Director of Sales, Club & Grocery

Bobbie

3d•$232,000•Remote

About The Position

Bobbie is seeking a Director, Club & Grocery to take full ownership of its Club and Food/Grocery retail relationships and grow these important channels. This builder’s role owns account strategy, retailer relationships, channel performance, and the Club and Grocery P&L, including gross and net sales, trade spend, and profitability across Costco and Food/Grocery. The Director will serve as the primary contact for buying, merchandising, and replenishment teams; lead joint business planning and category strategy; and manage forecasting, demand planning, trade investment, and channel expansion. The role directly manages a National Account Manager responsible for Grocery execution and will help build the broader team as the business scales. It works closely with Category Management/Shopper Insights, Supply Chain, Finance, and Brand Management, and reports directly to the Chief Growth Officer. The position offers substantial autonomy, executive visibility, and influence over the development of Bobbie’s retail sales organization. The role is US-based and remote.

Requirements

At least 10 years of experience in CPG sales.
Direct, senior-level experience owning Costco and/or grocery/food retailer relationships at National Account Manager, Director, or higher level.
Experience with end-to-end retailer account ownership, including forecasting, joint business planning, trade planning, and day-to-day execution, with direct accountability for the account.
Strong understanding of Costco’s operating model, including warehouse programs, item management, roadshows, and vendor scorecards, and/or grocery category review cycles.
Track record leading category reviews and joint business plans that grew distribution, share, and profitable volume.
Ability to work autonomously in a lean, scaling organization.
Experience coaching and developing an account manager or similar direct report.

Nice To Haves

Existing relationships with baby/infant nutrition buyers in Club or grocery retail, or direct experience selling into the baby/infant nutrition category.
Experience in adjacent nutrition, health, or wellness categories.

Responsibilities

Own the Club and Grocery P&L, including gross and net sales, trade spend, and profitability across Costco and Food/Grocery.
Serve as the primary point of contact for Club and Grocery buying, merchandising, and replenishment teams, managing executive relationships and day-to-day account execution.
Lead annual and in-year joint business planning, category reviews, item and assortment strategy, and trade and promotional strategy.
Own Club and Grocery forecasting and demand planning cadence, partnering with the Demand team on forecast accuracy and Supply Chain on fill rates and operational execution.
Develop and manage trade-spend and promotional plans, including ROI accountability and reporting.
Lead multi-year strategy for thoughtful expansion and continued growth in Club and Grocery.
Manage and develop a National Account Manager responsible for day-to-day Grocery execution, and help build the broader team as the business scales.
Partner with Category Management/Shopper Insights, Supply Chain, Finance, and Brand Management to align retailer account strategies.
Represent Club and Grocery in strategy and planning discussions with the Chief Growth Officer and help shape Bobbie’s retail sales organization.
Deliver channel results measured by net revenue and share growth, forecast accuracy, fill-rate performance, trade-spend ROI, promotional efficiency, successful launches and shelf transitions, retailer relationship health, vendor management, and team development.

Benefits

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