On - Senior Lead – Key Accounts (Sporting Goods & Distribution) - Milan

Team for Career Site

Sales

In short

Welcome to On! We’re one of the world’s fastest growing premium sports brands and are looking for a Key Account Manager Italy, to support the acceleration of the brand in the Italian Sporting Goods market.

On is revolutionizing performance-driven products in footwear, apparel, and accessories by launching cutting-edge innovations, with a firm commitment to sustainability and social impact.
As part of our journey toward becoming the most impactful sportswear brand globally, On is strengthening its presence in the Italy market and looking for a passionate KAM to connect us with the most relevant performance-focused sporting goods retailers. You’ll play a key role in developing our brand presence in categories such as running, trail, outdoor, tennis and fitness — whilst continuing to develop lifestyle or as we call it Performance All Day (PAD).

You will report to the Head of Sales Italy and work cross-functionally with internal and regional teams to manage strategic sporting goods accounts, including those currently handled through distribution partnerships.

Your mission

– Manage and grow relationships with key sporting goods accounts in Italy
– Lead the commercial partnership with our distribution partner, including indirect key account management and long-tail account coverage.
– Support seasonal strategy: customer segmentation, distribution tiering, agents’ briefings, and sell-in planning.
– Lead the forecasting process, targets alignment, and order management in coordination with Sales Ops and Finance teams.
– Own all commercial discussions including contractual topics, legal alignment, and account profitability.
– Coordinate with Product, Marketing, and Merchandising to provide sell-out driven product assortments, training, and brand storytelling.
– Align local initiatives with regional EMEA strategy and ensure timely execution of joint business plans.
– Monitor sales KPIs, market dynamics, competitor activity, and customer feedback to identify growth opportunities.
– 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 story

– Typically 3–5 years of experience in a Key Account Management or strategic sales role, ideally in the sporting goods or performance footwear/apparel industry.
– Experience in distributor management and an understanding of the dynamics between direct and indirect sales channels.
– Strong commercial acumen, with a data-driven mindset and ability to lead account planning, forecasting, and sell-in/sell-out growth strategies.
– Knowledge of the Italian sporting goods landscape, with an understanding of market-specific trends and consumer behaviors.
– Passion for sport and movement — whether you’re a runner, hiker, or tennis enthusiast, this industry speaks your language.
– Excellent communication, negotiation, and presentation skills.
– Comfortable working cross-functionally and collaboratively in a fast-paced environment.
– Self-motivated, proactive, structured, and capable of working independently with a strong sense of ownership.
– Proficient in Excel and PowerPoint; experience with sales tools and dashboards is a plus.
– Fluent or C1+ level in Italian and English is a must (written and spoken) due to the regional nature of accounts and English is On’s shared professional language. Additional languages are a plus.
– Within proximity to Milan; available to travel frequently across Italy and occasionally within Europe.
– This role requires frequent travel within the region. A valid Type B driver’s license and ability to drive are essential to fulfill job responsibilities. Reasonable accommodations will be considered in accordance with applicable laws.
– You embody On’s spirits. Check out our career page for more on these!

Meet the team

We are the EMEA South sales team at On. Our mission? To drive growth and establish On’s market presence. We work passionately; forging partnerships and delivering innovative performance and lifestyle products. Inspired by athletes we are driven to do better. Always looking for new ways to support our customers in their journey to achieve their personal best.

As Senior Lead – Key Accounts, Italy you’ll be the bridge between On’s internal commercial teams and our B2B partners. You’ll support the growth of the brand within some of the country’s most important sports retail banners, strategically managing existing business and identifying new opportunities in the performance space.

You’ll collaborate closely with the Head of Sales Italy and cross-functional teams to ensure we build strong, data-informed, and future-proof partnerships with key retailers across the Italy sporting goods ecosystem.