
• Oversee inventory management and premium brand presentation across channels.
• Develop 5-year distributor plans with growth, profitability, and risk controls.
• Lead data-driven decisions to optimize margins and strategic outcomes.
• Travel 20–30% across LATAM & CAC as needed.

Skills

Sales leadership

Key accounts

Contract negotiation

Pricing strategy

Omnichannel

Strategic planning

Data analytics

Distributor mgmt

English

Spanish

Job description

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 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.