Senior Director Mass Retail North America

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

Account Leadership & P&L

• 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.
  
  

Retail Media & Shopper Marketing

• 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/Loblaws) 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