Senior Director Mass Retail North America

Senior Director Mass Retail North AmericaReports 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 baseRole SummaryBubble 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 instinctscomfortably 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 ResponsibilitiesAccount 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 strategyassortment 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 pragmatismleveraging 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.QualificationsExperience: 10+ years in high-growth CPG/consumer challenger brands with multi-retailer ownership; track record scaling brands in Mass.Leadership: Proven people leaderhiring, 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 orientationcreative, scrappy, decisive, and comfortable operating with pace and ambiguity.Primary Evaluation MetricsRetail Sales, Net Sales, Retailer P&L (GM%/IMU), Share of Shelf/Search, Item Productivity, Promo ROI, Media ROAS, Team Engagement & Development