VP of Sales - Amazon

CREATIVITY IS OUR SUPERPOWER. It’s our heritage and it’s also our future. Because we don’t just make toys. We create innovative products and experiences that inspire fans, entertain audiences and develop children through play. Mattel is at its best when every member of our team feels respected, included, and heard—when everyone can show up as themselves and do their best work every day. We value and share an infinite range of ideas and voices that evolve and broaden our perspectives with a reach that extends into all our brands, partners, and suppliers.

The Team:

Mattel, Inc., a leading global play and family entertainment company, is seeking a Vice President, Sales & Account Management to drive profitability with our largest ecommerce customer in the US Commercial market.  This is an opportunity to represent the most iconic toy brands in the industry while working with the top ecommerce account in the US.

The VP will have direct responsibility over the Sales and Sales Planning & Analytics teams with extended leadership to the entire Customer Business Team – Ecommerce Marketing, Amazon analytics, Sales Finance and the Global Amazon Council within Mattel.  This leader will have the opportunity to shape our go-to-market strategy with Amazon US, define success for the Commercial organization, and influence the strategic vision and approach for the account, globally.  The VP will be accountable for strategic management of the US business, including the US P&L, execution of plans to drive sustainable revenue, margin growth and profit objectives for the account. 

The Opportunity: 

The Vice President of Sales & Account Management will be part of the executive leadership team (ELT) within the US Commercial organization and report to the SVP US Commercial.  This role will partner with the ELT on account segmentation and decisions to support the US achieve annual goals.

The position will be based at Mattel Headquarters in El Segundo, CA.

What Your Impact Will Be: 

Strategic Leadership

• Develop and execute a comprehensive Amazon growth strategy aligned with company objectives and category priorities.
• Establish long-term business plans to drive sustainable revenue, profit, and market share growth.
• Lead annual and multi-year Joint Business Planning (JBP) processes with Amazon leadership.
• Identify emerging marketplace opportunities, competitive threats, and industry trends to inform strategic decision-making.
• Champion innovation and digital transformation initiatives to enhance the customer experience and drive conversion.

Revenue & Profitability Management

• Own Amazon P&L performance, including revenue, gross margin, operating income, and return on investment.
• Deliver annual sales targets and profitability objectives.
• Manage pricing, promotions, trade investments, and assortment strategies to optimize financial performance.
• Drive category leadership and share growth across key product portfolios.

Customer Relationship Management

• Build and maintain senior-level relationships with Amazon executives and key stakeholders.
• Negotiate annual agreements, business terms, promotional investments, and strategic initiatives.
• Serve as the executive sponsor for the Amazon account, ensuring alignment between both organizations.

eCommerce Excellence

• Lead marketplace optimization efforts including content quality, search visibility, ratings and reviews, digital shelf performance, and conversion enhancement.
• Partner with Retail Media teams to maximize effectiveness of Amazon Advertising, DSP, Sponsored Products, and emerging media opportunities.
• Leverage analytics and consumer insights to drive data-informed business decisions.
• Monitor KPIs related to traffic, conversion, share of voice, inventory health, profitability, and customer engagement.

Cross-Functional Leadership

• Collaborate closely with Marketing, Brand Management, Finance, Demand Planning, Supply Chain, and Product Development teams to deliver integrated growth plans.
• Ensure inventory availability and forecasting accuracy to support demand fluctuations and key seasonal events.
• Influence product launch strategies and commercialization plans for new product introductions.
• Partner with international teams to share best practices and scale successful initiatives globally.

Team Leadership & Development

• Build, lead, and develop a high-performing Amazon sales organization.
• Foster a culture of accountability, collaboration, innovation, and continuous improvement.
• Coach and mentor leaders and team members to strengthen organizational capabilities.
• Establish performance metrics and succession planning for critical roles.

What We’re Looking For:

• The ideal candidate will be an experienced strategic Amazon marketplace and e-commerce leader with a proven track record of success on Amazon within large profitable CPG brands
• Experience building and leading a multi-million-dollar P&L for an Amazon business
• Experience in retail media strategy, specifically with the Amazon platform, to drive consumer conversion and maximize sales performance
• Advanced knowledge in search engine optimization (SEO), utilizing best practices to enhance online visibility and drive organic traffic
• Possess a deep understanding of the competitive landscape and marketplace, enabling informed decision-making on in-year strategies and identifying future business opportunities
• Deep understanding of logistics and supply chain optimization to streamline operations and drive impactful results
• Analytical horsepower with ability to use data to drive business decisions/recommendations
• Proactive and solution-oriented, comfortable taking calculated risks
• Ability to exert personal influence, build relationships with the account, and collaborate effectively with functional teams and other key internal / external stakeholders
• Demonstrate a proven ability to present account strategies to the C-Suite, exuding confidence as an expert in the platform to achieve business goals
• Ability to make consistently sound judgments with an enterprise mindset
• Goal oriented & highly strategic
• Ability to sort out distractions which might inhibit achievement of objectives
• E-Commerce or Marketing Strategy experience
• Minimum 14+ years’ related sales experience in consumer-packaged goods, toys, entertainment, or ecommerce channels

*The pay range is indicative of projected hiring range, however base pay will be determined based on a candidate’s work location, skills and experience. Mattel offers competitive total pay programs, comprehensive benefits, and resources to help empower a culture where every employee can reach their full potential. 

Don’t meet every single requirement? At Mattel, we are dedicated to an inclusive workplace and a culture of belonging. If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we still encourage you to apply. You may be just the right candidate for this or other roles. Join Mattel's Talent Community and start receiving exciting updates about our company, our employees, and our culture. Also, interested in signing up for job alerts? Do so here!

How We Work:
We are a purpose driven company aiming to empower generations to explore the wonder of childhood and reach their full potential. We live up to our purpose employing the following behaviors:

• We collaborate: Being a part of Mattel means being part of one team with shared values and common goals. Every person counts and working closely together always brings better results. Partnership is our process and our collective capabilities is our superpower.
• We innovate: At Mattel we always aim to find new and better ways to create innovative products and experiences. No matter where you work in the organization, you can always make a difference and have real impact. We welcome new ideas and value new initiatives that challenge conventional thinking.
• We execute: We are a performance-driven company. We strive for excellence and are focused on pursuing best-in-class outcomes. We believe in accountability and ownership and know that our people are at their best when they are empowered to create and deliver results.

Who We Are:
Mattel is a leading global toy and family entertainment company and owner of one of the most iconic brand portfolios in the world. We engage consumers and fans through our franchise brands, including Barbie, Hot Wheels, Fisher-Price, American Girl, Thomas & Friends, UNO, Masters of the Universe, Matchbox, Monster High, MEGA and Polly Pocket, as well as other popular properties that we own or license in partnership with global entertainment companies. Our offerings include toys, content, consumer products, digital and live experiences. Our products are sold in collaboration with the world’s leading retail and ecommerce companies. Since its founding in 1945, Mattel is proud to be a trusted partner in empowering generations to explore the wonder of childhood and reach their full potential.

Mattel’s award-winning workplace culture has been recognized by Forbes, Fast Company, Newsweek, Great Place to Work, TIME, and more.

Visit us at https://jobs.mattel.com/ and www.instagram.com/MattelCareers.

Mattel is an Equal Opportunity Employer where we want you to bring your authentic self to work every day. We welcome all job seekers, and all applicants will receive consideration for employment without regard to race, ethnicity, color, national origin, religion, sex, gender, gender identity or expression, sexual orientation, veteran and protected veteran status, disability status, and or any other basis protected by applicable federal, state or local law.

Pursuant to the Los Angeles Fair Chance Ordinance and the California Fair Chance Act, qualified applicants with arrest or conviction records will be considered for employment.

Videos to watch:
The Culture at Mattel
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