Sales Director, Mass

Bobbie

11d•Remote

About The Position

Bobbie's retail business is scaling fast, and Mass Channel, Walmart and Target, are central to that growth as we expand distribution this year. We’re looking for a Senior Director, Mass to take full ownership of both relationships and to build the account strategy, retailer relationships, and operating rigor this business needs as it scales. This role also leads Bobbie’s Shopper Marketing Manager and Sales Operations Manager, who support the entire retail sales organization - so beyond owning Walmart and Target directly, you’ll help set the operating cadence for retail sales as a whole. 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.

Requirements

10+ years in CPG sales, with direct, senior-level experience owning Walmart and/or Target 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 Walmart’s Retail Link, OTIF, and modular reset cycle, and/or Target’s vendor and seasonal planning systems.
Proven JBP and category leadership. A history of leading category reviews and joint business plans that grew distribution, share, and profitable volume at scale retailers.
People leadership across functions. Experience managing both sales and operational roles (e.g., shopper marketing, sales operations), with comfort setting priorities across a small, cross-functional team.
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.

Nice To Haves

Category relationships strongly preferred. Existing relationships with baby/infant nutrition buyers at Walmart or Target, or direct experience selling into the baby/infant nutrition category.
Experience across adjacent categories in nutrition, health & wellness, also considered.

Responsibilities

Own the Mass P&L. Take full accountability for volume, trade spend, and profitability across Walmart and Target.
Run the Walmart and Target relationships end-to-end. Serve as Bobbie’s primary, full-scope point of contact with buying and merchandising teams at both retailers — 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, and modular/reset strategy, including Walmart’s Retail Link and OTIF requirements and Target’s vendor and seasonal planning cadence.
Own forecasting and demand planning. Build and run the forecast cadence for Walmart and Target, partnering closely with Supply Chain to protect fill rates and OTIF performance as both retailers scale this year.
Manage trade investment. Develop and own trade spend and promotional plans across Mass, with full accountability for ROI and reporting.
Lead retail media strategy. Own Bobbie’s approach to Walmart Connect and Target Roundel in partnership with Shopper Marketing.
Lead a shared team. Manage the Shopper Marketing Manager and Sales Operations Manager, setting priorities so their work serves Club & Grocery as well as Mass.
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 Mass and retail operations in strategy and planning conversations with the Chief Growth Officer, directly informing how Bobbie’s retail sales organization is built.

Benefits

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