Sr Sales Manager

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 Sr 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.

Responsibilities

Develop and execute the commercial strategy for Department Stores and Specialized Channel in Mexico, aligned with Mattel’s local and global business priorities.; Lead and coach a team of Key Account Managers, Sales Representatives, and Analysts, fostering talent development, accountability, and a high-performance culture.; Negotiate annual agreements, pricing, commercial terms, and trade investments, ensuring profitable growth and healthy margins.; Manage the full Mattel portfolio with a focus on premium categories and department store assortments.; Monitor commercial performance (NSV, GM, OI, sell-in, sell-out, forecast accuracy, fill rate, OTIF, collections/DSO), providing actionable insights.; Drive omnichannel execution across physical stores and e-commerce platforms.; Partner with internal functions to ensure flawless execution of launches, promotions, planograms, and in-store activations.; Drive the growth of well-established categories and brands by identifying opportunities to expand their presence across additional department store and specialty retail spaces.; 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.; Ensure compliance with Mattel standards, including FCPA, anti-corruption, code of conduct, and data privacy policies.

Requirements

Bachelor’s Degree in Business, Marketing, or related field.; 8+ years of experience in commercial/sales roles within consumer goods, retail, or toy industry.; Experience managing department stores, specialized channels, and distributor relationships.; Experience leading commercial teams and cross-functional collaboration.; Strong financial acumen, negotiation, analytical, and communication skills.; Advanced English (oral and written).; Proficiency with Power BI, Tableau, MS Office, Circana, and retailer portals.