Associate Key Account Manager - Export

Job Description

The Opportunity:

The role is responsible for leading the commercial strategy and business development across the assigned Export markets, with primary accountability for Ukraine and Moldova. Acting as a strategic business partner to distributors and key customers, the incumbent drives sustainable revenue growth, profitability, and market share while strengthening the presence of Mattel's iconic brands.

The role shapes and adapts commercial strategies to local market dynamics, identifies new growth opportunities, and influences key commercial decisions related to customer prioritization, distributor strategy, commercial investments, and route-to-market execution. Through strong cross-functional leadership and collaboration, the incumbent ensures the successful development and execution of joint business plans, delivering sustainable business performance in complex and evolving market environments.

As a key contributor to the broader PEM (Pan- European Market) commercial organization, the role provides market intelligence, strategic insights, and commercial recommendations that support regional business planning and long-term growth. Success in this position requires balancing strategic thinking with commercial execution while building high-impact partnerships that create long-term value for Mattel and its customers.

The Team:

We have an existing opportunity for an Associate Key Account Manager to join our EMEA EXPORT Sales Team in Athens reporting to the Sr. Sales Manager Export. The key objectives of this role are to work alongside highly motivated colleagues in ultimately achieving sales volume and revenue targets within Export Sales team.

What Your Impact Will Be:

• Adapt the overall Export commercial strategy to local market dynamics, customer needs, market maturity, and emerging opportunities, ensuring alignment with regional objectives while maximizing sustainable business growth.
• Define and recommend customer prioritization, product assortment, distributor strategy, commercial investments, pricing approach, and route-to-market models in partnership with local distributors and regional stakeholders.
• Lead commercial negotiations and contractual discussions, including distributor appointments, contract renewals, commercial agreements, and key business terms to secure mutually beneficial, long-term partnerships.
• Drive a significant business development agenda by identifying new customers, expanding distribution channels, evaluating market opportunities, and sourcing, appointing, and onboarding new distributors where required.
• Partner with distributors to develop and execute Joint Business Plans, market growth strategies, and long-term commercial roadmaps, with accountability for distributor performance, execution excellence, and achievement of agreed business objectives.
• Deliver sustainable business growth across highly volatile and geopolitically complex markets by continuously assessing market risks, adapting commercial priorities, implementing mitigation strategies, and capitalizing on emerging opportunities.
• Influence regional commercial strategy through market intelligence, competitive analysis, customer insights, and strategic recommendations that support long-term business planning and investment decisions.
• Exercise commercial judgment and decision-making authority within delegated parameters on customer prioritization, commercial investments, promotional activities, distributor performance, and business development opportunities.
• Lead cross-functional collaboration with Marketing, Finance, Supply Chain, Demand Planning, Customer Service, and Sales Operations to ensure successful execution of commercial strategies and achievement of financial objectives.
• Accountable for delivering sales growth, profitability, and market share across the assigned export markets, contributing directly to the achievement of the broader PEM commercial strategy and financial targets.
• Drive distributor capability development and commercial excellence by implementing best practices, strengthening strategic partnerships, and improving long-term business performance.
• Contribute to regional growth by identifying scalable commercial opportunities, sharing market best practices, and supporting initiatives that strengthen the overall PEM Export business.

Qualifications

What We’re Looking For:

• 5+ years of sales experience with a strong understanding of Key Account Management, preferably within an FMCG company, distributor, or export market.
• Selling & negotiation skills in the international environment, preferably acquired in a multi-national company with high seasonality.
• Bachelor’s degree in related fields (Bachelor/ Master/ Diploma).
• Strong analytical, problem-solving and project management skills.
• Strong attention to detail with a process-oriented mindset.
• Excellent prioritization, organizational, and follow-up skills.
• Results-driven with a commercial mindset and the ability to manage forecasts effectively.
• Proven ability to manage multiple projects simultaneously and meet tight deadlines.
• Comfortable working in a matrix organization and collaborating with diverse stakeholders.
• Confident and effective communicator who builds strong cross-functional relationships.
• Proactive, positive, and solution-oriented approach with an innovative mindset.
• Quick learner who thrives in a fast-paced, high-energy environment.
• Advanced proficiency in Microsoft Excel.
• Fluency in English, both written and spoken. Proficiency in Russian would be considered an advantage.

Additional Information

What We Offer:

• Gross annual salary range of EUR 47,200 - EUR 56,050
• Bonus scheme: Participation in Sales Incentive Plan (SIP) with the target of 20% of base salary, payout is determined by company and individual performance results
• Paid time off: 20-26 vacation days + 3 Mattel Days (company day off)
• Hybrid working set-up
• Leased company car or monthly car allowance
• Meal voucher
• Employee assistance program: Access to Modern Health, Headspace, and Maven
• Health insurance
• Life & disability insurance
• Toy discount
• Seasonal gifts
• Family benefits program: 24 weeks off (for 1st caregiver) or 12 weeks off (for co-parent) fully paid on the arrival of new child, return to work program, path to parenthood, and family care leave

Mattel’s total compensation package is based on objective, gender-neutral criteria such as job grade, work location, relevant skills, and experience. This information is provided to enable informed and transparent consideration and negotiation of employment terms. If your profile is retained and we schedule an interview, we will share further details on MATTEL SINGEL MEMBER S.A.'s total rewards package. Please note that (some of) the benefits above may change over time, due to changes in the company policy or in legislation. We will not ask about your previous salary history.

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 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! You may be just the right candidate for this or other roles.

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:
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.
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.

Videos to watch:
The Culture at Mattel
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