Senior Lead - Key Accounts (Sporting Goods & Distribution)

ON; Italia; In loco; EUR 50.000 - 80.000; Tempo pieno

Descrizione del lavoro

A leading international sports brand is looking for a Senior Key Account Manager to drive growth in the Italian sporting goods market. This role involves managing key accounts, strategic partnerships, and collaborating cross-functionally to enhance brand presence in various sports categories.

Competenze

• 3–5 years of experience in Key Account Management or strategic sales, ideally in sporting goods.
• Experience in distributor management.
• Fluent in Italian and English.

Mansioni

• Manage and grow relationships with key accounts in Italy.
• Lead the commercial partnership with the distribution partner.
• Monitor sales KPIs and market dynamics.

Conoscenze

Commercial acumen

Negotiation

Communication

Data-driven mindset

Strumenti

Excel

PowerPoint

Descrizione del lavoro

Senior Lead - Key Accounts (Sporting Goods & Distribution)

Welcome to On! We’re one of the world’s fastest growing premium sports brands and are looking for a Key Account Manager Italy, to support the acceleration of the brand in the Italian Sporting Goods market.

On is revolutionizing performance-driven products in footwear, apparel, and accessories by launching cutting-edge innovations, with a firm commitment to sustainability and social impact.As part of our journey toward becoming the most impactful sportswear brand globally, On is strengthening its presence in the Italy market and looking for a passionate KAM to connect us with the most relevant performance-focused sporting goods retailers. You’ll play a key role in developing our brand presence in categories such as running, trail, outdoor, tennis and fitness — whilst continuing to develop lifestyle or as we call it Performance All Day (PAD).

You will report to the Head of Sales Italy and work cross-functionally with internal and regional teams to manage strategic sporting goods accounts, including those currently handled through distribution partnerships.

Your Mission

• Manage and grow relationships with key sporting goods accounts in Italy
• Lead the commercial partnership with our distribution partner, including indirect key account management and long-tail account coverage.
• Support seasonal strategy: customer segmentation, distribution tiering, agents’ briefings, and sell-in planning.
• Lead the forecasting process, targets alignment, and order management in coordination with Sales Ops and Finance teams.
• Own all commercial discussions including contractual topics, legal alignment, and account profitability.
• Coordinate with Product, Marketing, and Merchandising to provide sell-out driven product assortments, training, and brand storytelling.
• Align local initiatives with regional EMEA strategy and ensure timely execution of joint business plans.
• Monitor sales KPIs, market dynamics, competitor activity, and customer feedback to identify growth opportunities.
• Support initiatives aimed at protecting brand integrity and actions to prevent unauthorized reselling to non-approved customers or channels.
• Ensure regular alignment with On's internal teams to deliver best-in-class service and strengthen our brand's presence at retail.

Your story

• Typically 3–5 years of experience in a Key Account Management or strategic sales role, ideally in the sporting goods or performance footwear/apparel industry.
• Experience in distributor management and an understanding of the dynamics between direct and indirect sales channels.
• Strong commercial acumen, with a data-driven mindset and ability to lead account planning, forecasting, and sell-in/sell-out growth strategies.
• Knowledge of the Italian sporting goods landscape, with an understanding of market-specific trends and consumer behaviors.
• Passion for sport and movement — whether you’re a runner, hiker, or tennis enthusiast, this industry speaks your language.
• Excellent communication, negotiation, and presentation skills.
• Comfortable working cross-functionally and collaboratively in a fast-paced environment.
• Self-motivated, proactive, structured, and capable of working independently with a strong sense of ownership.
• Proficient in Excel and PowerPoint; experience with sales tools and dashboards is a plus.
• Fluent or C1+ level in Italian and English is a must (written and spoken) due to the regional nature of accounts and English is On’s shared professional language. Additional languages are a plus.
• Within proximity to Milan; available to travel frequently across Italy and occasionally within Europe.
• This role requires frequent travel within the region. A valid Type B driver’s license and ability to drive are essential to fulfill job responsibilities. Reasonable accommodations will be considered in accordance with applicable laws.
• You embody On's spirits. Check out our career page for more on these!

About the Team

We are the EMEA South sales team at On. Our mission? To drive growth and establish On’s market presence. We work passionately; forging partnerships and delivering innovative performance and lifestyle products. Inspired by athletes we are driven to do better. Always looking for new ways to support our customers in their journey to achieve their personal best.

As Senior Lead - Key Accounts, Italy you’ll be the bridge between On’s internal commercial teams and our B2B partners. You’ll support the growth of the brand within some of the country’s most important sports retail banners, strategically managing existing business and identifying new opportunities in the performance space.

You’ll collaborate closely with the Head of Sales Italy and cross-functional teams to ensure we build strong, data-informed, and future-proof partnerships with key retailers across the Italy sporting goods ecosystem.

Our team-focused culture defines us. It’s what sets working in Sales at On apart. Together we are champions of the On experience, bringing the best of our teams together to spark magic for our fans and add value for our partners.

What sets us apart is our mindset of doing the right thing. Giving up the quick wins of today for the more meaningful, long-lasting benefits of tomorrow. True entrepreneurship means focusing on the bigger picture to make a lasting, positive impact.

What we offer

On is a place that is centered around growth and progress. We offer an environment designed to give people the tools to develop holistically – to stay active, to learn, explore and innovate. Our distinctive approach combines a supportive, team-oriented atmosphere, with access to personal self-care for both physical and mental well-being, so each person is led by purpose.

On is an Equal Opportunity Employer. We are committed to creating a work environment that is fair and inclusive, where all decisions related to recruitment, advancement, and retention are free of discrimination.

We want to set everyone up for success, so here’s the lowdown on how we hire. Our process is a two-way street – bringing you into our culture, while helping us learn how you think.

Our full process can last about eight weeks from application to offer, because we care about getting it right. These steps explain how we usually do things.

Before you get started, feel free to consider if you want to work with us. Strange question? Well, we give people a lot of space to navigate their day-to-day and that style isn't for everyone. We want you to be passionate about what you do and be sure this is the right fit. Because when skills and passion combine – it creates that 'Wow' moment.

Step One

It starts with you...

You'll start by submitting your application to a specific role.We try to keep this step as simple as possible. We do get a lot of applications, but we review them all. We ask that you allow around 14 days for us to come back to you with a response. If you are a good fit to the role, someone will follow up with you within that window. If you didn't receive a reply, or were unsuccessful this time around, we encourage you to look for other possible matches at On.

Step Two

Interview with a recruiter

What ignites your spirit?This is where we’ll start getting to know all about you and what makes you tick – and it’s your first chance to get a feel for our culture.Chatting with a member of our talent team, you’ll learn more about On and how we work. We’ll learn about what motivates you and what you could bring to the team.

Step Three

Interview with a hiring manager

Ready to dig into the details?This second interview will be held with your future manager and will focus on the specifics of the job.Together you’ll delve into your unique skills and experiences and how they could be relevant at On. It's also a time to assess how you might feel working side-by-side. Bring any questions you have about the job, the team or anything else you might like to know – this is an open forum.

Step Four

The Case Study

What's your style?This task will help us understand how you think, face a challenge and give insight into your novel ideas.Designed to give everyone their best shot, your case study is based on something you might typically experience on the job.This is your chance to show us what you’ve got. So express yourself. Be you.

Step Five

The Experience Day

Your first taste of the Oniverse.This is a time to meet some of the people you'll be working closest with.In person or virtually, you'll get a feel for the day-to-day at On and the people who make it happen. You'll chat with a few potential teammates - the conversations will be as equally driven by the role and your experience as by our values.We believe how you do things is just as important as what you do.

Step Six

The Result

Are we a good fit?We’ll get together internally to share our feedback and decide if we’re a match. We know that job searching is a big time investment, so it’s not a decision we take lightly.It’s also time for you to reflect on the experience – are we the right place for you?No matter the outcome, we’ll give you meaningful feedback.

Step One:

It starts with you...

You'll start by submitting your application to a specific role.

We try to keep this step as simple as possible. We do get a lot of applications, but we review them all. We ask that you allow around 14 days for us to come back to you with a response. If you are a good fit to the role, someone will follow up with you within that window. If you didn't receive a reply, or were unsuccessful this time around, we encourage you to look for other possible matches at On.