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Head of Sales for Distributors, Latin America & Caribbean
Location:New York City
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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.
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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
About the Team
We are the Distributor Latin America sales team, driving On's premium growth engine by pioneering strategic partnerships with best-in-class Distributors across the Latin American Market. Our mission goes beyond transactions; we are trusted commercial co-creators who translate global strategy into exceptional local execution, ensuring premium sell-through and brand elevation at every touchpoint. We operate with the Explorer Spirit, taking ownership, embracing data-informed decisions, and building a culture where candid communication and mutual respect fuel our collective success. We foster an environment that champions continuous learning and holistic well-being, supporting each member to Build The Better You.
About the Team video
Meina
Senior Director, Commercial
What we offer
On is a place that is centered around growth and progress. We offer an environment designed to give people the tools to develop holistically – to stay active, to learn, explore and innovate. Our distinctive approach combines a supportive, team-oriented atmosphere, with access to personal self-care for both physical and mental well-being, so each person is led by purpose.
Typical cash compensation range for this position inclusive of base + bonus: 220,000 - 260,000. Individual compensation packages are based on various factors unique to each candidate including experience, industry knowledge, qualifications, skill set, and location. Certain roles may be eligible for equity compensation in addition to cash compensation. At On we understand cash compensation is just one piece of your total rewards package.
In addition to cash compensation, On offers a competitive benefits package including medical, dental, and vision benefits, along with a industry leading PTO package, and competitive 401k program. Additional perks and benefits include: 11 paid US holidays, corporate office closure between Christmas and New Year, and a plethora of product perks!
On is an Equal Opportunity Employer. We are committed to creating a work environment that is fair and inclusive, where all decisions related to recruitment, advancement, and retention are free of discrimination. We are requesting that you provide sensitive demographic information such as gender identity and race/ethnicity to help us ensure that we are creating equitable and fair experiences for all potential future team members. You are not required to provide this demographic information and this information will in no way impact your eligibility for hire.
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.