Director of Sales - Target

Mattel; El Segundo (CA); Hybrid; USD 184,000 - 230,000; Full time

Job summary

Mattel is seeking a Director of Sales to lead the Dolls portfolio, shape strategic direction, and drive growth in-store and online. This in-office role supports cross-functional execution and customer partnerships across national retailers.

The Director will set plans, oversee revenue targets, and lead a team to deliver strong results while partnering with marketing and finance to maximize profitability. This role requires strategic vision and strong leadership.

Qualifications

• Bachelor's degree in Business or related field is required.
• MBA preferred for strategic leadership and growth.
• Strong analytical skills with data-driven decision making.
• Proven track record in major account management and selling.
• Experience with large national retailers and toy/family entertainment is a plus.

Responsibilities

• Lead the Dolls account strategy and multi-channel growth initiatives.
• Partner with cross-functional teams to grow revenue and profitability.
• Develop and execute short- and long-term business plans to maximize share.
• Coach and develop the sales team to achieve annual targets.
• Manage key customer relationships and negotiate favorable terms.
• Collaborate with marketing, finance, and analytics for program success.

Skills

Sales leadership

Analytical

Negotiation

Forecasting

Cross-functional collaboration

Education

Bachelor's degree in Business

MBA preferred

Tools

CRM systems

JBP analytics

Retail data tools

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.

The Opportunity:

Mattel, Inc., a leading global play and family entertainment company is seeking a Director, Sales. The Director will have responsibility for the strategic direction and management of the full Dolls business portfolio and team. Primary responsibilities include managing the relationship with account leadership and developing short- and long-term growth strategies in-store and online. The Director will partner with cross-functional groups across the customer organization to expand the current business and develop new revenue opportunities. This position will provide the highest level of service to the customer and will provide the leadership critical to execution and achievement of revenue and profit objectives for the category.

The Director role will be located in our Minneapolis, MN Sales Office or at Headquarters in El Segundo, CA

What Your Impact Will Be:

• Lead the assigned categories for the account by creating short and long team account strategies, in-store and .com, to gain share and deliver on annual goals.
• Create customer value and future business opportunity through customized offerings and other sales strategies.
• Establish, communicate and implement a strategic business plan for the customer organization that maximizes customer profitability and service levels while ensuring the achievement of segment and corporate growth and revenue objectives.
• Create initiatives to deliver against vision and goals. Prioritize initiatives and secure and allocate resources accordingly. Develop specific action plans with goals, timing and accountabilities.
• Establish a customer-centric and shopper-centric focus throughout the organization that anticipates and responds to the needs of the customer and their retail consumers/shoppers.
• Seek, secure and analyze information to inform strategies and plans, including industry best practices, competitive initiatives and consumer insights, to validate new product introductions and product extensions supported by product promotional opportunities that meet or exceed sales targets.
• Partner with the sales planning & analytics, marketing and finance teams across the business segments to ensure the success of customer sales strategies and the attainment of segment and corporate financial and performance objectives.
• Strategize with the omnichannel retail marketing team on retail programs and promotions in support of the category
• Manage special projects and growth initiatives for the category and partner with internal stakeholders.
• Drive market share focus in the team.
• Lead, coach and motivate a sales team to activate plans and hit annual targets.
• Create a positive team environment and culture of empowerment and productivity.
• Evaluate the business regularly and distribute responsibilities amongst the team.

What We’re Looking For:

• Experience working with large national retailing organizations, preferably with a background in the Toy industry.
• Highly analytical in order to create business recommendations from data sources
• Strong skills in selling, JBP, forecasting, execution and having a 360-degree business perspective.
• Excellent relationship building skills with proven sales success managing key account partnerships
• Advanced knowledge of syndicated data analysis, data metrics, shopper behavior, brand, competitive and category volumes
• Advanced communication, interpersonal and project management skills
• Expert negotiation skills to achieve winning solutions for the business and retailer
• Ability to leverage relationships to increase shelf-share, online placement and drive increased business
• Proven ability to lead, own and drive programs and processes
• Action oriented and excellent decision-making skills
• Strong economic thinking, financial acumen and entrepreneurship skills
• Proficient in retailer proprietary systems
• Results Oriented and Driven
• Ability to manage multiple projects, deadlines and priorities at once while maintaining the highest level of quality and detail
• People management experience required
• Bachelor’s degree in Business Administration, Marketing or related field; MBA preferred
• 10-12 year’s related work experience

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:

This role is an in-office role Monday-Thursday, and work from home on Fridays. 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 without regard to race, ethnicity, color, national origin, religion, sex, gender, gender identity or expression, sexual orientation, veteran and protected veteran status, disability status, and or any other basis protected by applicable federal, state or local law.

Pursuant to the Los Angeles Fair Chance Ordinance and the California Fair Chance Act, qualified applicants with arrest or conviction records will be considered for employment.

The pay range for this position is between $184,000 and $230,000 annual. The pay range is indicative of projected hiring range, however base pay will be determined based on a candidate’s work location, skills and experience. Mattel offers competitive total pay programs, comprehensive benefits, and resources to help empower a culture where every employee can reach their full potential.

Videos to watch:
The Culture at Mattel
Corporate Philanthropy