Director of Sales

eJam•Santa Ana, CA

1d•Onsite

About The Position

eJam is a consumer products company that has built, scaled, and exited multiple brands. Our portfolio includes category leaders ranked at the top of Amazon, carried in major retailers nationwide, and sold across DTC, marketplaces, and every channel in between. We're not a startup hoping something works. We're a team that has done it repeatedly: taken products from zero to eight figures, landed them on retail shelves nationwide, and built real brands that consumers love. We operate like a holding company with the speed of a startup: small teams with real ownership and accountability. This is the place where you'll see the entire machine, sourcing, product development, packaging, manufacturing, compliance, marketing, marketplace strategy, retail, all under one roof. If you want to be a part of building and shipping consumer products at scale, there is no better place than this. The Role BugMD is one of eJam's flagship brands, offering clean label pest control solutions that consumers love and that is ready for its next chapter of growth. The Director of Sales owns our retail future, taking a brand with a small but promising retail footprint and turning it into a major growth engine across national retail, grocery, and alternative selling channels. You'll own the retail sales strategy, the customer relationships, and the number. Your priority is landing and expanding business with the largest retailers in the country, with Home Depot, Lowe's, Walmart, and Target at the top of the list. You'll build the account management discipline, the broker and rep relationships, and the selling infrastructure required to scale distribution cleanly as we grow the brand from $85M toward north of $200M over the next five years. You'll know where to push for new doors, where to protect margin and trade spend, and how to build a retail business that an acquirer will be excited to own.

Requirements

8 to 15 plus years in retail sales and account management for consumer products, including a track record of landing and growing business at major national retailers.
Direct account management experience with one or more of Home Depot, Lowe's, Walmart, or Target is strongly preferred.
Deep command of how retail actually works, including line reviews, planograms, promotional planning, chargebacks, trade spend, and the buyer relationship.
Experience selling a physical consumer product, ideally in a category such as pest control, home improvement, household, health, or CPG.
Comfort building a channel from a small base rather than managing an established book of business.
Grocery channel experience is a strong plus.
Experience with marketplace selling or smaller independent retail channels such as Faire is a plus.
Strong commercial instincts and financial literacy: margin, forecasting, trade spend, and the discipline to plan and hit a number.
A results driven, low ego, high ownership operator who thrives in a fast moving, entrepreneurial environment.

Nice To Haves

Grocery channel experience is a strong plus.
Experience with marketplace selling or smaller independent retail channels such as Faire is a plus.

Responsibilities

Own the retail sales strategy and revenue targets for BugMD across all offline and marketplace channels, with full accountability for velocity, distribution, and trade spend.
Open, win, and grow relationships with major national retailers, with a clear priority on Home Depot, Lowe's, Walmart, and Target.
Manage those accounts as a true partner day to day, owning line reviews, joint business planning, promotional calendars, forecasting, and replenishment.
Expand distribution into grocery and other retail channels where BugMD fits, and develop alternative paths to shelf including marketplace selling and smaller independent retail through platforms such as Faire.
Build and manage the broker, distributor, and rep network, and install the reporting and pipeline rhythms that create clarity and accountability.
Partner closely with the General Manager, Growth, Operations, and Finance so that demand, supply, and margin all line up as we scale.
Represent BugMD at trade shows, buyer meetings, and category reviews, and serve as the face of the brand to our retail partners.
Build a retail business with strong acquirer appeal: defensible distribution, healthy velocity, and durable customer relationships.