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
The Senior Sales Manager for Department Stores & Specialized Channel is responsible for leading the commercial strategy, sustainable and profitable growth, and differentiated execution with Mexico’s main department stores and specialized toy retailers. This role is accountable for achieving financial and commercial objectives while driving omnichannel execution, managing key customer relationships, and collaborating cross-functionally with Marketing, Trade/Shopper Marketing, Finance, Demand Planning, Logistics, and Legal.
What You’ll Do
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Develop and execute the commercial strategy for Department Stores and Specialized Channel in Mexico, aligned with Mattel’s local and global business priorities.
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Lead and coach a team of Key Account Managers, Sales Representatives, and Analysts, fostering talent development, accountability, and a high-performance culture.
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Negotiate annual agreements, pricing, commercial terms, and trade investments, ensuring profitable growth and healthy margins.
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Manage the full Mattel portfolio with a focus on premium categories and department store assortments.
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Monitor commercial performance (NSV, GM, OI, sell-in, sell-out, forecast accuracy, fill rate, OTIF, collections/DSO), providing actionable insights.
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Drive omnichannel execution across physical stores and e-commerce platforms.
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Partner with internal functions to ensure flawless execution of launches, promotions, planograms, and in-store activations.
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Drive the growth of well-established categories and brands by identifying opportunities to expand their presence across additional department store and specialty retail spaces.
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Develop and scale the B2B business through effective distributor management, building strong partnerships, aligning joint business plans, ensuring execution excellence, and maximizing long-term channel growth.
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Ensure compliance with Mattel standards, including FCPA, anti-corruption, code of conduct, and data privacy policies.
Qualifications
Who We’re Looking For
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Bachelor’s Degree in Business, Marketing, or related field.
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8+ years of experience in commercial/sales roles within consumer goods, retail, or toy industry.
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Experience managing department stores, specialized channels, and distributor relationships.
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Experience leading commercial teams and cross-functional collaboration.
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Strong financial acumen, negotiation, analytical, and communication skills.
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Advanced English (oral and written).
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Proficiency with Power BI, Tableau, MS Office, Circana, and retailer portals.
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
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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.
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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.
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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.
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.
