Director, Accounts - Walmart
- Role
- Sales
- Experience
- Lead
Open to US only. Set where you work from to check your eligibility.
No BS summary
Experienced commercial leader for Walmart accounts with 8+ years in high-growth CPG/consumer challenger brands. Must have Walmart ownership, full P&L experience, pricing/promo, retail media, Walmart.com and Walmart Connect expertise. Remote role tied to Bentonville, AR.
Core skills
Required skills
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 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, including Walmart.com and Walmart Connect. Media & Analytics: Working knowledge of Walmart Connect; fluent in POS/retailer portals (e.g., Scintilla) 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
What you'll do
- Own and scale the Walmart business.
- Hold full P&L responsibility.
- Lead a small team.
- Set a differentiated, retailer-specific strategy for Walmart.
- Deliver annual retail sales and net sales targets with healthy gross margin.
- Proactively surface risks/opportunities and corrective actions.
- Define and execute a tailored Walmart strategy across assortment, merchandising, promo cadence, pricing architecture, retail media, in-store activation, and .com.
- Elevate senior-level relationships to unlock space, visibility, and marketing value.
- Integrate brick-and-mortar and .com to maximize item productivity, search/share of shelf, conversion, and repeat.
- Build, coach, and empower high-performing account talent and get leverage from partners and agencies.
- Own the Walmart retailer P&L.
- Manage trade terms, co-op, MDF, retail media, and promo ROI.
- Build annual and rolling retail sales/net sales plans.
- Lead latest-estimate re-projections and investment/disinvestment by SKU/category.
- Architect pricing ladders and promo guardrails.
- Align with finance on margin thresholds and IMU targets.
- Pressure-test promo and pack architecture to drive penetration and profitable mix.
- 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.
- Lead line reviews and shelf strategy, including assortment productivity, modular/schematic planning, and secondary placements.
- Champion .com basics including PDPs, SEO, and ratings/reviews.
- Champion .com merchandising including Search/SOV, Brand Stores, and retail media landing.
- Partner with Sales Planning/Demand Planning and Retail Operations on seasonal stock and sales plans and OTIF delivery.
- Anticipate supply risk.
- Drive cross-functional mitigation including phasing, substitutions, allocations, and E&O burn plans.
- Instrument the business with 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.
- Develop, coach, and hold the current team and partners accountable to clear goals.
- Evaluate future org needs as Bubble scales.
- Sequence hires thoughtfully with ROI in mind.
- Balance ambition with pragmatism by leveraging agencies and cross-functional support before adding headcount.
- Establish effective rhythms including forecasts, reviews, and QBRs.
- Foster strong cross-functional collaboration.
- Model Bubble's challenger mindset.
What they require
- 8+ years in high-growth CPG/consumer challenger brands with Walmart ownership.
- Track record scaling brands in Mass.
- Proven people leader—hiring, coaching, developing talent.
- Experience managing agencies/partners for leverage.
- Full P&L ownership.
- Expertise in pricing/promo, retail media, trade terms, and portfolio/pack architecture.
- Deep experience with Walmart, including Walmart.com and Walmart Connect.
- Working knowledge of Walmart Connect.
- Fluent in POS/retailer portals such as Scintilla and ROI measurement.
- Challenger orientation—creative, scrappy, decisive, and comfortable operating with pace and ambiguity.
Our AI visual development platform lets anyone, from first-time entrepreneurs to enterprise teams, take an idea from prompt to fully-functional, scalable app across web, iOS, and Android.