Vita Coco

Director

• Own and execute national account strategies across non-commercial segments, customers & affiliate GPOs.
• Develop and expand target account distribution by segment to sharpen focus, drive new business, and grow existing sales.
• Identify whitespace opportunities and build tailored selling strategies to win and scale accounts.
• Build and manage senior-level relationships with key national accounts.
• Lead contract negotiations, including pricing, terms, and promotional programming.
• Drive account performance through thoughtful business planning, forecasting, and execution.
• Partner closely with distribution teams to support customer-specific go-to-market needs and ensure best-in-class execution.
• Collaborate with Marketing to develop customer-facing programs, promotions, and product innovations that unlock growth.
• Align internally with finance, operations, and supply chain to ensure seamless delivery and service excellence.
• Translate strategy into action by ensuring strong in-market execution across accounts.
• Lead senior level relationships with both DSD and broadline distribution partners to maximize growth opportunity and optimize best route to market for customers.
• Monitor performance and adjust plans based on data, insights, and customer feedback.
• Lead future team of National Account Managers to grow new and existing non-commercial account management.
• Recruit, retain, coach, and develop talent.
• Set team goals and strategic account priorities.

Director of Non-Commercial National Accounts

Medical Director

• Develop and lead the go-to-market strategy for Education & Healthcare channels across the U.S.
• Identify and unlock new business opportunities across both contract managed and self-operated K-12, colleges & universities, and healthcare systems
• Build scalable playbooks to drive segment growth across large enterprise accounts, mid-market regional customers, and Group Purchasing Organizations (GPOs)
• Partner closely with distribution field teams to execute against channel priorities and accelerate growth
• Lead joint business planning and ensure alignment between segment strategy and field execution
• Track performance and continuously optimized approach based on results and insights
• Own relationships and growth strategy with Group Purchasing Organizations (GPOs) and Large National Contract Managed (FSM) affiliates
• Identify new partnership opportunities to expand Vita Coco’s footprint and influence in both segments
• Explore and assess portfolio strengths and opportunities to drive unique opportunities specific to all sub segments of Education and Healthcare
• Own the strategy and execution of the Campus Ambassador Program to drive awareness, trial, and brand love
• Build a scalable model that integrates with broader Education channel growth goals
• Collaborate with both the DSD & broadline distribution teams to ensure strong service levels, operational excellence, and customer satisfaction
• Identify opportunities to improve delivery, availability, and customer experience across both channels
• Leverage all distribution partnerships to optimize best route to market solution for the customer
• Lead future team of National Account Managers to grow new & existing business in education & healthcare channels as well as affiliate GPOs
• Recruit, retain, coach, and develop talent
• Set team goals and strategic account priorities

Director of Non-Commercial National Accounts

Director of Foodservice – Education, Healthcare