Director of Non-Commercial National Accounts

Vita Coco

Director of Non-Commercial National Accounts leading sales growth and partnerships for Vita Coco's beverage products. Responsible for executing national account strategies across key sectors like Education and Healthcare.

Posted 7/27/2026full-timeRemote • 🇺🇸 United StatesLead💰 $100,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing national account strategies and driving growth in non-commercial segments, with a strong focus on contract negotiation, relationship management, and cross-functional collaboration. Proven ability to lead teams and develop tailored selling strategies that align with market needs and customer insights.

Highest-signal resume keywords

National Account ManagementContract NegotiationStrategic Account GrowthCross-Functional CollaborationTeam Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

CPG SalesContract ManagementPricing StrategyPromotional PlanningBusiness PlanningForecastingDistribution Network UnderstandingGo-To-Market StrategyData AnalysisAccount Performance Monitoring

Soft Skills

Negotiation SkillsInfluencing StakeholdersEntrepreneurial MindsetCoaching and DevelopmentAction Orientation

Industry Keywords

FoodserviceNon-Commercial AccountsGPO AffiliatesDSD DistributionBroadline DistributionSpecialty DistributionChilled DistributionCustomer-Facing ProgramsSales GrowthMarket Execution

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

10-15+ years of experience in CPG sales, Foodservice national non-commercial accounts, specific experience leading large contract managed accounts such as Compass, Aramark, Sodexo, and their GPO affiliates
Proven success managing and growing large complex national or strategic accounts.
Multiple years’ experience in beverage business preferred.
Strong negotiation skills with experience in contracts, pricing strategy, and promotional planning
Deep understanding of multiple distribution networks and go-to-market strategies to include DSD, broadline, specialty and chilled.
Ability to influence internal and external cross-functional stakeholders to drive alignment.
Entrepreneurial mindset with a bias for action and ownership
5+ years leading people calling on large national accounts.

Benefits

Comp & perks

A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.