VP of Sales - Amazon

Mattel•El Segundo, CA

20h•$270,000 - $335,000•Onsite

About The Position

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 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.

Requirements

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

Responsibilities

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.
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.
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.
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.
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.
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.