Director of Sales – Mass

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the Mass P&L, covering volume, trade spending, and profitability for Walmart and Target.

• Manage relationships with Walmart and Target from start to finish, collaborating with buying and merchandising teams.

• Lead the annual and ongoing Joint Business Planning, category assessments, and modular/reset strategies.

• Oversee Walmart Retail Link and OTIF requirements, as well as Target's vendor and seasonal planning cycles.

• Handle forecasting and demand planning in collaboration with the Supply Chain team.

• Develop and manage trade spending and promotional plans, ensuring accountability for ROI and reporting.

• Direct the retail media strategy for Walmart Connect and Target Roundel in conjunction with Shopper Marketing.

• Supervise the Shopper Marketing Manager and Sales Operations Manager.

• Prioritize shared functions within Shopper Marketing and Sales Operations that support Club & Grocery and Mass.

• Collaborate with Category Management/Shopper Insights, Supply Chain, Finance, and Brand Management.

• Shape the retail sales strategy alongside the Chief Growth Officer.

• Report directly to the Chief Growth Officer.

• Drive revenue and market share growth, forecast accuracy, fill-rate performance, trade spend ROI, product launches, shelf transitions, retailer relationship health, team development, retail media efficiency, and cross-functional output.

⛳️ Requirements

• Over 10 years of experience in CPG sales, with direct, senior-level experience managing Walmart and/or Target relationships (National Account Manager, Director, or higher).

• Proven history of comprehensive end-to-end retailer relationship management, including forecasting, JBP, trade planning, and daily execution.

• Strong understanding of Walmart’s Retail Link, OTIF, and modular reset processes, or Target’s vendor and seasonal planning systems.

• Experience leading category reviews and joint business plans that increased distribution, market share, and profitable volume at large retailers.

• Background in managing both sales and operational roles, such as shopper marketing and sales operations, within a small cross-functional team.

• Capacity to operate independently in a lean, scaling organization.

• Existing relationships with baby/infant nutrition buyers at Walmart or Target, or direct experience selling in the baby/infant nutrition category is highly preferred.

• Experience in related nutrition, health, and wellness categories is also considered advantageous.

• Must be able to work remotely from the United States.

🏝️ Benefits

• Competitive stock options.

• 401k with employer matching.

• Employee medical, dental, and vision insurance fully covered by Bobbie, with options available to add dependents through a subsidized pre-tax deduction.

• Remote work model based in the United States.

• Flexible Time Off Policy, including Summer Fridays; half days on Fridays from Memorial Day through Labor Day.

• 16 paid company holidays, plus an end-of-year holiday shutdown.

• 16 weeks of paid parental leave, with the option to extend an additional 8 months unpaid.

• One-year subscription to Bobbie.

• Monthly internet stipend of $75.

• Reimbursement for co-working space.

• Target bonus of 20%.