Head of US Key Accounts, Department Stores

In Short: 

As the Head of Key Accounts, US Department Store, you will define and drive the commercial growth strategy across our premium department store channel within the US. Reporting to the Director of Key Accounts on the Key Accounts team, you will maximize commercial execution, own channel P&L performance, and build enduring retail partnerships that elevate our brand presence across the region. You will lead the team to deliver unforgettable consumer experiences that accelerate commercial success and safeguard our premium positioning.

 

Your Mission:

• Define and execute the long-range commercial strategy for the department store channel to power brand elevation and sustainable margin capture
• Coach, mentor, and develop a team, fostering an environment of accountability and continuous personal growth
• Own the channel P&L, managing commercial budgets, sales forecasting, and profitability metrics to meet and exceed growth targets
• Build and nurture deep, trust-based relationships with key retail executives, ensuring alignment between partner strategies and our premium brand positioning
• Anticipate market trends and consumer shifts across department stores, integrating these insights into proactive account strategy adjustments
• Establish high standards of operational excellence across all retail touchpoints, resolving channel conflicts and optimizing cross-functional execution
• Develop and lead joint business plans with strategic retail partners, aligning long-term growth initiatives, commercial objectives, and brand priorities.
• Partner closely with Planning, Supply Chain, Finance, Product, and Marketing teams to ensure seamless execution of seasonal launches and commercial priorities.
• Drive disciplined performance management through regular business reviews, KPI reporting, and action plans that maximize sell-through, productivity, and profitability.
• Champion premium in-store execution, visual merchandising standards, and elevated consumer experiences across the department store network.
• Represent the voice of the customer internally, influencing product, merchandising, and go-to-market decisions through actionable retail insights.
• Lead organizational change across the channel, driving adoption of new commercial initiatives, tools, and ways of working

 

Your Story:

• You bring 10+ years of experience in retail sales, account management, or commercial buying roles within a premium product-led brand environment
• You have 6+ years of direct people leadership experience, with a proven track record of scaling teams, managing complex cross-functional stakeholders, and driving regional commercial breadth
• Deep understanding of the department store matrix landscape, including localized distribution strategies, SKU optimization, and gross margin protection
• Demonstrated experience constructing clear, strategic visions rooted in financial data and market analysis to navigate incomplete information
• Exceptional communication skills with the ability to articulate visionary concepts and influence complex external retail organizations
• Willingness to travel up to 50% of the time across the region to partner with key accounts and support field execution

 

Meet the team:

At On, we start and finish as a team. The US Key Accounts team is dedicated to bringing our Swiss-engineered innovation to life across premium retail environments. We partner closely with the industry's most respected retailers, blending rigorous data analysis with creative brand storytelling to elevate On's presence. Grounded in trust, collaboration, and a shared pursuit of excellence, we work to deliver an unforgettable premium consumer experience that delivers the "wow" factor of tomorrow.