Vita Coco

Director

• Lead end-to-end food service strategy, driving volume, revenue, and profit growth across all segments
• Own the Food Service P&L, including pricing, trade spend, and contract negotiations
• Establish KPIs, forecasting, and performance tracking to guide decision-making
• Define and execute national and regional broadline distribution strategy
• Oversee distributor management, including sales execution, incentives, and compliance
• Build and optimize relationships across broadline, DSD, and specialty distributors
• Act as the primary liaison across internal teams (sales, supply chain, marketing, finance) and distribution partners
• Own senior relationships with top food service customers, distributors, and strategic partners
• Identify and close high-impact partnerships across QSR, fast casual, hospitality, fitness, travel, and entertainment
• Serve as the executive-level representative for Vita Coco within the food service industry
• Build relationships with top national accounts, regional operators, and key industry stakeholders
• Coach and mentor team members while fostering a culture of ownership and accountability

Senior Director, Food Service

Sales

🌐
Worldwide
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Retail Sales Manager

Manager

• Lead efforts to achieve revenue, depletion, distribution and retail execution goals by improving performance with our distributor partners in your assigned Market
• Report to the Director of Sales, identify opportunities, influence distributors, and hold them accountable for execution.
• Develop Distributor Business Plans at all branches to ensure alignment on business objectives
• Lead innovation launches and drive execution to achieve volume, distribution, and retail execution targets
• Manage all POS needs and ensure proper and timely execution
• Provide consistent communication around performance against distribution targets

Market Manager, DSD South

• Lead efforts to achieve revenue, depletion, distribution and retail execution goals by improving performance with our distributor partners
• Report to the Director of Sales, identify opportunities, influence distributors, and hold them accountable for execution
• Develop Distributor Business Plans at all branches to ensure alignment on business objectives (annually, quarterly, and monthly)
• Lead innovation launches
• Drive execution to achieve volume, distribution, and retail execution targets
• Manage market blitzes and develop strategies for prioritization and execution
• Create action plans to address gaps in performance
• Manage all POS needs and ensure proper and timely execution
• Provide consistent communication around performance against distribution targets and display programs
• Conduct business reviews and establish the appropriate cadence for each
• Generate reports as needed for local markets
• Lead Retail Sales Managers to manage important retail outlets (where applicable)

Market Manager

Business Development Rep

• Lead market research efforts across the US to achieve product distribution, display execution, and drive revenue goals.
• Focus on creating marketing and distribution strategies for the food service channel.
• Represent the company to broadline distributor partners in all business development-oriented activities.
• Plan and execute innovative product launches, new retail programs, and assist with market blitzes within broadline distributors.
• Promote the full Vita Coco portfolio at each account; achieve KPIs, secure product displays, and expand distribution availability.
• Gather and interpret data on customer purchase patterns; review monthly sales reports to identify opportunities and evaluate underperforming accounts.
• Establish and nurture relationships with key retail accounts while opening new accounts to increase brand visibility and distribution.

Foodservice Business Development Manager – Broadline

• Lead efforts to achieve revenue, depletion, distribution and retail execution goals
• Report to the Director of Sales, identify opportunities, influence distributors, and hold them accountable for execution
• Develop Distributor Business Plans at all branches to ensure alignment on business objectives
• Drive execution to achieve volume, distribution, and retail execution targets
• Manage market blitzes and develop strategies for prioritization and execution
• Create action plans to address gaps in performance
• Provide consistent communication around performance against distribution targets and display programs
• Conduct business reviews and establish the appropriate cadence for each
• Generate reports as needed for local markets
• Lead Retail Sales Managers to manage important retail outlets

Market Manager, DSD West

• Develop distributor business plans (Top 3) within the region and support Market Managers in creating monthly plans with their branches and call points.
• Establish clear performance metrics (KPIs) for your team and foster a high-performance culture.
• Lead sales presentations, negotiations, and trade shows.
• Develop strategies and plans that maintain existing business and identify new sales opportunities to drive growth within your assigned customer base.
• Lead innovation launches by developing full execution plans in partnership with Marketing, Regional & National Accounts, and DSD support.
• Oversee revenue strategy, including S&OP forecasting, to implement comprehensive revenue-generation plans across all channels.
• Drive internal and external volume, distribution and retail execution targets.
• Create action plans to address gaps in performance.
• Analyze sales data and market trends.
• Performance management and leadership development of all direct reports.
• Collaborate with Leadership and HR on talent planning.
• Maintain relationships and conduct regular business meetings with Top 3 Retailers and support plans for your teams to meet with district leaders in your territory.
• Build a strong partnership with Market Development Director to align on strategy.
• Provide input into channel strategy and the development of retail standards.
• Participate in rationalizing and selecting retail marketing programs for the region.

Director of Sales, DSD West

• Lead efforts to achieve revenue, depletion, distribution and retail execution goals by improving performance with our distributor partners
• Develop Distributor Business Plans at all branches to ensure alignment on business objectives
• Lead innovation launches
• Drive execution to achieve volume, distribution, and retail execution targets
• Manage market blitzes and develop strategies for prioritization and execution
• Provide consistent communication around performance against distribution targets and display programs
• Conduct business reviews and establish the appropriate cadence for each
• Build and maintain relationships with distributors to increase share of mind across all levels of their organizations
• Develop a strong partnership with the Market Development team

Market Manager, DSD North

• Drive both sales and distribution across our top Regional Grocery customers.
• Work closely with the RAE to find and grow new businesses, create unique programs and incentives, connect buyer groups, and execute distribution programs.
• Ensure trimester marketing programs are executed at the field level.
• Plan and prepare innovation launches, new retail programs and market blitzes.
• Sell the entire Vita Coco portfolio at account level and achieve KPIs on cases sold, displays, and new distribution.
• Utilize CRM Tools to build account call history, record accomplishments, and optimize your daily schedule.
• Analyze weekly sales reports to identify opportunities and assess under-performing accounts.
• Forge strong partnership with Distributor Sales teams and demonstrate best practices.
• Develop and maintain relationships with key retail accounts while opening new accounts to grow brand visibility and distribution.
• Provide consistent communication on retail execution, highlighting accomplishments, and follow-up needs for Independent Distributor Sales Managers, KDP Branch Managers & District Managers.
• Build, move, and improve display execution and/or product placement to ensure optimal location for sales on all company products as necessary in assigned stores.
• Measure and audit individual accounts and execution following each visit.
• Support consumer and retail activity by route-riding with distribution partners.

Retail Sales Lead, Grocery

• Build and facilitate training programs covering retail execution, merchandising standards, sales fundamentals, and distributor management best practices
• Conduct in-market training sessions with RSMs
• Develop and maintain training assets, playbooks, videos, guides, and job aids
• Lead onboarding for new RSMs
• Reinforce adoption of tools including Karma, VIP, PowerBI, BatchGeo, and more
• Conduct field rides to assess performance gaps and recommend targeted training
• Support successful innovation launches through clear communication and execution-focused training
• Align closely with DSD Team Leaders (VPs, Directors, and Market Managers) to ensure processes are followed by RSMs
• Work with Marketing on shopper programming, POS deployment, retail standards, and category selling tools
• Provide feedback and insights to DSD Leadership Team
• Partner with Supply Chain Coordinators and Distributor Ops teams to resolve execution and inventory challenges
• Generate actionable market and distributor insights for Sales Leadership
• Support tracking of KPIs tied to strategic initiatives, launches, and retail programs
• Measure training impact and adjust programming based on field needs

Director, Field Execution

• Manage, mentor, and develop the Field Team to expand UDS/AOM business.
• Maintain a balance between admin days (~20% of time), in-field days (~60% of time), and work-with days (~20% of time).
• Drive sales, distribution, and brand presence across our top UDS account customers, working closely with marketing to develop innovative solutions.
• Plan and prepare innovation launches, new retail programs and market blitzes.
• Sell the entire Vita Coco portfolio at account level and achieve KPIs on cases sold, displays, and new distribution availability.
• Utilize CRM tools to build account call history, record accomplishments, and optimize your daily schedule.
• Analyze weekly sales reports to identify opportunities and assess under-performing accounts.
• Forge strong partnership with Distributor Sales team and demonstrate best practices.
• Develop and maintain relationships with key retail accounts while opening new accounts to grow brand visibility and distribution.
• Provide consistent communication on retail execution, highlighting accomplishments, and follow-up needs from Independent Distributor Sales Managers, KDP Branch Managers & District Managers.
• Build, move and improve display execution and/or product placement to ensure optimal location of all company products in assigned stores.
• Measure and audit individual accounts and execution following each visit.
• Support consumer and retail activity by route-riding with distribution partners.