Associate Key Account Manager - Export

Mattel; Alvin (TX); Hybrid; USD 53,000 - 63,000; Full time

Benefits offered by this job

Health insurance

Hybrid working set-up

Leased company car or car allowance

Employee assistance program

Job summary

Mattel seeks a strategic leader to oversee export commercial strategy across Ukraine and Moldova, partnering with distributors and customers to drive revenue, profitability, and market share. Serve as a key advisor within the PEM (Pan-European Market) organization and shape joint business planning with cross-functional leaders.

Based in a dynamic, international environment with a hybrid setup, you’ll lead negotiations, expand distribution, and deliver sustainable growth in complex markets while

Qualifications

• 5+ years of sales experience with KAM in FMCG, distributor, or export markets.
• Seling and negotiation skills in international environments.
• Bachelor’s degree in related fields.
• Strong analytical, problem-solving and project management skills.
• Strong attention to detail with a process-oriented mindset.
• Excellent prioritization, organizational, and follow-up skills.
• Results-driven with a commercial mindset and forecast management.
• Proven ability to manage multiple projects and meet deadlines.
• Comfortable in a matrix organization and cross-functional collaboration.
• Confident communicator building cross-functional relationships.
• Proactive, positive, solution-oriented, fast learner.
• Advanced proficiency in Microsoft Excel.
• Fluency in English; Russian is a plus.

Responsibilities

• Adapt export strategy to local market dynamics and opportunities.
• Define customer prioritization, product assortment, distributor strategy, investments, pricing, and routes-to-market.
• Lead commercial negotiations and distributor appointments and renewals.
• Drive new business by identifying and onboarding distributors.
• Develop Joint Business Plans with distributors and monitor performance.
• Deliver growth while assessing market risks and opportunities.
• Influence regional strategy with market intelligence and customer insights.
• Exercise commercial judgment on investments and promotions within parameters.
• Collaborate with Marketing, Finance, Supply Chain, Demand Planning, Customer Service, and Sales Ops.
• Achieve sales, profitability, and market share targets in export markets.
• Drive distributor capability and partnerships for long-term value.
• Share market best practices to support PEM Export growth.

Skills

Sales experience

Key Account Management

Negotiation

Forecasting

Cross-functional collaboration

Analytical thinking

Project management

Excel

English fluency

Attention to detail

Education

Bachelor's degree

Tools

Microsoft Excel

Job 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

The Opportunity:

The role is responsible for leading the commercial strategy and business development across the assigned Export markets, with primary accountability for Ukraine and Moldova. Acting as a strategic business partner to distributors and key customers, the incumbent drives sustainable revenue growth, profitability, and market share while strengthening the presence of Mattel's iconic brands.

The role shapes and adapts commercial strategies to local market dynamics, identifies new growth opportunities, and influences key commercial decisions related to customer prioritization, distributor strategy, commercial investments, and route-to-market execution. Through strong cross-functional leadership and collaboration, the incumbent ensures the successful development and execution of joint business plans, delivering sustainable business performance in complex and evolving market environments.

As a key contributor to the broader PEM (Pan- European Market) commercial organization, the role provides market intelligence, strategic insights, and commercial recommendations that support regional business planning and long-term growth. Success in this position requires balancing strategic thinking with commercial execution while building high-impact partnerships that create long-term value for Mattel and its customers.

The Team:

We have an existing opportunity for anAssociate Key Account Managerto join our EMEA EXPORT Sales Team in Athens reporting to the Sr. Sales Manager Export. The key objectives of thisrole areto work alongside highly motivated colleagues in ultimately achievingsales volume and revenue targets within Export Sales team.

What Your Impact Will Be:

• Adapt the overall Export commercial strategy to local market dynamics, customer needs, market maturity, and emerging opportunities, ensuring alignment with regional objectives while maximizing sustainable business growth.
• Define and recommend customer prioritization, product assortment, distributor strategy, commercial investments, pricing approach, and route-to-market models in partnership with local distributors and regional stakeholders.
• Lead commercial negotiations and contractual discussions, including distributor appointments, contract renewals, commercial agreements, and key business terms to secure mutually beneficial, long-term partnerships.
• Drive a significant business development agenda by identifying new customers, expanding distribution channels, evaluating market opportunities, and sourcing, appointing, and onboarding new distributors where required.
• Partner with distributors to develop and execute Joint Business Plans, market growth strategies, and long‑term commercial roadmaps, with accountability for distributor performance, execution excellence, and achievement of agreed business objectives.
• Deliver sustainable business growth across highly volatile and geopolitically complex markets by continuously assessing market risks, adapting commercial priorities, implementing mitigation strategies, and capitalizing on emerging opportunities.
• Influence regional commercial strategy through market intelligence, competitive analysis, customer insights, and strategic recommendations that support long‑term business planning and investment decisions.
• Exercise commercial judgment and decision‑making authority within delegated parameters on customer prioritization, commercial investments, promotional activities, distributor performance, and business development opportunities.
• Lead cross‑functional collaboration with Marketing, Finance, Supply Chain, Demand Planning, Customer Service, and Sales Operations to ensure successful execution of commercial strategies and achievement of financial objectives.
• Accountable for delivering sales growth, profitability, and market share across the assigned export markets, contributing directly to the achievement of the broader PEM commercial strategy and financial targets.
• Drive distributor capability development and commercial excellence by implementing best practices, strengthening strategic partnerships, and improving long‑term business performance.
• Contribute to regional growth by identifying scalable commercial opportunities, sharing market best practices, and supporting initiatives that strengthen the overall PEM Export business.

Qualifications

What We’re Looking For:

• 5+ years of sales experience with a strong understanding of Key Account Management, preferably within an FMCG company, distributor, or export market.
• Selling & negotiation skills in the international environment, preferably acquired in a multi-nationalcompany with high seasonality.
• Bachelor’s degree in related fields (Bachelor/ Master/ Diploma).
• Strong analytical, problem‑solving and project management skills.
• Strong attention to detail with a process‑oriented mindset.
• Excellent prioritization, organizational, and follow‑up skills.
• Results‑driven with a commercial mindset and the ability to manage forecasts effectively.
• Proven ability to manage multiple projects simultaneously and meet tight deadlines.
• Comfortable working in a matrix organization and collaborating with diverse stakeholders.
• Confident and effective communicator who builds strong cross‑functional relationships.
• Proactive, positive, and solution‑oriented approach with an innovative mindset.
• Quick learner who thrives in a fast‑paced, high‑energy environment.
• Advanced proficiency in Microsoft Excel.
• Fluency in English, both written and spoken. Proficiency in Russian would be considered an advantage.

Additional Information

What We Offer:

• Gross annual salary range of EUR 47,200 - EUR 56,050
• Bonus scheme: Participation in Sales Incentive Plan (SIP) with the target of 20% of base salary, payout is determined by company and individual performance results
• Paid time off: 20-26 vacation days + 3 Mattel Days (company day off)
• Hybrid working set‑up
• Leased company car or monthly car allowance
• Employee assistance program: Access to Modern Health, Headspace, and Maven
• Health insurance
• Life & disability insurance
• Toy discount
• Seasonal gifts
• Family benefits program: 24 weeks off (for 1st caregiver) or 12 weeks off (for co-parent) fully paid on the arrival of new child, return to work program