Key Account Representative - Amazon Go-to-Market

Company Description

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.

Job Description

About the Role

We’re looking for a dynamic, commercially minded Go-to-Market team member to shape the future of our Amazon business within the EU10 cluster. This pivotal role sits at the intersection of sales, category management, and marketing—driving performance through strategic planning, flawless execution, and deep collaboration across local and regional teams.

As being part of Go-to-Market Amazon team, you’ll define the category strategy, and execute the full commercial plan from forecast to activation.

You’ll be the voice of Amazon within our organization—representing the account in cross-functional forums and ensuring alignment between country, regional, and global strategies.

This role will be responsible for Other Dolls portfolio on EU10 level and will support Spain Local Business as part of Spain sales team.

Key Responsibilities

Category Leadership:

Develop and implement category strategy for Amazon in line with business unit priorities, growth ambitions, and shopper insights.

Performance Management:

Lead category performance reviews, analyse results, and proactively course-correct to deliver KPIs specific to Amazon. Deliver category performance presentations to Amazon on quarterly basis.

Forecasting & Planning:

Build and own POS forecasts, ensuring commercial accuracy and agility in line with market trends and operational dynamics, keeping shopper at the core.

Commercial Excellence:

Define deal selections and oversee promo mechanics to drive category penetration and profitability.

Cross-Functional Collaboration:

Partner closely with Regional Marketing, Local Key Account Managers, and Brand Managers to ensure cohesive execution and optimal visibility. Partner with Sales Forecaster and Demand Planner to frame commercial planning.

Media & Activation:

Own media selection, working hand-in-hand with the media and eCommerce marketing teams to maximize ROI.

Representation & Stakeholder Management:

Represent the Amazon team in regional and local business reviews, ensuring the voice of the customer and data-driven insights inform strategic decisions.

Process & Governance:

Lead processes for Amazon, ensuring compliance, operational excellence, and business continuity across functions.

Qualifications

About You

• Proven experience at least 3 years in Sales, Category Management, or Marketing roles within FMCG, retail, or eCommerce.
• Deep understanding or eager to learn Amazon commercial levers, digital retail dynamics, and eCommerce analytics.
• Strong analytical, planning, and influencing skills with the ability to navigate complex stakeholder networks.
• A strategic thinker with a bias for action and a hands-on approach to execution.
• Fluent in English.

Why This Role Matters

This is a high-impact, dual-focused position combining country-level account responsibility with category leadership. You’ll play a key role in shaping the future growth of our Amazon business and driving excellence across the EU10 region.

If you’re energized by data-driven decision-making, thrive in a matrixed environment, and want to make a measurable impact on one of the most dynamic retail platforms in the world—this role is for you.

Additional Information

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.

Our Approach to Flexible Work:

We embrace a flexible work model designed to empower a culture of growth, optimism, and wellbeing, where every employee can reach their full potential. Combining purposeful in-person collaboration with flexibility, our focus is to optimize performance and drive connection for moments that matter.

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.