Onrunning
Senior Lead - Sales Distributors
Mexico City. Posted 2 months ago
The role
You will partner with the Distributor Director to implement sales, commercial, and brand strategy across distributor-led markets in Latin America and the Caribbean. You will manage commercial health, pricing, contract negotiations, inventory, and brand presentation across wholesale, e-commerce, and partner-managed retail stores.
What you will do
- Establish and execute 5-year joint business plans with distributor partners
- Formulate and manage regional pricing strategy for footwear, apparel, and accessories
- Lead commercial terms and contract negotiations with regional distributors
- Direct and optimize inventory management across wholesale, e-commerce, and retail stores
- Manage daily account operations including order books and sell-in/sell-out tracking
- Support the deployment of the LATAM & CAC commercial strategy
- Drive category-level forecasting and distribution planning
- Conduct market, competitor, and distributor performance analyses
- Collaborate with marketing and retail teams to elevate brand awareness
- Act as a connector between distributors and internal functional partners
Required qualifications
- 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
- Expertise in contract negotiation and managing complex commercial agreements
- Experience in shaping and executing retail pricing strategies across multiple international territories
- Track record of managing multi-channel operations
- Experience designing and implementing multi-year strategic joint business plans
- Ability to leverage data for commercial insights and inventory optimization
- Fully fluent in both English and Spanish (written and spoken)
About the company
On LATAM is a collaborative, fast-moving group focused on pioneering brand growth in dynamic markets. They operate with the Explorer Spirit, embracing ownership, open communication, and mutual respect.