Director, Accounts - Walmart

Director, Accounts – Walmart

Reports to: Chief Commercial Officer

Accounts & Markets: Walmart US

Direct Reports: National Account Manager Walmart

Location: Remote – Bentonville, AR

Comp Range: $160k - $210k base

Role Summary

Bubble is hiring an experienced, challenger-brand commercial leader to own and scale our Walmart business. You'll hold full P&L responsibility, lead a small but mighty team, and set a differentiated, retailer-specific strategy for Walmart. You pair sharp analytics and operational rigor with brand-building instincts—comfortably navigating retail media, pricing/promo strategy, shopper marketing, and cross-functional execution to drive outsized, profitable growth.

What You'll Lead & Deliver (Key Outcomes)

• Profitable Growth: Deliver annual retail sales and net sales targets with healthy gross margin; proactively surface risks/opportunities and corrective actions.
• Channel Strategy: Define and execute a tailored Walmart strategy (assortment, merchandising, promo cadence, pricing architecture, retail media, in-store activation, .com).
• Retailer Partnership: Elevate senior-level relationships to unlock space, visibility, and marketing value (modules, secondary space, events, co-op, and brand moments).
• Connected Commerce: Integrate brick-and-mortar and .com to maximize item productivity, search/share of shelf, conversion, and repeat.
• People & Partners: Build, coach, and empower high-performing account talent and get leverage from partners and agencies.

Core Responsibilities

Account Leadership & P&L

• Own the Walmart retailer P&L; manage trade terms, co-op, MDF, retail media, and promo ROI.

• Build annual & rolling retail sales/net sales plans; lead latest-estimate re-projections and investment/disinvestment by SKU/category.

Commercial & Pricing Strategy

• Architect pricing ladders and promo guardrails; align with finance on margin thresholds and IMU targets.

• Pressure-test promo and pack architecture (core, value, kits/bundles, GWPs) to drive penetration and profitable mix.

Retail Media & Shopper Marketing

• Set strategy and allocate budget across Walmart Connect; integrate with shopper programs, sampling, and in-store.

• Translate brand priorities into retailer-relevant storytelling and activation calendars; oversee creative/brief quality and measurement.

Assortment, Merch & Space

• Lead line reviews and shelf strategy—assortment productivity, modular/schematic planning, and secondary placements.

• Champion .com basics (PDPs, SEO, ratings/reviews) and .com merchandising (Search/SOV, Brand Stores, retail media landing).

Forecasting, S&OP & Supply

• Partner with Sales Planning/Demand Planning and Retail Operations on seasonal stock & sales plans and OTIF delivery.

• Anticipate supply risk; drive cross-functional mitigation (phasing, substitutions, allocations, E&O burn plans).

Insights & Analytics

• Instrument the business with the right dashboards, reports and data resources; work with the Analyst to synthesize retail POS and syndicated market data into actionable insights and clear next steps.

• Benchmark against category/channel trends and competitor moves; shape strategy accordingly.

Leadership & Ways of Working

• Develop, coach, and hold the current team and partners accountable to clear goals.

• Evaluate future org needs as Bubble scales, sequencing hires thoughtfully with ROI in mind.

• Balance ambition with pragmatism—leveraging agencies and cross-functional support before adding headcount.

• Establish effective rhythms (forecasts, reviews, QBRs) and foster strong cross-functional collaboration.

• Model Bubble's challenger mindset: resourceful, decisive, and growth-oriented.

Qualifications

• Experience: 8+ years in high-growth CPG/consumer challenger brands with Walmart ownership; track record scaling brands in Mass.
• Leadership: Proven people leader—hiring, coaching, developing talent; managing agencies/partners for leverage.
• Commercial Acumen: Full P&L ownership; expertise in pricing/promo, retail media, trade terms, and portfolio/pack architecture.
• Retail Expertise: Deep experience with Walmart, including Walmart.com and Walmart Connect.
• Media & Analytics: Working knowledge of Walmart Connect; fluent in POS/retailer portals (e.g., Scintilla) and ROI measurement.
• Mindset: Challenger orientation—creative, scrappy, decisive, and comfortable operating with pace and ambiguity.

Primary Evaluation Metrics

Retail Sales, Net Sales, Retailer P&L (GM%/IMU), Share of Shelf/Search, Item Productivity, Promo ROI, Media ROAS, Team Engagement & Development