[Hiring] Director of Sales, Club & Grocery @Bobbie

Role Description

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.
• 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.
• Manage trade investment.
• Develop and own trade spend and promotional plans across Club & Grocery.
• 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.
• Shape retail sales strategy.
• Represent Club & Grocery in strategy and planning conversations with the Chief Growth Officer.

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.

Qualifications

• 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.
• Deep retailer fluency.
• Strong command of Costco’s operating model and/or grocery category review cycles.
• Proven JBP and category leadership.
• Comfort with autonomy.
• People leadership.
• Category relationships strongly preferred.

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.