Sr Director, Sales - Walmart & Sam's Club; Action , Vehicles, Building Sets

The Opportunity

Mattel, Inc., a leading global play and family entertainment company, is seeking a Sr Director, Sales to lead multiple categories across Walmart & Sam’s Club. The Sr Director will have responsibility for the strategic direction and management of a large business portfolio and team. Primary responsibilities include managing the relationship with Walmart leadership and developing short- and long-term growth strategies in-store and online.

The Sr Director will partner with cross-functional groups across the customer organization to expand the current business and develop new revenue opportunities. This position will provide the highest level of service for the customer and will provide the leadership critical to execution and achievement of revenue and profit objectives for the assigned categories.

The Sr Director will report to the Vice President Sales & Sales Planning/Analytics, and will be based in the Rogers, Arkansas office. This role will act as a unifying leader for the Rogers office, ensuring consistent communication, shared priorities and a cohesive team culture across sales, sales planning & analytics, and support functions.

• Lead the Vehicles, Action Figures, and Building Sets sales teams for the Walmart account as well as cross category for the Sam’s Club account and check lane.
• Build and maintain deep, trust-based relationships with Walmart and Sam’s Club leadership at the local level, positioning Mattel as a strategic partner.
• Craft the vision for the team to build short and long team account strategies, in-store and .com, to gain share and deliver on annual goals.
• Establish, communicate and implement a strategic business plan for the customer organization that maximizes customer profitability and service levels while ensuring the achievement of segment and corporate growth and revenue objectives.
• Create initiatives to deliver against vision and goals. Prioritize initiatives and secure and allocate resources accordingly. Develop specific action plans with goals, timing and accountabilities.
• Establish a customer-centric and shopper-centric focus throughout the organization that anticipates and responds to the needs of the customer and their retail consumers/shoppers.
• Seek, secure and analyze information to inform strategies and plans, including industry best practices, competitive initiatives and consumer insights, to validate new product introductions and product extensions supported by product promotional opportunities that meet or exceed sales targets.
• Partner with the forecasting, marketing and finance teams across the business segments to ensure the success of customer sales strategies and the attainment of segment and corporate financial and performance objectives.
• Strategize with the omnichannel retail marketing team on retail programs and promotions in support of the category.
• Manage special projects and growth initiatives across categories and partner with internal stakeholders.
• Drive market share focus in the team.
• Lead, coach and motivate a sales team to activate plans and hit annual targets.
• Create a positive team environment and culture of empowerment and productivity, across the entire Arkansas based team.
• Lead team building activities, philanthropic efforts and other events to enhance the Mattel experience across the Arkansas based team.
• Serve as the senior Mattel leader in the Arkansas market, representing the company with integrity and influence across the Walmart and Sam’s Club ecosystem.
• Establish a strong, visible leadership presence in the Rogers office, fostering alignment, accountability, and engagement across all locally based teams.
• Act as a critical link between the Arkansas office and global headquarters, ensuring alignment on strategy, priorities, and execution.

• Experience working with or managing the Walmart business and/or working with large national retailing organizations, preferably with a background in the Toy industry.
• Strong skills in selling, analytics, JBP, forecasting, execution and having a 360-degree business perspective.
• Excellent relationship building skills with proven sales success managing key…