Head of B2B Sales

Meet OVUM

Ovum is a female-founded, science-driven reproductive health company. We launched with our hero patented product, Time to Conceive for Women. Since then, we've expanded: an equivalent for men, our patented Time to Carry prenatal, and our own pregnancy and ovulation tests, all rigorously tested for people trying to conceive.

We're the challenger in a market that the likes of Clearblue and Pregnacare have owned for decades. And we're the only brand to get our products onto IVF clinics' patient protocols, earned on evidence, never paid for.

We sell directly through our own site, grocery (Ocado, Boots, Tesco and Sainsbury’s), other retail, distributors, and clinical partners. Our founder went through infertility herself, so she's also our customer. That keeps us honest.

The Opportunity

We're growing fast, and we're not shy about it. We’re targeting a punchy monthly revenue run rate by the end of 2026, and retail is one of the two engines that will get us there.

This is a build job. We have strong retail traction and a range that earns its shelf space. We’re looking for a creative and energetic individual who can build unique and impactful partnerships with retailers and partners that punch above our weight and take Ovum’s growth to the next level. What we need is someone senior who wants to push themselves strategically and thrives in an environment which requires outside-of-the-box thinking - if that’s you, when we want to hear from you.

You'll report to the CEO and work day to day with the COO and CMO. The expectation, plainly: we hand you the channel, and you run it. We want to trust your judgement and get out of your way.

The Role

You'll own every B2B channel we have, both online and offline, including grocery, pharmacy, online retailer partners, distributors, and clinics.

That means building the strategy and then doing the work. Opening accounts, sitting across the table in negotiations, setting pricing and promotional plans with the COO and CMO, managing trade spend, and hitting the numbers.

Retailers will push. The big ones push hard on margins, listing fees, and promotional calendars. We need someone who knows when to hold the line to protect our margin and our brand, and when a deal is genuinely worth doing. Someone who questions the way things are usually done rather than accepting them. If your instinct is to keep the buyer happy at any cost, this isn't your role.

What You’ll Own

• Build and own the retail and B2B sales strategy.
• Manage the daily operations of a number of key accounts
• Work with the internal OVUM team to create and execute retail sales strategies for each customer that align with OVUM objectives and growth targets.
• Help drive revenue growth by negotiating sales agreements with retail partners, ensuring mutually beneficial terms and conditions.
• Show expertise in working with distributors while understanding both direct sales channels and partnerships.
• Use demand planning techniques to optimise inventory levels while meeting customer expectations.
• Efficiently manage the order-to-cash process by ensuring accurate invoicing, collecting payments promptly, and resolving any issues in collaboration with finance.
• Keep an eye on market trends, competitor activities, and customer preferences to spot new business opportunities that could help improve sales performance. 
• Use sales data analysis alongside market research and customer feedback to identify opportunities to improve pricing strategies or the overall customer experience.
• Prepare regular reports on sales performance and budget forecasting, providing insights for business growth.
• Win and grow retail listings, in-store and online.
• Lead commercial negotiations end-to-end, holding firm on margin, terms and brand while closing deals that actually pay.
• Set distribution, merchandising, pricing and promotional plans with the COO and CMO.
• Own customer business plans, trade spend and marketing investment against clear KPIs.
• Build the revenue forecast and plan with the COO, and report progress to the leadership team and board.
• Track the metrics that matter (revenue, margin, sell-through, account health) and act on them early.

What We're Looking For

This is a senior hire. We want someone who has done this before and can operate without a safety net. 5+ years of experience within retail account management with consumer products is a must. Applicants without this experience will not be considered. 

• A strong track record in retail and B2B sales, ideally in consumer health, FMCG, medtech or femtech, including time in a senior or leadership role.
• Real experience landing and growing accounts with major retailers, and the negotiation scars to show for it.
• Solid understanding of distributor management practices along with direct sales strategies.
• Experience balancing the demands of retailers to scale the channel, alongside a D2C-first business.
• The confidence to challenge buyers, partners and us, backed by commercial judgement rather than ego.
• Comfort building from a low base in a small team, where you do the strategy and the doing.
• Sharp commercial and analytical thinking. You can build a forecast, read a P&L line, and know which deal is worth chasing.
• Excellent communication. You can pitch at C-level and hold a room.
• Experience in fertility, women's health or the IVF sector is a bonus, not a must.
• The right to work in the UK.

This Role Is For You If

• You like ambiguity and a blank page, and you turn both into a plan.
• You're happy owning a number on your own and being measured against it.
• You hold strong relationships with senior people inside and outside the business, and you're straight with all of them.
• You have a bias for action and a test-and-learn habit.
• You care about getting it right, down to the detail.

The Practical Details

• Full-time, for candidates with the right to work in the UK.
• Remote-first, with 2 to 3 in-office days a week for the London team.
• Some travel for retailer meetings, trade events and pre-agreed sessions in London.

What We Offer

• Competitive salary, reviewed annually, set against your experience.
• Share options. We want you invested in what we're building.
• Paid training, certifications and conferences.
• Real flexibility in how and where you work.
• A small, honest, supportive team where you can bring your whole self to work.

Our Policy 

It is our policy not to discriminate against employees based on gender, sexual orientation, marital or civil partner status, gender reassignment, race, religion or belief, colour, nationality, ethnic or national origin, disability, age, pregnancy or maternity, trade union membership, or being a part-time or fixed-term worker.