Head of Retail

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

📋 Description

• Manage the commercial relationship with Walmart, which includes engaging with buyers, conducting line reviews, overseeing assortment, pricing, programs, and commitments.

• Ensure the successful execution of the 2026 expansion, holiday program, and PDQ.

• Maintain oversight of sell-through rates, stock levels, replenishment, inventory, and forecasting.

• Take ownership of the Walmart P&L and make trade-spend decisions.

• Develop expansion roadmaps for men's, women's, refill, and secondary SKUs.

• Manage the buyer relationship with Target, including launch plans, assortment, economics, and internal workflows.

• Successfully execute a national launch at Target with Freebird managing the direct relationship.

• Establish the internal infrastructure to manage Target and minimize broker reliance.

• Create a prioritized 2–3 year U.S. retail expansion strategy within 90 days.

• Categorize retailers based on fit, revenue potential, margins, brand value, and likelihood of success.

• Identify and target the next 5–10 retail accounts, such as CVS, Walgreens, Ulta, Best Buy, Sam's Club, Costco, Kroger, H-E-B, and Publix.

• Advance multiple new retailer relationships through buyer meetings, line reviews, or testing within 12 months.

• Develop retailer-specific assortment structures and determine products, MSRP, packaging configurations, SKUs, and exclusives for each retailer.

• Safeguard DTC and retail pricing across various channels.

• Formulate strategies for refill-blade placement and recurring consumable products.

• Construct retailer economics centered around repeat purchases and category value.

• Oversee retailer-level P&Ls that encompass wholesale revenue, gross margin, trade spend, promotions, markdowns, retail media, freight, deductions, returns, and contribution margin.

• Implement processes for forecasting, replenishment, stock levels, POs, EDI, OTIF, retailer portals, compliance, and sell-through reporting.

• Initially function as a hands-on, lean retail leader without a dedicated internal team.

• Evaluate capabilities, establish organizational structure, and build an internal team for a business spanning 10,000–20,000+ doors.

⛳️ Requirements

• Have personally managed a significant Walmart business, including buyers, line reviews, Retail Link, replenishment, features, and negotiations. This is non-negotiable.

• Experience managing Target from the brand perspective with direct buyer relationships is strongly preferred.

• Successfully expanded a consumer brand beyond Walmart and Target into drugstores, clubs, grocery, beauty, electronics, or specialty sectors.

• Worked within a consumer brand; backgrounds solely in brokerage or agency are not applicable.

• Knowledgeable in personal care, grooming, beauty, consumer electronics, appliances, or health and wellness sectors.

• Experience managing durable products that incorporate consumable or refill components.

• Ability to present a 3-year retail strategy and address Walmart out-of-stock issues effectively.

• Capability to assess retailer margins, wholesale pricing, promotional economics, trade spending, inventory investments, and retail media ROI.

• Have owned a P&L and made commercial decisions based on it.

• Thrives in ambiguous environments and enjoys building from the ground up.

• Develops genuine, long-lasting relationships with buyers and possesses strong negotiation skills.

• Exhibits strong cross-functional collaboration with Product, Operations, Supply Chain, Finance, Brand, Creative, Growth, and executive leadership.

• A minimum of 10 years of experience in consumer products and retail sales.

• Proven experience in roles such as Senior Director, VP, Head of Retail, Head of Sales, or National Accounts.

• Personal ownership of Walmart business; Target ownership is highly preferred.

• Experience managing a retail business exceeding $25M.

• Proven track record of expanding from limited distribution to thousands of retail doors.

• Held retail P&L responsibility.

• Experience in building teams and retail infrastructure.

🏝️ Benefits

• Remote-first and flexible working arrangements, allowing you to work from anywhere with autonomy and trust.

• Competitive compensation that reflects the impact you make.

• Comprehensive medical, dental, and vision insurance providing health coverage for you and your family.

• 401(k) plan with company matching contributions.

• Unlimited paid time off (PTO) to recharge when needed.

• Opportunity to own an entire channel with the accompanying authority and accountability.

• Established consumer demand and brand awareness, allowing you to build rather than start from scratch.

• A product portfolio designed for retail, featuring hardware with consumable refills and a growing grooming ecosystem.

• A leadership team that operates swiftly, makes decisions promptly, and provides operators with the freedom to act.

• A workplace free of politics, focused on execution. We prioritize ownership, collaboration, and collective problem-solving.

• The opportunity to craft the retail strategy for a brand that has already demonstrated its ability to succeed.