Position Overview

We are seeking an exceptional Chief Growth Officer to own Bobbie's core commercial engine. Reporting directly to the CEO, this executive will have end-to-end accountability for our revenue funnel across our two primary channels - Retail Sales and Direct-to-Consumer/E-Commerce - from strategy and planning through execution and performance. The CGO is responsible for driving profitable, scalable growth across our established channels, with deep ownership of the P&L, the customer, and the team that executes against both.

The ideal candidate is a seasoned commercial leader with CPG roots, a track record of scaling food and beverage brands through both retail and digital channels, and the operational rigor to lead a high-performing organization through a significant growth phase.

Core Responsibilities

Commercial Strategy & Revenue Ownership

• Own the end-to-end commercial strategy across Retail and DTC/E-Commerce, with full P&L accountability for both channels
• Set and deliver against revenue targets, translating strategic priorities into annual operating plans, forecasts, and budgets
• Define channel investment priorities and trade-offs to maximize revenue and margin across the portfolio
• Lead the annual commercial planning process in close partnership with Finance, ensuring plans are grounded, funded, and executable
• Serve as the primary commercial voice in the executive team, bringing a clear point of view on market dynamics, competitive positioning, and growth levers

Retail Sales Leadership

• Own the retail sales organization and strategy across all channels - grocery, mass, club, and specialty
• Build and deepen strategic relationships with key retail partners and buyers, establishing Bobbie as a preferred partner
• Drive distribution expansion, velocity improvement, and shelf presence across the account portfolio
• Optimize trade spend and promotional investment to maximize ROI and brand positioning at shelf
• Set clear performance targets and hold the team accountable to distribution, velocity, and revenue goals

Direct-to-Consumer & E-Commerce

• Own and scale the DTC and e-commerce business across Bobbie's website, Amazon, and other online marketplaces
• Develop and execute data-driven customer acquisition and retention strategies that improve CAC, LTV, and overall channel economics
• Optimize the full digital funnel - from paid and owned media through site conversion and post-purchase retention
• Translate DTC consumer data and behavioral insights into actionable commercial decisions across both channels
• Ensure a seamless, brand-right consumer experience across all owned digital touchpoints

Pricing & Revenue Architecture

• Own pricing strategy and architecture across all SKUs and channels, balancing competitiveness, margin, and brand positioning
• Monitor competitive pricing dynamics and lead pricing initiatives including increases with disciplined timing and execution
• Establish guardrails for promotional activity and evaluate promotional effectiveness against clear ROI thresholds

Team Leadership & Organizational Development

• Build, lead, and develop a high-performing commercial organization across retail and DTC functions
• Establish clear metrics, accountability structures, and performance management systems across the team
• Foster a culture of executional excellence, collaboration, and consumer-centricity

Cross-Functional Collaboration

• Partner closely with Brand, Operations, Finance, and Supply Chain to ensure commercial plans are profitable and executable
• Collaborate with Finance on financial modeling, business cases, and investment decisions
• Align with the executive team on strategic priorities, resource allocation, and commercial performance
• Work in close coordination with the innovation function to ensure core channel readiness for new product launches, without owning the 0-1 pipeline

Qualifications

Required

• 15+ years of progressive commercial leadership in CPG, with a strong preference for 10+ years in food and beverage
• Proven track record leading commercial organizations through significant growth phases, ideally at or approaching $300M+ scale
• Deep expertise in retail sales with established relationships across major grocery, mass, and club retailers
• Demonstrated experience building and scaling DTC and e-commerce businesses, including Amazon
• Strong P&L management experience with a track record of driving profitable growth across channels
• Exceptional leadership skills with experience building, managing, and developing high-performing commercial teams
• Strategic thinker with strong analytical capabilities and a data-driven approach to decision-making
• MBA from a top-tier institution preferred

Preferred

• Experience with emerging or disruptive brands in better-for-you, natural, or organic segments
• Track record navigating rapid growth, including supply constraints and capacity management
• Deep understanding of consumer behavior, retail dynamics, and the evolving digital commerce landscape
• Familiarity with both established retail channels and emerging platforms (online grocery, quick commerce)
• Previous C-suite or senior commercial executive experience

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 or Baby's Only
• $75 monthly internet stipend
• Co-working space reimbursement