Key Account Manager - Amazon EU

Company Description

This role is flexible in terms of location; can be based in any of the EU offices that Amazon EMEA Team operates: London (Slough), Frankfurt, Paris, Milan, Barcelona, Amsterdam (Amstelveen), Warsaw.

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, entertain 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: With the explosion of growth in eCom and Amazon, Mattel has acted quickly to win in this space by evolving our operating model, team structure and brand proposition to enable us to succeed and be partners of choice for Amazon. As a result, we have seen significant sales growth ahead of the trend in this area! The Mattel Amazon team operates as a separate Regional Team within Europe, set up in a matrix structure with dedicated Sales, Marketing, Finance, Supply Chain and HR functions, located across the region in UK, Germany, France, Italy, Spain, Netherlands, Poland, and Turkiye. In addition to managing Amazon for the region, the team also drives the strategy of marketplaces and acts as a center of excellence for all things eCom.

In line with Amazon’s expansion, we have also evolved from managing 5 European markets to 10, with Netherlands, Sweden, Poland, Belgium and Ireland launching over the past years. We have also introduced Marketing team with regional focus on Category Management and Media. This has further supported how we can partner closely with Amazon to leverage our joint strategy and solidify our strong pan-European business relationship. Over the past few years, our sales organisation has gone through a significant transformation around centralisation, and we have formed a new Regional Sales Team that manages Amazon relationships at EMEA level. In collaboration with Amazon, we’ve structured our partnership around key strategic and operational pillars, covering all EU10 markets. We always strive to challenge and re-invent our ways of operating to ensure we continue winning in the eCom space – if you’re motivated by this challenge then come and join us!

Job Description

The Opportunity: In this high-impact, customer-facing role, you will lead the Deals pillar for our Amazon EMEA team, overseeing our promo budget to lead our deals and markdown activities on Amazon, to generate incremental POS and increase our market share. As part of the Amazon Regional Sales Team, you will help shape and grow our long-term partnership with Amazon—driving both revenue and profitability while strengthening the online presence of Mattel’s iconic brands. We’re looking for a driven and ambitious SUPERSTAR to help Mattel reach its goal of being recognized as the #1 Toy Retailer on Amazon!

What Your Impact Will Be: Beyond its day-to-day responsibilities, this role is fundamentally tasked with answering the strategic question: How can we make Toys promotions more effective on Amazon? It leads the development of the Deals Playbook, manages the annual deals calendar, and drives data-led investment decisions to maximize POS and ROI. As the holder of our deals budget, it leads the planning and execution of our promotional activities, including all customer facing negotiations. Success requires strong cross-functional leadership and close collaboration with both internal teams and external partners, given the high visibility and commercial importance of this area. The ideal candidate is a curious, innovation-driven leader who continuously seeks insights from internal and external sources, embraces a test-and-learn mindset, and is committed to driving sustained business growth.

Key Tasks:

• Deals Playbook: create Deals Playbook; give in-depth strategic guidance to the Amazon team based on data and latest insights, guide where and how we should invest based on our brands, shoppers, occasions, product types, product lifecycles, or any other criteria we should consider. Aspire to create a best practice for Mattel.
• Deals Process: continuously improve and simplify the complex deals process involving several teams and spanning over a long period of time. Improve effectiveness and efficiency without sacrificing key performance metrics: POS and ROI.
• Deals Calendar: propose target deals POS and investment levels to support business growth ambitions. Create weekly deals and markdown events calendar, allocate budgets per event, align with Amazon. Manage different scenarios, flag and adjust to deviations, own relevant consumption model inputs. Justify decisions internally and externally.
• Deal Event Planning: for individual events, based on Playbook and annual plan: define targets, core and recommended items. Collaborate with other relevant internal teams. Own SOA / investment negotiations with Amazon. Work very closely with Availability pillar, proactive and reactively. Liaise with media team to ensure an aligned approach.
• Deal Event Execution: own and lead execution of deal events as per deals process, supported by other pillars if needed; closely cooperate with other internal stakeholders for top items, share timely updates, follow Playbook to maximise POS and ROI. Share post-mortem analyses and continuously improve Playbook, processes, and planning.
• Markdown: lead the markdown deal events planning and execution to address unhealthy retail inventory.

Qualifications

What We’re Looking For: 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 7+ years have been invested in dealing with E-Commerce & Digital Marketing – preferably Amazon! Prior experience in centralized Amazon structures or operations is a strong plus. Selling & negotiation skills in international environment, preferably acquired in a global company with high seasonality. Experience in managing budgets and promotional planning. 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.

Additional Information

Don’t meet every single requirement? At Mattel we are dedicated to building a diverse and inclusive workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

What It’s Like to Work Here: We are a purpose driven company aiming to empower the next generation 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.

Our Approach to Hybrid Work: 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.

Who We Are: Mattel is a leading global toy company and owner of one of the strongest catalogs of children’s and family entertainment franchises in the world. We create innovative products and experiences that inspire, entertain and develop children through play. We engage consumers through our portfolio of iconic brands, including Barbie, Hot Wheels, Fisher-Price, American Girl, Thomas & Friends, UNO and MEGA, as well as other popular intellectual properties that we own or license in partnership with global entertainment companies. Our offerings include film and television content, gaming, music and live events. We operate in 35 locations and our products are available in more than 150 countries 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 children to explore the wonder of childhood and reach their full potential. Mattel is recognized for the second year in a row as a Great Place to Work and as one of Fast Company’s Best Workplaces for Innovators in 2022.

Mattel is an Affirmative Action/Equal Opportunity Employer where we want you to bring your authentic self to work every day. We welcome all job seekers including minorities, females, veterans, individuals with disabilities, and those of all sexual orientations and gender identities.