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Key Account Manager – Amazon EU (Availability – Direct Imports) - Job Opportunity at Mattel

Amstelveen, Netherlands
Full-time
Senior
Posted: June 2, 2025
Hybrid
€70,000 - €90,000 annually based on senior-level Key Account Management role in Netherlands with Pan-European responsibilities, Amazon specialization premium, and Mattel's position as a Fortune 500 company with competitive compensation structures

Benefits

Flexible work location across multiple EU markets providing enhanced work-life balance and reduced relocation requirements
Hybrid work model combining purposeful in-person collaboration with technology-enabled remote work flexibility
Access to Great Place to Work certified environment with focus on growth, optimism, and wellbeing culture
Opportunity to work with iconic global brands including Barbie, Hot Wheels, and Fisher-Price providing career prestige
Matrix organization structure offering cross-functional collaboration and diverse skill development
Inclusive workplace culture emphasizing diversity, equity, and authentic self-expression

Key Responsibilities

Architect and implement comprehensive Direct Import strategy playbook to establish Mattel as the #1 toy retailer on Amazon across European markets
Lead high-stakes pricing and cost negotiations with Amazon counterparts while coordinating internal stakeholder alignment to maximize profitability
Drive Joint Business Plan execution as primary Amazon contact for Direct Import operations, managing multi-million dollar revenue streams
Own gross billing performance forecasting and SOTB delivery across fiscal year, quarterly, and monthly cycles with direct P&L impact
Orchestrate cross-functional collaboration between EMEA commercial teams, global operations, and agency partners to ensure seamless order fulfillment
Develop and maintain integrated availability tracking systems combining Direct Import and Domestic inbound logistics for optimal Amazon marketplace presence
Execute strategic AVN planning in partnership with sales and finance leadership to align impact calculations with business objectives

Requirements

Education

University degree in Economics, Business Administration or related field (Bachelor/Master/Diploma) OR demonstrable relevant experience

Experience

Seasoned experience in Consumer Goods/Sales/Marketing with solid Key Account Management experience in a multinational Company, of which at least 2+ years have been invested in dealing with E-Commerce & Digital Marketing – preferably Amazon

Required Skills

Selling & negotiation skills in international environment, preferably acquired in a global company with high seasonality 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
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Sauge AI Market Intelligence

Industry Trends

E-commerce acceleration continues to reshape traditional retail dynamics, with Amazon representing the fastest-growing channel for toy manufacturers globally. The shift from physical retail to digital-first consumer behavior has created unprecedented opportunities for brands that can master marketplace dynamics and direct-to-consumer strategies. Direct Import models are becoming increasingly critical for international brands seeking to optimize margins and control product availability across multiple European markets. This trend reflects the maturation of cross-border e-commerce infrastructure and Amazon's expansion of fulfillment capabilities across EU markets. Toy industry consolidation around digital-native brands and established players with strong e-commerce capabilities is creating winner-take-all dynamics. Companies investing heavily in Amazon-specific capabilities and dedicated teams are capturing disproportionate market share growth compared to traditional retail-focused competitors.

Role Significance

Direct management of agency partners and coordination across 15-20 internal stakeholders including regional sales teams, finance, supply chain, and marketing functions. Interfaces with C-level executives and manages relationships with senior Amazon leadership across multiple EU markets.
Senior individual contributor role with significant strategic influence and P&L ownership. Position functions as subject matter expert within regional organization while managing complex stakeholder relationships across multiple countries and business functions. Role combines strategic planning authority with hands-on execution responsibility.

Key Projects

Development of comprehensive Direct Import playbook establishing pricing strategies, profitability targets, and product selection criteria across 10 European markets Implementation of integrated forecasting and demand planning systems connecting Amazon marketplace data with global supply chain operations Negotiation and execution of multi-year Joint Business Plans with Amazon covering availability, pricing, and promotional strategies for Mattel's entire brand portfolio

Success Factors

Mastery of Amazon's complex ecosystem including Vendor Central operations, advertising platforms, and marketplace algorithms that drive product visibility and sales performance Advanced financial modeling and P&L management skills to optimize pricing strategies while maintaining competitive positioning across diverse European markets with varying consumer price sensitivity Cross-cultural communication and negotiation expertise to manage relationships with Amazon teams across multiple countries while coordinating internal stakeholders with competing priorities Strategic thinking capability to balance short-term sales targets with long-term brand positioning and profitability objectives in a highly competitive marketplace environment

Market Demand

High - Amazon-specialized Key Account Management roles are experiencing strong demand as traditional manufacturers pivot to e-commerce-first strategies, with limited talent pool possessing both enterprise B2B experience and Amazon marketplace expertise

Important Skills

Critical Skills

Amazon marketplace expertise including Vendor Central operations, advertising optimization, and algorithm understanding is absolutely essential as these platforms drive product discoverability and sales performance in increasingly competitive digital environment Advanced financial modeling and P&L management capabilities are crucial for optimizing complex pricing strategies across multiple currencies and markets while maintaining profitability targets under pressure from competitive dynamics Cross-functional stakeholder management skills are vital for coordinating diverse internal teams with competing priorities while maintaining external relationships with demanding Amazon counterparts who expect seamless execution

Beneficial Skills

Supply chain and logistics optimization knowledge would enhance ability to identify cost reduction opportunities and improve delivery performance metrics that directly impact Amazon partnership success Digital marketing and advertising expertise would provide additional value in coordinating with marketing teams on Amazon-specific promotional strategies and brand positioning initiatives Data analytics and business intelligence skills would enable deeper insights into consumer behavior patterns and market trends driving strategic decision-making and competitive advantage

Unique Aspects

Direct Import specialization represents cutting-edge approach to international e-commerce, providing exposure to complex cross-border logistics and regulatory compliance requirements that are increasingly valuable in global commerce
Opportunity to shape strategy for world's most recognizable toy brands during critical digital transformation period, with direct influence on multi-billion dollar revenue streams and market positioning
Access to Amazon's most advanced partnership programs and beta testing opportunities given Mattel's strategic importance and investment in dedicated Amazon organization structure
Matrix organization exposure across sales, marketing, finance, and supply chain functions providing comprehensive business leadership development typically found only in general management roles

Career Growth

2-4 years to advance to regional leadership roles given the rapid growth of e-commerce organizations and high demand for proven Amazon expertise at senior management levels

Potential Next Roles

Amazon EU Regional Director overseeing entire Mattel-Amazon partnership across all business pillars including marketing, supply chain, and commercial operations Head of E-commerce for major consumer goods company managing marketplace relationships across multiple platforms including Amazon, eBay, and emerging digital channels General Manager roles within Mattel's regional operations leveraging deep understanding of digital commerce and key account management expertise

Company Overview

Mattel

Mattel operates as the world's second-largest toy manufacturer with $5.4 billion in annual revenue and iconic brands including Barbie, Hot Wheels, and Fisher-Price. The company has successfully transformed from traditional retail dependence to digital-first strategy, with e-commerce representing fastest-growing revenue segment and Amazon partnerships driving significant market share gains.

Market leader in multiple toy categories with strong competitive moats through intellectual property portfolio and brand recognition. Mattel's focus on Amazon-specific capabilities has enabled outperformance versus traditional toy industry growth rates, positioning the company as preferred partner for major retailers.
European operations represent approximately 25% of global revenue with dedicated teams across 10 markets including UK, Germany, France, Italy, and Spain. Recent expansion into Netherlands, Sweden, Poland, Belgium, and Ireland demonstrates continued growth focus in region with strong digital commerce adoption rates.
Performance-driven culture emphasizing collaboration, innovation, and execution with matrix organization structure enabling cross-functional career development. Great Place to Work certification reflects commitment to employee engagement and inclusive workplace practices supporting diverse talent development.
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