VP of Sales - Amazon at Mattel — El Segundo, CA

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

How We Work:

• 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:

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