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Senior Lead - Key Accounts, Department Stores

Location: London

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Sales

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.

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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. Willingness to travel regularly throughout the Central and South regions as needed.

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About the Team

We are the EMEA Department Store team at On.

Our mission? To connect On as a brand more closely with EMEA consumers through strategic relationships with key department store partners across the region. How do we do this? We innovate new ways of strategic account management and channel growth. We enhance the EMEA Sales team with cross-functional strategic account management, optimizing multi-model commercial setups across wholesale, concessions, and shop-in-shops. Inspired by athletes, we are driven to do better—always looking for new ways to support our partners in their journey to achieve their personal potential.

You’ll be joining an ambitious and growing EMEA Department Store team that is pioneering new ways of strategic account management and brand elevation. This dedication to growth and a strong team spirit are the secret of On’s success.

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Meina

Senior Director, Commercial

What sets us apart is our mindset of doing the right thing. Giving up the quick wins of today for the more meaningful, long-lasting benefits of tomorrow. True entrepreneurship means focusing on the bigger picture to make a lasting, positive impact.

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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.

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.

Build the better you

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.