On - Senior Lead – Digital Marketplaces, EMEA - London

Team for Career Site

Ecommerce

In short

Due to the rapid acceleration of our Direct-to-Consumer (DTC) business across EMEA, we’re seeking an ambitious, high-impact Senior Lead of Digital Marketplaces to join our expanding team. In this pivotal role, you will own the strategy and performance of our digital marketplace channels across the region— driving significant revenue growth through bold, data-driven sales initiatives.

You’ll be at the forefront of scaling our marketplace presence: unlocking new customer segments, accelerating sales performance, and maximizing profitability across our live and emerging platforms. If you thrive on building momentum, spotting growth opportunities, and turning strategy into measurable results, this role offers the chance to shape the future of our DTC marketplace success in EMEA.

Your mission

– Strategic Direction: Chart the course and set a strategic direction for EMEA Marketplaces ensuring strategic plans align seamlessly with On’s broader interests and needs, and simplifying complexity for effective management. Build out 3-year growth plans across all marketplaces, understanding the broader direction and opportunity tied to each account with On’s long range strategy in mind
– Commercial Leadership: Own and deliver the Marketplace sales performance, driving revenue growth, expanding market share, and maximizing profitability across footwear, apparel, and accessories. Laser focused on optimising sales, day-to-day trading and profitability
– People Leadership: Build and grow the marketplace team, fostering a positive and collaborative team environment, encouraging knowledge sharing, open communication, and continuous learning
– Account Partnership: Create, establish, and nurture a strong relationship with the most important EMEA Marketplaces, proactively leading co-created strategic account planning processes that develop a mutual understanding of the consumer and deliver performance objectives, unit/financial targets, and strategic initiatives across a multi-year period. Monitor marketplace consumer trends and competitor activities to identify opportunities for growth within existing platforms
– Brand Activation: Provide commercial direction and input into brand activation planning, ensuring global and regional strategies are executed in ways that deliver against both brand and commercial priorities. Champion premium placement, visibility, and storytelling across key consumer touchpoints
– Cross-Functional Integration: Collaborate with internal teams, including marketing, buying, operations and demand planning to ensure seamless execution of sales strategies and campaigns
– Performance Management: Drive a culture of data-informed decisions by overseeing reporting frameworks, maintaining forecasting accuracy, and leading the team to analyze consumer demand, category trends, and competitor activities to identify growth opportunities and optimize the assortment
– Operational Excellence: Design and optimize sales planning processes, commercial negotiations, and partner support structures, ensuring Account Services and operational workflows are best-in-class to drive efficiency and a “WOW” experience for the partner

Your story

– Experience & Track Record: You bring 8+ years of experience in a senior commercial or sales leadership role, preferably within the premium sports, lifestyle, or fast-paced consumer industries. You have a proven track record for strategically managing large enterprise accounts and delivering sustainable revenue, margin, and brand partnership growth
– Senior Leadership: You have an executive mindset, with autonomous capability, possessing strong business acumen and a strategic, analytical, and problem-solving mindset. You are adept at driving high-level decisions and acting as a final decision maker on complex sub-function level topics
– Digital Marketplace Expertise: You have a deep understanding of digital customer behavior, product lifecycle, market trends and how seasonality can impact product portfolio efficiency. You have practical and functional experience specific to EMEA digital marketplaces, such as Zalando, About You, Farfetch and ASOS and understand how to drive sales and build brands through their proprietary functionality
– Advanced Commercial Acumen: You have deep expertise in category management, account development, and driving strategic negotiations, with an innate ability to anticipate consumer trends and opportunities for growth. You are comfortable with relevant retail and financial KPIs and leverage data to drive cases with internal and external partners
– Influential Communication: You possess exceptional Storytelling skills, creating memorable and impactful narratives, and adapting your style to be captivating and leading to clear insights across all levels of the organization. You are highly skilled in navigating Difficult Conversations, remaining calm and supportive in challenging situations
– Cross-Functional Leadership: You excel at Cross-Functional/Cultural Leadership , building relationships across different functions and regions, and intuitively finding similarities and common ground while recognizing and embracing cultural differences as a source of innovation and creativity. You are skilled at simplifying complex situations and prioritizing critical work
– Talent Development: You are focused on developing the potential of others through Mentoring, empowerment, and providing growth opportunities, actively creating a pipeline of future leaders. You lead by modeling the On behaviors and Spirits
– Operational Savviness: You are process savvy, understand the business requirements of digital retail partners, and possess expertise in sales planning, commercial negotiation and performance optimization

Meet the team

As you might expect from a sportswear brand, the Digital team at On is a fast-paced place to be. This team of interdisciplinary all-stars are used to rapid turnaround times and ambitious targets. This is the team responsible for creating winning digital products and campaigns that run the length of the purchase funnel. The shared goal? Efficient growth at high speed – what else?