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:

• Bachelor’s degree in Business or a related field

• 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

Your Team

The LATAM team is responsible for developing On across one of the fastest-growing regions globally. The region operates through a mix of distributor-led and direct markets, with significant expansion across wholesale, retail, and e-commerce.

You will lead a dedicated team focused on distributor markets, playing a critical role in accelerating growth, strengthening partnerships, and elevating the brand across LATAM.