Senior Director Mass Retail North America
Minneapolis
Senior Director, Mass Retail North America
Reports to : Chief Commercial Officer
Direct reports : National Account Manager (Walmart / CVS), National Account Manager (Canada), Target Agency (external)
Accounts & Markets : Walmart (US / Canada), Target, CVS, Loblaws Group (Canada)
Location : Remote – Bentonville, AR or Minneapolis, MN
(Note : This is a single role. It has been posted in both locations to ensure visibility, please do not apply twice)
Comp Range : $150k - $210k base
Role Summary
Bubble is hiring an experienced, challenger-brand commercial leader to own and scale our Mass Retail business across the U.S. and Canada. You’ll hold full P&L responsibility, lead a small but mighty team (plus an agency), and set differentiated, channel-specific strategies across Walmart, Target, CVS, Walmart Canada, and Loblaws. 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 Strategies : Define and execute tailored strategies by retailer (assortment, merchandising, promo cadence, pricing architecture, retail media, in-store activation, .com).
- Retailer Partnerships : 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 our Target agency and other partners.
Core Responsibilities
Own the retailer P&L for Walmart, Target, CVS, Walmart Canada, and Loblaws; 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 by channel; 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.Set strategy and allocate budgets across Walmart Connect and Target Roundel; 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 to 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 : 10+ years in high-growth CPG / consumer challenger brands with multi-retailer 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 and / or Target; familiarity with CVS. Canada (Walmart CA / Loblows) exposure a plus but not required.Media & Analytics : Working knowledge of Walmart Connect & Target Roundel; fluent in POS / retailer portals 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
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