Director of Growth (Ecom & Marketing Director) Background: Freja is one of the fastest growing food brands in the UK. We launched in 2020 as a small lockdown project with big ambitions: to build the bone broth category in Europe. Since then, we’ve become a category-leading product combined with a DTC-first business model, driving brand awareness, category education, and product demand, whilst building out multichannel sales distribution. We’ve achieved rapid growth across all sales channels and won a few awards along the way (including Food & Drink Startup of the Year). Freja has attracted investment from some of the best names in FMCG, including Paul Polman (ex CEO Unilever), Giles Brook (Innocent, Vitacoco, Urban Fruit), and a host of industry insiders and successfully exited founders, and with some major national grocery listings under our belt, the Freja brand, and the bone broth category as a whole, is poised to go mainstream. The Category: Bone broth is far from a trend, but it’s certainly fair to say it’s ‘trending’ at the moment. Thanks to considerable celebrity endorsement and Freja’s significant marketing investment in the category, consumers are becoming more aware of the benefits bone broth can offer them. As bone broth overlaps with many wellness concerns, from skincare and beauty to gut health and sports nutrition, it’s a product which can benefit consumers of all ages and interests. As people become more aware of the importance of clean-label, nutrient-dense foods, and the negative impacts of Ultra Processed Foods (UPFs), consumers are actively seeking out natural products and solutions for their problems. These are incredibly powerful tailwinds for Freja over the next few years. The category shows no signs of slowing down: In the US, bone broth is a mature category worth approx $500m with supermarket fixtures filled with brands offering a variety of quality, price points and formats. The UK is about 5-10 years behind the US in terms of maturity, with an estimated category value of £50m GMV, so there’s plenty of headroom to grow across all sales channels. The Opportunity: Freja’s team has grown to almost 30 people in order to maintain the brand’s ambitious but sustainable growth rates. As part of that expansion, there will be 2 additions to the senior leadership team. A highly experienced Managing Director has already been appointed to run the day to day business, and spearhead Freja’s rapid expansion into physical retail channels, and a Director of Growth will be appointed by the end of 2025 to continue the digital-first trading and marketing strategy of the business. This role is a key cornerstone of the business. Whilst physical retail often grabs the headlines in the FMCG industry, and is Freja’s fastest growing channel, DTC remains our core sales channel and the key lever in our future growth. Digital on its own is an 8-figure P&L with annual growth of 50%-100%, with a significant investment in digital marketing and creative content production that fuels growth across the whole business. To date, the digital business has been overseen by an experienced CEO with 15+ yrs in ecom leadership, and managed by a lean, competent and passionate team. As the CEO steps into a more strategic role, the business is looking for a commercial and detail-oriented digital successor. The Role: Reporting jointly to the CEO and MD, the Director of Growth will manage a team of 11 people under 2 direct reports (Head of Digital, Head of Content), as well as several dotted line relationships (Head of Brand, Ecom Ops Manager). Key responsibilities: • Shopify & Amazon P&L • Paid Media and Content Budget lines • Paid traffic (paid search, paid social) • Organic traffic (social, SEO) • Lifecycle (subscription, retention) • Online trading (price/promo, merchandising) • Customer experience (UX, CX) • Content Studio (video, copy, design) • Data & Reporting The Candidate: With a DTC business background, and hands-on expertise in growth marketing, the successful candidate won’t be fazed by the broad scope of the role - that’s par for the course in ecom. In fact, they’ll be excited to have control of all the key growth levers, and be confident in knowing which ones to pull on for maximum impact rather than trying to do everything. They’ll know this role is the real deal by the absence of digital marketing agencies and ad creative services - the expertise is all in-house. The key here will be the experience and ruthless strategic prioritisation to chase the opportunity, the leadership and people skills to get everyone pulling effectively in the same direction, and the maturity to operate in a founder-led business with multiple equally important strategic pillars. Demonstrates: • Leadership, clarity, and focus to orientate resources towards incremental revenue opportunities • Trading focus, growth mindset, with a sense of urgency and bias to action • Best in-class execution across all digital sales channels and marketing platforms • Granular domain expertise (knows more than the digital agency) • Strategic & analytical capability to identify high effort/reward new initiatives • Test & learn approach to continuous improvement across all BAU activities • Data-led, but not blinkered. Customer and common-sense comes first • Motivated to share and apply growth principles across the broader business (eg retail) Required Candidate Experience: • History of sustained (>50% CAGR) profitable revenue growth in a DTC brand with revenue >£5m/yr • Management of performance marketing budgets >£1m/yr • Hands on (in-house) experience with all core platforms and channels (Shopify, Meta, Google) • Direct management of team >5 people • Sector experience in FMCG (ideally F&B, VMS, HBC categories) • Experience working in founder-led brands We’re a remote-first business, which means you’ll need to be a self-starter who owns their work, over-communicates and knows how to manage projects effectively using digital tools. People management experience is essential, as you’ll be managing a team from day one. You’ll be expected to spend 4-6 days per month in our office in Stroud, to develop your team and collaborate with other functions and the leadership team. We don’t have fixed or minimum office days, we hire people who genuinely want to come in and spend time with the team, and can be trusted to find their own balance. Lastly, you must be a genuine consumer of bone broth. We’re a team of bone broth evangelists who truly care about our mission, and you can’t build a brand unless you live and breathe the product. What’s in it for you: • The opportunity to play a key role in a growing challenger brand • Proper responsibility for a strategically important area • Competitive salary + discretionary bonus • All employees have EMI share options, giving them the opportunity to participate in our success • Hybrid remote-first role, 4-6 days per month in the office • Flexible working hours • 25 days holiday plus bank holidays and an additional day off for self-care • The tech you need to get the job done • Allocated budget and time off for personal and professional training and development • Plenty of bone broth!