National Accounts Manager - Convenience Channel

Vita Coco is the leading coconut water brand in the world, built on a simple idea: bring better-for-you, natural hydration to more people. Since starting in 2004, we’ve grown into a global business with teams in New York, London, and Singapore, and we’re now publicly traded on NASDAQ under COCO.

As a Public Benefit Corporation and Certified B Corp, we’re committed to supporting farming communities, sourcing responsibly, and building products that are better for people and the planet. We move fast, stay scrappy, and care deeply about doing the right thing.

We’re now looking for someone who’s excited to join a growing, purpose-driven company and help shape what comes next.

Our Values:

Human First:

We lead with inclusivity, transparency, and empathy.

Nothing is Impossible:

We experiment, learn, and keep moving forward.

United by Our Will to Win:

We stay aligned, work collaboratively, and push toward shared goals.

Part of Something Bigger:

We’re committed to uplifting the communities we’re connected to locally and globally

The National Accounts Manager – Convenience Channel will be responsible for leading the development and execution of customer-oriented joint business plans with some of our largest Convenience channel retail partners across the U.S. This leader will serve as the primary account contact, working hand in hand with our Distributor Partners, to achieve increased distribution, profitability, and sales objectives of The Vita Coco Company Portfolio of items.

The successful candidate will have specific experience building selling-solutions with large Regional and National Retail customers. This role will be remote based (Dallas, Texas preferred) and report to the Senior Director of Sales.

Main Responsibilities:

• Define and implement strategies to achieve distribution within Convenience Channel National Accounts
• Establish and grow retailer HQ relationships. Implement critical initiatives to drive joint-business plan priorities. Remove roadblocks internally and externally to deliver on strategy.
• Create win/win programs and agreements that benefit both our Retailer & RTM Partners.
• Collaborate closely with cross-functional leaders, specifically Category Management, Finance, Sales Operations, and Marketing.
• Conduct regular reviews of business performance, promotion strategies, and planograms with retailers, and establish ongoing retailer connectivity through shared insights and growth opportunities.
• Forecast, budget, and track account revenues and costs to deliver the annual plan.

Qualifications, Skills, Knowledge & Experience:

• Seasoned CPG sales experience required with demonstration of sales management capabilities resulting in profitable volume growth and successful HQ level customer relationship development. Convenience Channel National Accounts Headquarter Experience Preferred.
• Effective interpersonal skills demonstrated by the ability to build customer-ready presentations, and effectively communicate with senior leaders internally, with retailers, and with our distributor partners.
• Ability to effectively negotiate and indirectly influence internal and external collaborators.
• Command of business & financial acuity shown by discernment on sales opportunities.
• Passion to challenge the status quo and find new solutions and drive out of the box ideas.
• Ability to effectively monitor category performance versus plan and communicate accordingly.
• Possess strong analytical skills, critical thinking skills, and problem-solving skills.
• Not afraid to "roll up sleeves" with individual contributor responsibilities and go beyond comfort to learn.
• High-energy self-starter as well as collaborative team player.
• Bachelor's degree or business-related field is preferred.
• And of course, the love of all things coconuts!

This is a reasonable estimate of the current pay range for this position. The base pay actually offered may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. 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.

US Pay Range

$100,000 — $130,000 USD

A NOTE FROM US

We welcome you to apply—even if you don’t check every box. We’re big fans of curious, growth-minded people who want to learn, contribute, and make an impact. If you feel connected to our brands and our mission, we’d love to hear from you.

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