Director of Accounts - Walmart

Role Overview

Bubble is seeking a seasoned commercial leader to take charge and expand our Walmart business. You'll have comprehensive P&L accountability, lead a focused team, and craft a specialized strategy adapted for the Walmart retailer. This position requires a blend of rigorous analytics and brand-development capabilities to excel in retail media, pricing and promotional strategies, shopper marketing, and cross-team collaboration to achieve exceptional, profitable growth.

Key Responsibilities and Expectations

• Drive profitable year-over-year growth by meeting retail sales and net sales goals while maintaining strong gross margins; actively identify risks, opportunities, and necessary adjustments.
• Design and implement a Walmart-specific channel strategy covering assortment, merchandising, promotional scheduling, pricing frameworks, retail media, in-store activation, and e-commerce.
• Cultivate senior-level retailer relationships to secure enhanced shelf space, visibility, and marketing leverage, including modules, additional placements, events, cooperative efforts, and brand-centric moments.
• Coordinate brick-and-mortar and online commerce efforts to improve product productivity, shelf share, conversion rates, and repeat purchase behavior.
• Recruit, mentor, and empower top-tier account talent and effectively utilize agencies and partners.

Core Duties

• Own Walmart’s retailer P&L including management of trade terms, cooperative funds, marketing development funds (MDF), retail media investments, and promotional return on investment (ROI).
• Establish annual and rolling sales and net sales plans, lead ongoing sales projections, and make investment or divestment decisions at SKU and category levels.
• Develop pricing ladders and promotional guardrails aligned with finance department targets for margins and initial markups (IMU).
• Evaluate promotional structures and packaging options to foster market penetration and a profitable sales mix.
• Set strategic direction and allocate budgets for Walmart Connect retail media, integrating these efforts with shopper programs, product sampling, and in-store initiatives.
• Translate brand objectives into retailer-specific storytelling and activation schedules, overseeing creative briefs and performance measurement.
• Lead assortment reviews and shelf strategy including productivity analysis, modular and schematic planning, and secondary placements in stores.
• Promote excellence in e-commerce practices such as product detail pages (PDPs), search engine optimization (SEO), customer ratings and reviews, merchandising efforts, brand stores, and retail media landing pages.
• Collaborate with sales planning, demand planning, and retail operations to coordinate seasonal inventory and sales plans, ensuring on-time and in-full (OTIF) deliveries.
• Forecast and manage supply risks, initiating cross-functional mitigation strategies like phased introductions, substitutions, allocations, and end-of-life inventory plans.
• Implement and maintain dashboards, reports, and data resources for business insight; work closely with analysts to interpret point-of-sale and syndicated market data into actionable strategies.
• Conduct benchmarking against category and channel trends and competitor activities to continuously refine strategic direction.
• Develop and coach the team and partners toward achieving clear, measurable goals; plan future organizational needs with ROI considerations.
• Foster a pragmatic yet ambitious leadership style, leveraging agencies and cross-functional colleagues before increasing headcount.
• Establish regular business rhythms including forecasts, reviews, and quarterly business reviews (QBRs), promoting seamless cross-department cooperation.
• Embody Bubble’s challenger brand mindset characterized by resourcefulness, decisiveness, and a growth focus.

Qualifications

• Minimum of 8 years’ experience in high-growth consumer packaged goods or challenger brands with direct Walmart account responsibility and demonstrated success in scaling mass-market brands.
• Proven leadership in hiring, mentoring, and managing teams as well as collaborating effectively with agencies and external partners.
• Strong commercial insight with full P&L responsibility and expertise in pricing, promotions, retail media, trade terms, and product/packaging portfolio management.
• Deep knowledge of Walmart operations including Walmart.com and the Walmart Connect advertising platform.
• Experience with retail media and analytics tools, fluent in POS systems and retailer portals such as Scintilla, with strong competency in ROI measurement.
• A challenger mindset: innovative, resourceful, fast-moving, and comfortable with ambiguity and change.

Performance Metrics

• Retail Sales and Net Sales Performance
• Retailer P&L metrics such as Gross Margin and Initial Markup
• Share of Shelf and Search Positioning
• Item Productivity and Promotional ROI
• Media Return on Ad Spend (ROAS)
• Team Engagement and Professional Development

Additional Information

Reports directly to the Chief Commercial Officer and manages the National Account Manager for Walmart. This is a remote position based in Bentonville, AR. Compensation ranges from $160,000 to $210,000 annually as base salary.