Senior Lead - Key Accounts, Department Stores

On Holding
London
Workplace: OnsiteFull timeFunction: Administration & Executive AssistanceExperience: 5+ yearsSkills: ["Adaptable","Goal-oriented","Negotiation","Communication","Analytical thinking"]

Strategically manage premium and high-end department store key accounts across the Central and South regions to drive sell-in and sell-out growth for On’s apparel, footwear, and accessories. Lead complex multi-year channel projects, guide senior-level B2B negotiations, and optimize multi-model commercial structures (wholesale, concessions, shop-in-shops). Partner cross-functionally to deliver GTM execution and tailored campaigns using retail KPIs and sell-through data, while elevating the On brand in-store.

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On Holding
On Holding
3 days ago

Senior Lead - Key Accounts, Department Stores

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Job Summary

Strategically manage premium and high-end department store key accounts across the Central and South regions to drive sell-in and sell-out growth for On’s apparel, footwear, and accessories. Lead complex multi-year channel projects, guide senior-level B2B negotiations, and optimize multi-model commercial structures (wholesale, concessions, shop-in-shops). Partner cross-functionally to deliver GTM execution and tailored campaigns using retail KPIs and sell-through data, while elevating the On brand in-store.
Location: London
Workplace: Onsite
Employment Type: Full time · Permanent
Job Function: Administration & Executive Assistance
Seniority: Mid level

Key Responsibilities

  • •Lead complex multi-year key account projects and channel strategies for premier and high-end department stores across Central and South regions.
  • •Drive sell-in and sell-out growth, enhance customer loyalty, and maximize revenue opportunities while securing elevated brand placement.
  • •Guide senior-level B2B negotiations and manage multi-model commercial structures (concessions, shop-in-shops, wholesale, or 3rd-party operators).
  • •Collaborate with merchandising, marketing, operations, retail, and global strategy to deliver GTM execution, seasonal range planning, and tailored customer campaigns.
  • •Use retail KPIs, reporting dashboards, and sell-through data to make informed decisions and optimize account plans aligned with global objectives.
Travel: Medium travel

Key Requirements

  • •5+ years of strategic B2B key account management experience in high-end department stores and contemporary fashion, luxury, or premium sportswear.
  • •Deep understanding of department store retail dynamics and multi-model commercial structures (concessions, shop-in-shops, wholesale).
  • •Proficiency in complex B2B negotiations with senior retail executives, with strong commercial acumen and financial understanding (retail math, margin management).
  • •Ability to build cross-functional and cross-region relationships, valuing diverse perspectives to reach consensus.
  • •Advanced proficiency in Excel and PowerPoint; valid driver’s license and willingness to travel regularly across the Central and South regions as needed.
Experience:5+ yearsB2BKey accountsDepartment storesFashionLuxurySportswear
Skills:AdaptableGoal-orientedNegotiationCommunicationAnalytical thinking
Licenses:Driver's license
Languages:English
Tech Stack:ExcelPowerPoint

Company Brief

On Holding
Designs, manufactures, and sells performance running shoes, apparel, and accessories under the On brand. Combines Swiss engineering and innovation with lifestyle design to serve runners and athletes globally through retail and direct-to-consumer channels.
Industry: Fashion & Apparel
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Zurich, Switzerland
Founded: 2010
Glassdoor
Glassdoor: 4.0
WebsiteLinkedIn