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…