Senior Lead - Key Accounts, Department Stores

In short

Welcome to On! One of the World’s fastest-growing premium sportswear brands.

At On, we’re redefining the future of sportswear and we’re looking for an adaptable and goal-oriented Senior Lead - Key Accounts to help us advance profitable and sustainable growth for our strategic department store partners in the Central and South regions. As part of our expanding EMEA Department Store team, you’ll play a crucial role in guiding our mission to deliver innovative products and an exceptional brand experience throughout the region.

On is disrupting the global sports footwear, apparel, and accessories market with groundbreaking technology, cutting-edge designs, and an unwavering commitment to sustainability and social impact. We're not just thinking differently – we're pushing the boundaries of what’s possible, inspiring athletes and customers alike.

As Senior Lead - Key Accounts, you will strategically manage key premium and high-end department store accounts across the Central and South regions to support On’s expansion while elevating the On brand in the eyes of the consumer. You will report directly to the Commercial / Sales Leadership team for the region.

Your Mission

• Strategic Department Store Management: Share knowledge and support to others while leading complex multi-year key account projects and channel strategies for premier and high-end department stores across the Central and South regions.
• Commercial Growth & Execution: Drive sell-in and sell-out growth, enhance customer loyalty, and maximize revenue opportunities across apparel, footwear, and accessories while securing elevated brand placement and best-in-class adjacencies.
• Strategic Negotiation & Commercial Structures: Guide complex, senior-level B2B negotiations and account discussions, managing multi-model commercial setups (concessions, shop-in-shops, wholesale, or 3rd-party operators) that maintain brand equity and long-term profitability.
• Cross-Functional Collaboration: Harness various perspectives and opinions from internal cross-functional teams (Merchandising, Marketing, Operations, Retail, and Global Strategy) to deliver seamless GTM execution, seasonal range planning, and tailored customer campaigns.
• Data-Driven Strategy & Trade-off Navigation: Utilise retail KPIs, reporting dashboards, and sell-through data to make informed decisions; foresee where issues may arise and comfortably navigate necessary trade-offs when needed to optimize account plans aligned with global objectives.
• Market Insights & Brand Elevation: Stay ahead of contemporary fashion dynamics, luxury trends, and competitor activities to bridge global strategy with local market nuances in the Central and South regions.
• Stakeholder Leadership & Mentorship: Provide direction to and support colleagues across several teams, demonstrating reliability and driving continuous improvement across accounts even through unconventional means.

Your story

• Experience: 5+ years of strategic B2B key account management experience, specifically within high-end department stores and contemporary fashion, luxury, or premium sportswear sectors.
• Department Store Expertise: Proven track record and deep understanding of the department store landscape, retail dynamics, multi-model commercial structures (concessions, shop-in-shops, wholesale), and contemporary fashion consumer trends.
• Negotiation & Influence: Demonstrated proficiency in complex B2B negotiations with high-end retail executives, backed by strong commercial acumen, financial understanding (retail math, margin management), and critical thinking skills.
• Cross-Functional & Cultural Leadership: Proven ability to build relationships across different functions and regions, understanding and valuing diverse perspectives to build consensus and effectively bridge gaps.
• Analytical & Solution-Oriented: Comfortable taking complex decisions, synthesizing sell-out data and inventory metrics to shape strategic account planning, anticipate roadblocks, and mitigate business risks.
• Communication & Presentation: Exceptional, influential communication and presentation skills, with advanced proficiency in Excel and PowerPoint.
• Mindset & Travel: Proactive and comfortable navigating ambiguity with a growth mindset. Valid driver's license and willingness to travel regularly throughout the Central and South regions as needed.