Senior Lead - Key Accounts, Italy
Milan
AT A GLANCE
Welcome to On! We are one of the world's fastest-growing premium sportswear brands, driven by innovation, design excellence and a relentless commitment to performance. From running to outdoor, training and tennis, On continues to redefine the future of sport while building a global brand that inspires movement.
As we accelerate our growth in Italy, we are looking for a Key Account Manager to lead some of our most important retail partnerships and strengthen On's position across both the performance and lifestyle landscape.
This role sits at the intersection of sport, business and culture and you will be responsible for managing and developing strategic relationships with key retail partners. Success in this role requires deep credibility within performance sports – particularly running – combined with a strong understanding of consumer trends, lifestyle retail and sneaker culture.
You will play a critical role in shaping how consumers experience the On brand across Italy's most influential sporting goods and lifestyle retailers, driving sustainable growth while protecting and elevating our premium brand positioning.
Reporting directly to the Head of Sales Italy, you will work closely with local and EMEA cross-functional teams to deliver best-in-class commercial execution, exceptional consumer experiences and long-term strategic partnerships.
YOUR TEAM
Imagine working in a team where a passion for people and a commitment to movement come first. At On, you’ll join a community of athletes, sports lovers, and innovation-driven individuals who aren’t afraid to think differently and move fast.
As Strategic Key Account Manager Italy, you will act as the commercial leader for a portfolio of strategically important accounts, working cross-functionally with Sales, Marketing, Merchandising, Product, Retail Marketing, Demand Planning and Finance teams.
You will be a key voice within the Italian organization, helping shape distribution strategy, identify growth opportunities and ensure that On remains one of the most desirable brands within both the performance and lifestyle channels.
YOUR MISSION
- Manage and grow relationships with key sporting goods accounts in Italy
- Build strong relationships with senior stakeholders and category decision-makers, becoming a trusted strategic partner for your accounts.
- Drive sustainable sell-in and sell-out growth while ensuring alignment with On's premium brand positioning and distribution strategy.
- Lead all seasonal commercial activities, including account planning, assortment strategy, forecasting, target setting and sell-in execution.
- Identify opportunities to accelerate On's performance categories, with a particular focus on Running, while supporting strategic growth initiatives within Lifestyle and Sneaker channels.
- Develop and execute Joint Business Plans that create long-term value for both On and its retail partners.
- Partner with Merchandising and Product teams to deliver consumer-relevant assortments tailored to each retail environment and consumer profile.
- Collaborate with Marketing and Retail Marketing teams to maximize brand visibility, consumer engagement and retail excellence across all touchpoints.
- Own commercial negotiations, trading terms and contractual discussions while ensuring profitable and sustainable business growth.
- Monitor market trends, competitor activity and consumer behavior to identify opportunities and inform strategic decision-making.
- Ensure best-in-class execution across product launches, in-store activations, staff training and seasonal initiatives.
- Protect the integrity and premium positioning of the On brand across all assigned accounts and distribution channels.
- Work closely with EMEA stakeholders to ensure local execution aligns with broader regional and global business objectives.Support initiatives aimed at protecting brand integrity and actions to prevent unauthorized reselling to non-approved customers or channels.
- Ensure regular alignment with On's internal teams to deliver best-in-class service and strengthen our brand's presence at retail.
YOUR PROFILE
- 5+ years of successful experience in Key Account Management, Strategic Sales or Commercial Leadership roles within sporting goods, footwear, apparel or premium consumer brands.
- Proven track record managing large retail groups and national key accounts.
- Strong understanding of the Italian sporting goods retail landscape and its major market players.
- Deep expertise and credibility within performance sports, particularly running.
- Good understanding of lifestyle retail, sneaker culture and evolving consumer trends.
- Strong commercial acumen with demonstrated experience in forecasting, business planning, negotiations and profitable growth management.
- Strategic mindset combined with a hands-on approach and strong execution capabilities.
- Excellent analytical skills with the ability to translate data into actionable business opportunities.
- Outstanding communication, presentation and stakeholder management skills.
- Ability to influence both internally and externally across multiple levels of seniority.
- Highly collaborative and comfortable working within a fast-paced, entrepreneurial and international environment.
- Self-motivated, proactive and accountable, with a strong sense of ownership.
- Advanced proficiency in Excel, PowerPoint and commercial planning tools.
- Fluent in Italian and English, both written and spoken.
- Based in Northern Italy, preferably in the Milan area, with availability for frequent travel across Italy and occasional travel within Europe.
- Valid Type B driving licence.
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