Head Of Sales For Distributors, Latin America & Caribbean

In short

We are excited to offer the position of Head of Sales for Distributors (LATAM) to an entrepreneurial and strategic leader ready to shape the next phase of growth across Latin America and the Caribbean. In close partnership with the LATAM leadership team and our distribution partners, you will own the performance, development, and evolution of our distributor-led markets. From long-term market strategy to in-season execution, you will act as a true business owner—bringing our mission to life: ignite the human spirit through movement. This role requires a unique combination of commercial rigor, cultural fluency, and the ability to operate in a fast-scaling, matrixed environment.

Your Mission

• Own the business. Lead the commercial performance and long-term development of distributor-led markets across LATAM, including Central America & Caribbean, Venezuela, Colombia, Ecuador, Peru, Paraguay, Uruguay, Bolivia, Chile, and Argentina.
• Drive strategic planning & execution. Lead multi-year (3–5 year), annual, and seasonal planning cycles. Translate market insights and sell-out performance into actionable strategies that balance short-term execution with long-term growth.
• Negotiations. Own and lead key commercial negotiations with distribution partners, including contract structuring, renewals, and evolution of partnership models to support On’s long-term strategy.
• Shape the go-to-market strategy. Define how we win in each market—across channels, consumer segments, and product categories. Ensure we are reaching the right consumers with the right product, in the right environments.
• Elevate the brand across channels. Drive a holistic, head-to-toe approach across footwear, apparel, and accessories, ensuring consistent and premium brand expression across wholesale.
• Lead omnichannel evolution. Partner with distribution partners and internal teams to expand and optimize Direct-to-Consumer (DTC) capabilities, unlocking new growth opportunities while strengthening brand control.
• Own partner performance & portfolio strategy. Manage and continuously evaluate the distributor portfolio, identifying opportunities to elevate capabilities, deepen partnerships, or evolve the model over time.
• Drive cross-functional collaboration. Align Sales, Marketing, Operations, and Finance to ensure seamless execution. Serve as the primary point of contact for distribution partners, anticipating needs and driving cross-functional solutions
• Build and inspire teams. Lead and develop a high-performing team, fostering a culture of ownership, accountability, and continuous growth aligned with On’s values.

Your story

• 8+ years of experience in commercial, sales, or general management roles, with strong exposure to distributor-led models in LATAM
• Proven track record of driving growth in complex, multi-market environments
• Strong leadership experience, with the ability to build, develop, and inspire diverse teams
• Excellent communicator with high cultural awareness; able to influence stakeholders across geographies and functions
• Strategic and data-driven mindset, with the ability to translate insights into action
• Entrepreneurial spirit—you are comfortable building, evolving, and challenging the status quo
• Experience in the sportswear, fashion, or consumer goods industry, ideally across wholesale, retail, and e-commerce channels
• Fluent in Spanish and English; able to connect authentically with Latin American consumers and partners
• Based in New York, with willingness to travel (~25%) across key markets and global hubs

What to expect

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. If you're a good fit to the role, a recruiter will follow up with you directly. 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. If you're a good fit to the role, a recruiter will follow up with you directly. If you didn't receive a reply, or were unsuccessful this time around, we encourage you to look for other possible matches at On.