Sales Director, Mass

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.

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.

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.

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.

• 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…