Director of Sales – Mass

Bobbie

. Own the Mass P&L, including volume, trade spend, and profitability across Walmart and Target .

Posted 11/2/2026full-timeRemote • United StatesLead💰 $200,000 - $232,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing Mass P&L, trade spend, and profitability across major retailers like Walmart and Target, with a strong focus on forecasting, demand planning, and retail media strategy. Proven ability to lead cross-functional teams and drive revenue growth through strategic partnerships and effective execution.

Highest-signal resume keywords

10+ Years CPG Sales ExperienceWalmart Retail Link ProficiencyJoint Business Planning LeadershipTrade Spend ManagementShopper Marketing Strategy

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

ForecastingDemand PlanningTrade PlanningCategory ReviewsRetail Media StrategySales Operations ManagementJoint Business PlansProfitability AnalysisRetailer Relationship ManagementModular Reset Cycle

Soft Skills

Independent OperationTeam DevelopmentCross-Functional Collaboration

Tools & Technologies

Walmart ConnectTarget RoundelShopper Marketing ToolsSales Operations Software

Industry Keywords

CPGRetailNutritionHealth and WellnessBaby/Infant Nutrition

About the role

Key responsibilities & impact

Own the Mass P&L, including volume, trade spend, and profitability across Walmart and Target
Run Walmart and Target relationships end-to-end with buying and merchandising teams
Lead annual and in-year Joint Business Planning, category reviews, and modular/reset strategy
Manage Walmart Retail Link and OTIF requirements and Target vendor and seasonal planning cadence
Own forecasting and demand planning in partnership with Supply Chain
Develop and manage trade spend and promotional plans with accountability for ROI and reporting
Lead retail media strategy for Walmart Connect and Target Roundel with Shopper Marketing
Manage the Shopper Marketing Manager and Sales Operations Manager
Set priorities for shared Shopper Marketing and Sales Operations functions supporting Club & Grocery and Mass
Partner with Category Management/Shopper Insights, Supply Chain, Finance, and Brand Management
Shape retail sales strategy with the Chief Growth Officer
Report directly to the Chief Growth Officer
Drive revenue and 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

What you’ll need

10+ years in CPG sales, with direct, senior-level experience owning Walmart and/or Target relationships (National Account Manager, Director, or above)
Track record of full end-to-end retailer relationship ownership, including forecasting, JBP, trade planning, and day-to-day execution
Strong command of Walmart’s Retail Link, OTIF, and modular reset cycle, and/or Target’s vendor and seasonal planning systems
History of leading category reviews and joint business plans that grew distribution, share, and profitable volume at scale retailers
Experience managing both sales and operational roles, such as shopper marketing and sales operations, across a small cross-functional team
Ability to operate independently in a lean, scaling organization
Existing relationships with baby/infant nutrition buyers at Walmart or Target, or direct experience selling into the baby/infant nutrition category strongly preferred
Experience in adjacent nutrition, health and wellness categories considered
Ability to work remotely from the United States

Benefits

Comp & perks

Competitive stock options
401k with employer match
Employee medical, dental, and vision insurance 100% covered by Bobbie, with options to add dependents through a subsidized pre-tax deduction
US-based remote work model
Flexible Time Off Policy, including Summer Fridays; half days on Fridays Memorial Day through Labor Day
16 paid company holidays, plus an end of year holiday shut down
16 weeks of paid parental leave with the option to take an additional 8 months unpaid
One year subscription to Bobbie
$75 monthly internet stipend
Co-working space reimbursement
Target bonus of 20%