Chief Growth Officer
About Bobbie
Bobbie is creating a parenting culture of confidence, not comparison. And it starts with how we choose to feed our babies. We crafted our European style infant formula with purposefully sourced, organic ingredients to give parents a product they are proud to feed their babies, direct to their doorstep. Bobbie is proud to be the only US formula that is designed to meet both FDA and EU standards.
Although 83% of parents turn to formula in the first year of their baby’s life, this is the silent majority that is often shamed for not being able to exclusively breastfeed. Co-founded by two moms and created by a team of mom scientists, nutritionists, pediatricians, and lactation consultants, the Bobbie team knows first hand that there is no one size fits all for feeding. With Bobbie, we hope you can Bottle Boldly.
We are seeking an exceptional Chief Growth Officer (CGO) 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 omnichannel business — with primary ownership of Direct-to-Consumer/E-Commerce and full confidence leading Retail Sales growth. 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 marketing and commercial leader with CPG roots and a deep appreciation for the power of a beloved brand. A proven track record of scaling food and beverage brands through digital and DTC channels is a must, paired with the strategic range to lead retail growth and the operational rigor to run a high-performing organization through a significant growth phase.
Core Responsibilities
Commercial Strategy & Revenue Ownership
- Own the end-to-end commercial strategy across DTC/E-Commerce, as well as Retail Sales, 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
Direct-to-Consumer & E-Commerce
Own and scale the DTC and e-commerce business across Bobbie's website, Amazon, and other online marketplacesDevelop and execute data-driven customer acquisition and retention strategies that improve CAC, LTV, and overall channel economicsOptimize the full digital funnel - from paid and owned media through site conversion and post-purchase retentionTranslate DTC consumer data and behavioral insights into actionable commercial decisions across both channelsEnsure a seamless, brand-right consumer experience across all owned digital touchpoints
Retail Sales Leadership
- Lead the retail sales organization and strategy across all channels, including 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
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 experience and expertise building and scaling DTC and e-commerce businesses, including Amazon
- Demonstrated confidence to be able to lead retail sales with established relationships across major grocery, mass, and club retailers
- 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
At Bobbie, we are committed to building a diverse and inclusive company. We seek to create a culture where everyone can belong because we believe that people do their best work when they can show up every day as their authentic selves. We welcome people of different backgrounds, experiences, abilities, and perspectives.
Bobbie is an equal opportunity employer. We do not make hiring or employment decisions on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, disability status or genetic information, in compliance with applicable federal, state and local law.