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Senior Director Mass Retail North America Bentonville
Senior Director Mass Retail North America BentonvilleBubble Skincare • MN, United States
Senior Director Mass Retail North America Bentonville

Senior Director Mass Retail North America Bentonville

Bubble Skincare • MN, United States
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Senior Director Mass Retail North America

Bentonville

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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