Director of Foodservice – Education, Healthcare

Vita Coco

Director of Foodservice leading growth strategies in Education & Healthcare segments for Vita Coco. Own and accelerate growth by building scalable strategies and partnering cross-functionally.

Posted 7/27/2026full-timeRemote • 🇺🇸 United StatesLead💰 $100,000 - $125,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing go-to-market strategies for Education and Healthcare channels, with a strong focus on relationship management and growth within Group Purchasing Organizations. Proven ability to lead teams, optimize distribution networks, and drive segment growth through strategic planning and execution.

Highest-signal resume keywords

Go-To-Market Strategy DevelopmentEducation & Healthcare Segment GrowthGroup Purchasing Organization (GPO) ManagementTeam Leadership & DevelopmentStrategic Relationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Foodservice SalesCPG SalesBeverage SalesProgram ManagementDistribution Network OptimizationStrategic PlanningMarket AnalysisPerformance TrackingBusiness DevelopmentAccount Management

Soft Skills

Relationship BuildingInfluencing SkillsStrategic ThinkingEntrepreneurial MindsetCollaboration

Industry Keywords

EducationHealthcareGroup Purchasing Organizations (GPOs)Direct Store Delivery (DSD)Broadline DistributionNational AccountsField Sales TeamsMarket InsightsCustomer ExperienceOperational Excellence

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

10-15+ years of experience in Foodservice, CPG, or Beverage sales, with strong non-commercial channel expertise
5+ years proven success driving growth in Education and/or Healthcare segments
Experience working with GPOs, large distributors – DSD and broadline, and field sales teams
Strong strategic thinking with the ability to execute and deliver results
Excellent relationship-building and influencing skills across internal and external stakeholders
Experience managing or launching programs (e.g., ambassador programs, field initiatives) is a plus
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.