Senior Lead - Sales Planning

In short

Reporting to the Head of Digital & Consumer China, the Senior Lead - Sales Planning is responsible for driving commercial planning, sales forecasting, inventory optimization, and financial performance across Digital channels. This role acts as a key bridge between Digital, Demand Planning, Merchandise Planning, and Finance teams, translating business objectives into actionable plans. Through forecasting, inventory management, and business analytics, the role enables sustainable growth, improves sell-through, maximizes profitability, and supports strategic decision-making across the region.

Your Mission

As a Senior Lead - Sales Planning, you are the strategic architect of commercial growth and inventory optimization across your assigned Business and channels. By bridging the gap between sales objectives and supply capabilities, you translate high-level financial ambitions into actionable, Business-specific plans. Your expertise in forecasting, market analytics, and cross-functional trading ensures we maximize commercial opportunities, drive regional profitability, and protect the brand's premium market position, directly enabling On's long-term growth and strategic vision.

Strategic Business Planning & Forecasting

Drive robust in-season and future-season forecasts in partnership with the Head of Digital Commercial to maximize revenue opportunities and minimize product liability. Define and manage seasonal Sell-through targets, Open-to-Buy (OTB) projections, and quarterly financial forecasts for the regional sales organization. Key cross-functional bridge between Digital Channels, Demand Planning, and Merch team, especially during in-season performance tracking, to optimize sell-through across channels. Driver of quarterly forecasting process and annual budgeting process with inputs across key stakeholders. Ability to have a critical assessment, while managing timelines, and preparation of communication materials. Manage Profit & Loss (P&L) contributions by establishing and validating Gross to Net (G2N) assumptions, including return and cancellation rates.

Commercial Strategy & Business Alignment

Build channel-specific sales plans that seamlessly integrate Digital objectives with On’s overarching financial and strategic targets. Connect directly with channel and cross function partners for strategic planning discussions, including pre-season and in-season planning-focused calls. Analyze year-over-year (YOY) Business performance and market insights to identify growth areas, optimize assortment plans, and drive commercial outcomes. Align seasonal assortment plans and sell-in preparation with global commercial guidelines and regional product availability.

Cross-Functional Inventory & Lifecycle Management

Partner closely with Demand Planning and Merchandise Planning teams to finalize forecasting, production needs, and go-to-market (GTM) strategies at the vertical, channel, and Business level. Lead cross-channel trading, omni interfacing, and replenishment initiatives to optimize product demand through the Integrated Business Planning (IBP) drumbeat. Drive proactive product lifecycle and inventory management, work alongside demand planning and merch teams on bringing early alert signals and actional tactics to reduce over-stock risks at end of season.

Business Intelligence & Executive Reporting

Build, optimize, and maintain advanced sales reporting, in-season business trackers, and executive dashboards to monitor Business health and seasonal progress. Routinely present strategic recommendations and key business analyses to regional leadership and executive management regarding inventory health, sell-through, and end-of-life planning. Design and distribute weekly and monthly performance reports to foster data-driven decision-making across the commercial organization. Facilitate regular monthly business reviews and commercial discussions to maintain transparency and alignment with key stakeholders.

Your story

• Deep professional experience in product planning, sales planning, merchandise planning, demand planning, buying, or other applicable commercial planning fields.

• Strong background on financial reporting, analytics, and overall P&L management mindset.

• Proven experience planning for a global retailer in sportswear, footwear, fashion, or similarly dynamic, style- and size-intensive categories with frequent product refreshes.

• High proficiency with forecasting and planning tools, including advanced MS Excel capabilities (e.g., macros, power queries), with experience creating or updating planning models.

• Strong communication and presentation skills, with a demonstrated ability to navigate cross-functional organizations, build relationships with external key partners, and adapt communication styles to diverse audiences.

• Advanced analytical capability, with a proven track record of reviewing complex trends and datasets to forecast and communicate a holistic story across product categories.

• Willingness to travel up to 10% of the time, with flexibility based on seasonal business and planning cycle needs.