Senior Lead - Key Accounts

Summary

As Senior Lead - Key Accounts, you will be responsible for driving sales growth and mutual profitability with our key Strategic Accounts partners. You will act as a strategic commercial leader, cultivating strong and positive relationships to ensure maximum performance, brand presence, and sell-through across the account portfolio (offline and online). Reporting to the Head of Sales Brazil, you will use data and commercial vision to maximize return on investment and consolidate On's premium positioning in the market.

Your Mission

Vision and Strategy: Create, share, and execute a long-term vision for the market and the business, balancing annual goals with the future strategy of the brand.

Market Opportunities: Utilize your industry experience to stay ahead of market trends, competitor activities, and consumer preferences, proactively identifying and recommending new opportunities for growth and expansion of the On brand.

Integrated Management: Manage not only the key account(s) under your responsibility but also ensure an aligned and integrated vision of all strategic accounts, including online and offline initiatives.

Commercial Management: Strategically take ownership of the relationship and commercial plan for key accounts, translating On's global vision into successful regional sales execution, with deep experience in online and offline channels.

Cross-functional Collaboration: Lead strategic communication and collaboration with Marketing, Operations, E-commerce, and Finance, ensuring a holistic approach to partner service and overall business health.

Brand Presence: Promote brand recognition by developing and supporting the physical (in-store) and digital execution of product launches, special events, and integrated storytelling with partners.

Data-Driven Decision Making: Use data and analytical reports to make informed decisions, guiding the management of annual sales plans, driving sell-in and sell-out, and optimizing product assortment and merchandising.

E-commerce Excellence: Demonstrate mastery of the e-commerce channel, understanding its unique dynamics and leveraging digital trends to leverage key account growth and excellence in the digital shelf.

Strategic Partnerships: Build and maintain solid, value-based relationships with partners through an insight-oriented approach, proactively identifying and securing new commercial opportunities for sustainable growth.

Customer Advocacy: Conduct internal and external discussions regarding accounts, deeply understanding the requirements of key customers and effectively advocating for them to relevant areas within On, such as Product and Marketing.

Planning and Forecasting: Execute bottom-up distribution planning and regular forecasts by category (footwear, apparel, and accessories) and by channel, ensuring inventory health and sales performance.

Commercial Presentations: Prepare and deliver persuasive, data-driven sales presentations to partners, clearly articulating the commercial and brand value of proposed strategies and investments.

Competitive Analysis: Perform in-depth market analyses to guide product and channel strategies, staying ahead of industry trends and competitor practices.

Your Trajectory

10+ years of experience in sales, buying, merchandising, or commercial planning roles, with solid proven experience in online and offline environments at global premium or performance-oriented retailers, managing key accounts or wholesale channels.

Previous experience managing premium national or global accounts and a proven track record in partner management, strategically strengthening these accounts and anticipating complex customer needs.

Extensive experience working with Key Accounts, with proven ability to understand complex business requirements and conduct strategic planning.

Advanced mastery of retail math and analytical methods to forecast, plan, and solve complex problems with a data-driven approach.

Data analysis specialist, capable of proactively transforming data into strategic insights to guide critical business decisions.

Expertise in the sportswear and performance industry, including deep knowledge of consumer preferences, emerging technologies, and critical market dynamics.

Proven autonomy in defining priorities, anticipating underlying problems, and agile delivery of solutions for new, complex, and cross-functional commercial challenges.

Fluent English (advanced/proficient) and availability to travel approximately 20% of the time.

Fluency in Spanish will be considered a differentiator.