Key Account Manager

Summary

Join Mattel's Amazon EMEA team as the Direct Import (DI) Availability lead, shaping and growing our long-term partnership with Amazon. This high-impact, customer-facing role requires strategic thinking and execution to drive revenue and profitability while strengthening Mattel's online presence. You will develop and implement the DI playbook, lead negotiations, manage forecasting and delivery, and oversee operations to ensure product availability on Amazon. This flexible role can be based in any EU market where the Amazon EMEA team operates. You will collaborate with various internal and external stakeholders, including Amazon counterparts, the EMEA Amazon commercial team, Mattel global teams, and agency partners. The goal is to make Mattel the #1 Toy Retailer on Amazon.

Requirements

• University degree in Economics, Business Administration or related field (Bachelor/ Master/ Diploma) OR demonstrable relevant experience
• Seasoned experience in Consumer Goods/ Sales/Marketing with solid Key Account Management experience in a multinational Company, of which at least 2+ years have been invested in dealing with E-Commerce & Digital Marketing – preferably Amazon!
• Selling & negotiation skills in international environment, preferably acquired in a global company with high seasonality
• Understanding of online / digital metrics
• Exceptional Strategic thinking and planning abilities
• Strong analytical, problem solving and project management skills
• Highly competitive mindset & Business results oriented: ability to perform, to budget and manage forecast
• Ability to work in wide variety of projects with tight deadlines
• Ability to build relationships within a matrix business environment and handle diverse audiences
• A confident and articulate communicator capable of inspiring strong collaboration within an organization
• Proactive, positive and innovative mind
• Fast learner – ability to work in a high energy, fast paced environment
• Fluency in English

Responsibilities

• Develop and implement the DI playbook to guide long-term success
• Lead and close negotiations both externally with Amazon and internally across teams
• Work with sales forecasting, and demand planning, to ensure we source the right products
• Oversee operations to ensure we bring the number and deliver our forecasts & targets
• DI Playbook development: together with finance & supported by Sales Analysts, develop the DI Playbook to give strategic guidance to the team on key topics including, but not limited to: evaluation criteria to identify DI items, pricing strategy and profitability targets, optimal DI share, bets & deals core selection. Aspire to create a best practice for Mattel
• Pricing & cost negotiations: lead the cost price negotiations in very close collaboration with finance and leadership team, to create an aligned and approved cost price list. Ensure there are no blockers operationally at Mattel or Amazon to proceed with the orders
• JBP & execution: serve as the primary point of contact for Amazon’s Direct Import business. Manage both internal and external stakeholder relationships. Lead the submission of quote sheets, ensuring timeliness and accuracy. Jointly own the Availability pillar of the Joint Business Plan (JBP) with the Domestic Availability lead
• SOTB (shipping): based on latest business intelligence and orderbook, own DI Gross Billing performance, and call the DI SOTB number for FY / quarter / month. Own the DI inputs for the consumption model. Regularly share order information with the business to keep stakeholders, including sales management, Sales Forecaster, and finance, up-to-date
• AVN: work closely with sales and finance leads and other pillars to support AVN, provide a reliable forecast, and remain connected to Amazon counterpart to be aligned on impact calculations
• Process & timelines: partner with Amazon and internal stakeholders to align on DI process & timelines, and make sure we follow what is agreed
• DI landing / Amazon availability: collaborate within the Availability pillar to maintain a current, integrated view of DI and Domestic inbounds, and have an accurate picture of Amazon availability. Prepare and follow-up actions, and inform stakeholders

Benefits

We embrace a hybrid work model to empower a culture of growth, optimism, and wellbeing, where everyone can deliver on our shared purpose and realize their full potential. Combining purposeful in-person collaboration with tech-enabled hybrid work, our focus is to provide flexibility while enabling collaboration for moments that matter