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
Skills Required
- 8+ years in high-growth CPG/consumer challenger brands with Walmart ownership
- Proven people leader with hiring, coaching, and talent development experience
- Full P&L ownership experience; expertise in pricing, promotions, trade terms, and margin management (IMU/GM%)
- Deep experience with Walmart retail (Walmart.com) and Walmart Connect
- Working knowledge of Walmart Connect and fluency with POS/retailer portals (e.g., Scintilla) and ROI/media measurement
- Experience setting commercial/channel strategy: assortment, merchandising, promo cadence, pricing architecture
- Experience with forecasting, S&OP, demand planning, OTIF, and cross-functional supply mitigation
- Experience managing agencies and external partners for retail media and shopper marketing
- Challenger mindset: resourceful, decisive, creative, comfortable with pace and ambiguity
