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About the Role
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 accountable for commercial health, strategic pricing, contract negotiations, inventory management, and premium brand presentation across wholesale, e-commerce, and partner-managed retail stores. Establish 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.
Responsibilities
- Establish, align, and execute comprehensive 5-year joint business plans with critical distributor partners.
- Formulate and manage the regional pricing strategy for footwear, apparel, and accessories.
- Lead commercial terms and contract negotiations with regional distributors.
- Direct and optimize inventory management across all distributor-led channels.
- Manage daily account operations, including order book management, sell-in and sell-out tracking, and optimizing product assortment.
- Support the Distributor Director in deploying the overarching LATAM & CAC commercial strategy.
- Drive category-level forecasting and bottom-up distribution planning.
- Conduct regular market, competitor, and distributor performance analyses.
- Collaborate with distributors’ marketing and retail teams to elevate On's brand awareness.
- Act as the central connector between distributors and internal functional partners.
Requirements
- 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.
- Proven experience in shaping and executing retail pricing strategies across multiple international territories.
- Track record of managing multi-channel operations, with deep understanding of retail math, inventory allocation, e-commerce dynamics, and brick-and-mortar retail KPIs.
- Proven experience designing and implementing multi-year strategic joint business plans with major commercial partners.
- An analytics expert who proactively leverages data to extract commercial insights, optimize inventory levels, evaluate commercial margins, and make informed business decisions.
- 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.
- A 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) is required.
- Open and available to travel approximately 20–30% of the time within the region.
Skills
- Sales
- Commercial Management
- Key Account Management
- Contract Negotiation
- Pricing Strategy
- Omnichannel Operations
- Strategic Planning
- Data Analysis
- Relationship Building
- Adaptability
- Spanish Fluency
- English Fluency
Location
- LATAM
- CAC
Work Type
- Full-time
- Travel required
Experience Level
- Senior
- 10+ years
Salary/Compensations
- $142,000 - $170,000
Benefits
- Medical benefits
- Dental benefits
- Vision benefits
- Industry leading PTO package
- Competitive 401k program
- 11 paid US holidays
- Corporate office closure between Christmas and New Year
- Product perks
About the Company
- 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.