Director, Sales - Club

MGA Entertainment is on a mission to inspire imagination and creativity through innovative toys, entertainment, and experiences that transform play into limitless possibilities. As the largest privately held toy and entertainment company in the U.S., MGA is a global leader in designing and delivering world-class consumer products that spark wonder and drive play forward. Headquartered in Los Angeles with offices worldwide, MGA’s portfolio spans a dynamic range of original and licensed brands — from toys, dolls, games, and electronics to fashion, home décor, and entertainment content including hit movies and TV series. The company is recognized for its bold approach to storytelling, trendsetting design, and deep commitment to quality. The award-winning MGA family includes fan-favorite brands such as L.O.L. Surprise!™, Little Tikes®, Rainbow High™, Bratz®, MGA’s Miniverse™, Yummiland™, CarTuned™, Wonder Factory™, BABY born®, and Zapf Creation®. To learn more, visit www.mgae.com and follow MGA on LinkedIn, TikTok, Instagram and Facebook.

Mission

As a key member of the MGA Entertainment Sales team, the Sales Director - Club is responsible for leading and growing MGA's business across Costco, Sam's Club, BJ's Wholesale Club, and other strategic club-channel partners.

This role owns the club-channel sales strategy, including retailer relationships, annual planning, product programs, forecasting, negotiations, and execution. Working closely with retail partners and MGA's cross-functional teams, the Sales Director will develop differentiated, high-volume programs that deliver profitable growth.

The successful candidate is a strategic and highly accountable sales leader with strong commercial instincts, analytical ability, and executional discipline. They understand how to translate retailer needs, consumer trends, and MGA's brand portfolio into compelling programs that succeed at retail.

Key Result Areas and Time Utilization

Key Result Area

Time Allocation

Club Business Management and Growth

25%

Product Programs, Line Reviews and Negotiations

20%

Forecasting, Planning and Analytics

20%

Cross-Functional Program Execution

20%

Operational Excellence and Compliance

15%

Position Requirements

Education and Experience

• Bachelor's degree in Business, Commerce, Marketing, or a related field preferred.
• 7-10+ years of progressive experience in Sales, Account Management, Category Management, Retail, or Consumer Products.
• Experience managing major national retail accounts, with Costco, Sam's Club, BJ's, or other club-channel experience strongly preferred.
• Experience within toys, consumer products, packaged goods, or another product-driven industry is an asset.
• Proven success developing retail programs, leading customer presentations, negotiating commercial terms, and delivering profitable growth.
• Working knowledge of forecasting, product-development timelines, retailer compliance, logistics, packaging, and quality requirements.
• Equivalent experience demonstrating strong commercial leadership and customer-management capabilities will also be considered.

Skills and Attributes

• Strong strategic and commercial mindset with the ability to identify and develop new business opportunities.
• Excellent relationship-building, presentation, communication, and negotiation skills.
• Strong financial acumen, including an understanding of pricing, margins, promotional investments, and account profitability.
• Ability to interpret sales data, market trends, consumer insights, and retailer feedback.
• Exceptional organizational and project-management skills, with the ability to lead multiple complex programs.
• Proficiency in Microsoft Excel and PowerPoint, with experience using retailer systems and business-intelligence tools.
• Proactive, solutions-oriented, and highly accountable, with strong attention to detail and follow-through.
• Able to thrive in a fast-paced, collaborative environment with evolving priorities.

Key Responsibilities

Club Business Management and Growth

• Lead the day-to-day management and strategic growth of MGA's club-channel business.
• Develop and execute annual account strategies aligned with MGA's revenue, margin, and profitability objectives.
• Build trusted relationships with buyers, planners, and other key retailer stakeholders.
• Identify new opportunities across MGA's brands, product categories, and seasonal programs.
• Monitor account performance and recommend actions to accelerate growth, address risks, and improve execution.
• Represent MGA in retailer meetings, line reviews, industry events, and other customer-facing activities.
• Global leadership and coordination for various regions; sharing information on programs and direction

Product Programs, Line Reviews and Negotiations

• Lead line reviews, product presentations, annual planning meetings, and commercial negotiations.
• Partner with Product Development and Marketing to create exclusive, differentiated, and retailer-specific programs.
• Translate retailer objectives, consumer insights, and market trends into compelling product recommendations.
• Develop persuasive presentations, pricing strategies, financial proposals, and supporting business cases.
• Negotiate assortment, pricing, volume, promotional support, timing, and other commercial terms.
• Ensure programs meet retailer expectations while supporting MGA's financial and strategic objectives.

Forecasting, Planning and Business Analytics

• Own weekly, monthly, and annual sales forecasting for assigned club accounts.
• Develop accurate item-level forecasts based on retailer commitments, inventory, promotional timing, sales trends, and market conditions.
• Analyze POS, sell-through, inventory, weeks of supply, markdown exposure, and other key performance indicators.
• Lead annual planning, budgeting, and account-level financial reviews.
• Track results against forecast, budget, and prior year, identifying opportunities, risks, and corrective actions.
• Communicate clear business updates and recommendations to senior leadership and cross-functional partners.

Cross-Functional Program Execution

• Lead programs from initial concept and costing through retailer approval, production, shipment, and launch.
• Manage timelines covering samples, packaging, testing, retailer approvals, manufacturing, and delivery.
• Partner with Product Development, Marketing, Finance, Demand Planning, Supply Chain, Customer Service, Quality, and Operations.
• Anticipate production and supply-chain risks, including material lead times, capacity constraints, testing requirements, and Chinese New Year timing.
• Communicate customer priorities, program status, risks, and required actions across the organization.
• Escalate issues promptly and lead cross-functional problem-solving to protect customer commitments.

Operational Excellence and Retailer Compliance

• Ensure retailer requirements, including compliance, logistics, packaging, pallet configuration, testing, and quality standards, are met.
• Monitor purchase orders, inventory availability, production timing, and on-time delivery.
• Partner with internal teams to resolve deductions, chargebacks, compliance concerns, and other operational issues.
• Maintain accuracy across forecasts, pricing, item setup, retailer documentation, and account communications.
• Identify opportunities to improve processes, execution, and accountability across the club business.

What Will Make You Successful

• You understand that winning in the club channel requires differentiated products, compelling value, strong relationships, and flawless execution.
• You are comfortable owning a business and being accountable for its sales, profitability, forecast, and customer partnerships.
• You can move effectively between high-level strategy and detailed program execution.
• You anticipate challenges early and bring practical solutions.
• You use data and sound commercial judgment to make decisions.
• You can align customers and cross-functional teams around demanding timelines and shared objectives.
• You are a confident negotiator who can protect MGA's interests while building long-term partnerships.

Authority and Reporting

Reports To: Vice President, Sales

Key Retail Partners

• Costco
• Sam's Club
• BJ's Wholesale Club
• Other assigned club and strategic retail accounts

Works Closely With

• Product Development and Marketing
• Finance and Demand Planning
• Supply Chain and Customer Service
• Quality, Compliance, and Operations
• Executive Leadership
• Retail Buyers and Planning Teams

Travel Requirements

Occasional travel to LA for retailer meetings, line reviews, sales meetings, and other business events is required.

Growth Opportunity

This role offers the opportunity to shape MGA Entertainment's strategy across some of the world's most influential club retailers. The Sales Director - Club will have significant exposure to MGA's leadership team and will play an important role in developing high-volume retail programs across the company's portfolio of globally recognized brands.

The successful candidate will build strategic customer partnerships, influence product development, lead complex commercial initiatives, and make a measurable contribution to MGA Entertainment's continued growth.