Job description

The Opportunity: Mattel, Inc., the largest toy company in the world, is seeking a National Account Sales Manager to drive revenue and profitability by selling the most iconic toy brands in the industry to one of the top retailers in the U.S. This role is responsible for owning and executing Strategic Account Plans across multiple categories, with a focus on driving growth, ensuring flawless retail execution, and deepening our customer partnerships. Success in this role requires strong sales acumen, analytical capability, and the ability to lead cross-functional collaboration to meet evolving retail dynamics. This position will be based in our Rogers, Arkansas Sales office and requires periodic travel to our corporate headquarters in California. What Your Impact Will Be: • Deliver against annual sales objectives, including revenue, margin, and share goals. • Build and execute account-specific strategies aligned with broader brand and category objectives. • Own the end-to-end sales process across assigned categories—from strategic planning to in-market execution. • Leverage data and shopper insights to identify opportunities and accelerate growth at the account. • Lead weekly buyer meetings and key milestones including Joint Business Planning, Line Reviews, and Business Reviews. • Partner cross-functionally with Marketing, Omnichannel Retail Marketing, and Demand Planning to ensure holistic retail execution. • Provide visibility and updates to leadership on risks, opportunities, and key performance indicators. • Lead and coach junior team member, fostering performance, growth, and development. What We’re Looking For: • Proven track record in sales, forecasting, and retail execution within a CPG or similar environment. • Deep understanding of mass retail, including store and eCommerce channels. • Strong selling and communication skills; comfortable leading meetings with senior buyers. • Goal-oriented, resilient, and able to thrive in a dynamic, fast-paced environment. • Advanced analytical skills with the ability to translate data into actionable strategies. • Team-first mentality with strong collaboration and interpersonal skills. • Demonstrated ability to influence across functions and levels. • Highly organized with strong attention to detail and process discipline. • 7+ years of relevant experience in Sales, Consumer-Product Goods, toys, or related industries. • Bachelor’s degree required. Preferred Qualifications: • Prior experience managing Walmart, with a deep understanding of its systems, processes, and decision-making structure. • Proficiency with Scintilla and its applications • Experience with Walmart omnichannel strategy, including in-store, dotcom, and Pickup & Delivery integration. • Familiarity with Walmart's Go-To-Market timelines, modular process, and new item setup systems (e.g., NOVA). • Strong understanding of Walmart’s supply chain expectations and performance metrics (OTIF, SQEP, etc.). • Ability to build joint business plans aligned with Walmart category strategy and corporate initiatives. • Experience partnering with Walmart merchant and replenishment teams to drive business outcomes. • Local presence in the Northwest Arkansas area preferred. Don’t meet every single requirement? At Mattel, we are dedicated to an inclusive workplace and a culture of belonging. If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we still encourage you to apply. You may be just the right candidate for this or other roles. Join Mattel's Talent Community and start receiving exciting updates about our company, our employees, and our culture. Also, interested in signing up for job alerts? Do so here! 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 jobs.mattel.com and www.instagram.com/MattelCareers . Beware of recruiting scams: Mattel will only contact you through official @mattel.com or @smartrecruiters.com email addresses and will never ask for payment or sensitive personal information during the hiring process. 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 $112,000 and $140,000 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

Requirements

Must-haves

Deliver against annual sales objectives, including revenue, margin, and share goals.
Build and execute account-specific strategies aligned with broader brand and category objectives.
Own the end-to-end sales process across assigned categories—from strategic planning to in-market execution.
Leverage data and shopper insights to identify opportunities and accelerate growth at the account.
Lead weekly buyer meetings and key milestones including Joint Business Planning, Line Reviews, and Business Reviews.
Partner cross-functionally with Marketing, Omnichannel Retail Marketing, and Demand Planning to ensure holistic retail execution.
Provide visibility and updates to leadership on risks, opportunities, and key performance indicators.
Lead and coach junior team member, fostering performance, growth, and development.
Proven track record in sales, forecasting, and retail execution within a CPG or similar environment.
Deep understanding of mass retail, including store and eCommerce channels.
Strong selling and communication skills; comfortable leading meetings with senior buyers.
Goal-oriented, resilient, and able to thrive in a dynamic, fast-paced environment.
Advanced analytical skills with the ability to translate data into actionable strategies.
Team-first mentality with strong collaboration and interpersonal skills.
Demonstrated ability to influence across functions and levels.
Highly organized with strong attention to detail and process discipline.

Nice-to-haves

Prior experience managing Walmart, with a deep understanding of its systems, processes, and decision-making structure.
Proficiency with Scintilla and its applications
Experience with Walmart omnichannel strategy, including in-store, dotcom, and Pickup & Delivery integration.
Familiarity with Walmart's Go-To-Market timelines, modular process, and new item setup systems (e.g., NOVA).
Strong understanding of Walmart’s supply chain expectations and performance metrics (OTIF, SQEP, etc.).
Ability to build joint business plans aligned with Walmart category strategy and corporate initiatives.
Experience partnering with Walmart merchant and replenishment teams to drive business outcomes.
Local presence in the Northwest Arkansas area preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: smartrecruiters
Effort: medium