Director of Sales, Club & Grocery

About Bobbie

Bobbie makes European-style organic infant formula manufactured end-to-end in the U.S., because we believe every parent deserves to feed their baby with confidence, without judgment and without compromise. No mystery ingredients. No shortcuts. Just clean, thoughtfully made formula that parents can trust.

But Bobbie has never been just a formula company. When the 2022 national infant formula shortage left parents across the country unable to feed their babies, we closed our storefront to new customers rather than leave a single existing family without formula. We went to Washington. We got loud. And we opened our Heath, Ohio manufacturing facility to make sure something like that could never happen again.

That's who we are, and that's what you'd be joining.

Bobbie for Change

Our advocacy arm, Bobbie for Change, exists because making great formula isn't enough if the systems around parenthood are still broken. We fight for paid federal parental leave, push for legislation to prevent future formula shortages, advocate for feeding equity, and support families navigating impossible situations, including donating formula to parents impacted by breast and gynecologic cancers through the Bobbie Breasties program.

We're a company that genuinely believes becoming a parent makes you an activist. The people who work here feel that too.

About the Role

Bobbie’s retail business is scaling fast, and Club and Grocery are two of our most important channels with immense upside opportunity. We’re looking for a Director, Club & Grocery to take full ownership of our existing Club and Food/Grocery relationships and to build the account strategy, retailer relationships, and operating rigor that will carry this business through its next phase of growth.

This is a builder’s role. You’ll own the P&L, run point with buyers and merchandising teams, lead annual joint business planning, and be accountable to the day to day performance of your channels. You will directly manage a National Account Manager on Grocery and be responsible for building out the broader team as the business scales. You’ll report directly to our Chief Growth Officer - which means high autonomy, direct executive visibility, and real influence over how Bobbie’s retail sales organization takes shape as it scales.

What You Will Do

• Own the Club & Grocery P&L.
• Take full accountability for gross and net sales, trade spend, and profitability across Costco and the Food/Grocery channel.
• Run the Club and Grocery relationships.
• Serve as Bobbie’s primary, full-scope point of contact with buying, merchandising, and replenishment teams - from executive conversations to day-to-day account execution - with complete accountability for the relationship.
• Lead JBP and category strategy.
• Own annual and in-year Joint Business Planning, category reviews,item/assortment strategy, trade and promotional strategy etc.
• Own forecasting and demand planning.
• Build and run the forecast cadence for Club and Grocery, partnering closely with our Demand team to build out an accurate forecast and with Supply Chain to protect fill rates and operational excellence.
• Manage trade investment.
• Develop and own trade spend and promotional plans across Club & Grocery, with full accountability for ROI and reporting.
• Lead channel expansion.
• Own Bobbie’s strategy for thoughtful expansion and continued growth into Club and Grocery over a multi-year horizon.
• Build and lead a team.
• Manage and develop a National Account Manager owning day-to-day execution across Grocery.
• Partner cross-functionally.
• Work closely with Category Management/Shopper Insights, Supply Chain, Finance, and Brand Management to bring one unified account strategy to every retailer conversation.
• Shape retail sales strategy.
• Represent Club & Grocery in strategy and planning conversations with the Chief Growth Officer, directly informing how Bobbie’s retail sales organization is built.
• How We’ll Measure Success
• Costco and Grocery/Food net revenue and share growth
• Forecast accuracy and fill-rate performance
• Trade spend ROI and promotional efficiency
• On-time, successful product launches and shelf transitions
• Retailer relationship health and vendor management
• Team culture and development

What We’re Looking For

• 10+ years in CPG sales, with direct, senior-level experience owning Costco and/or grocery/food retailer relationships (National Account Manager, Director, or above).
• End-to-end account ownership.
• A track record of running a retailer relationship in full - forecasting, JBP, trade planning, and day-to-day execution - with complete accountability for the account rather than managing it through an intermediary.
• Deep retailer fluency.
• Strong command of Costco’s operating model (warehouse programs, item management, roadshows, vendor scorecards) and/or grocery category review cycles.
• Proven JBP and category leadership.
• A history of leading category reviews and joint business plans that grew distribution, share, and profitable volume.
• Comfort with autonomy.
• You thrive operating independently in a lean, scaling organization - this role reports directly to the Chief Growth Officer and carries real visibility with the executive team.
• People leadership.
• Experience coaching and developing an account manager or similar direct report.
• Category relationships strongly preferred.
• Existing relationships with baby/infant nutrition buyers in the Club channel or grocery retailers, or direct experience selling into the baby/infant nutrition category. Experience across adjacent categories in nutrition, health & wellness, also considered.
• Our Values
• Be Radical
• — We are change makers, rule breakers and stigma shakers. We are unapologetically bold and use our megaphone for good.
• Nurture the Tension
• — Parenthood is full of healthy tension, and so is building a company. We embrace the unknowns, practice humility and are a culture of learners.
• Deliver Ounce by Ounce
• — Our customers have entrusted us to feed their babies. We lose sleep over the details, so they don't have to.
• Don't Assume
• — We embrace our unique perspectives, withhold judgment, and find beauty in the paths that brought us all to Bobbie. Our strength is celebrating each other and our collective voice.