Director of Sales (Denver)

Vita Coco, the leading coconut water brand, launched in 2004 when two friends, Michael Kirban and Ira Liran learned about the tropical elixir after a chance encounter at a New York City bar. Not only did their discovery bring coconut water into the mainstream beverage aisle, it rebranded coconut water as a premium lifestyle drink and helped propel the trend of natural-functional beverages. Fast forward 15 years, and Vita Coco is available in 30 countries and has expanded coconut water into new occasions with innovations like Vita Coco Sparkling, Pressed, Coconut milk, and Coconut Oil.  

In 2018, All Market Inc., the parent company created by Michael and Ira, expanded into a true portfolio company, making it one of the largest independent and privately-owned beverage companies in the world. With the acquisition of RUNA, a clean energy drink, and the creation of Ever & Ever, an environmentally-minded, sustainably-packaged water category, the company is changing the ready-to-drink beverage landscape by offering its consumers better-for-you, yet convenient, options. Despite massive growth and success, AMI maintains the same entrepreneurial spirit on which it was founded, with a can-do culture that’s just beginning to tap the potential of the better-for-you beverage space.

Vita Coco is headquartered in New York City with international offices in Hong Kong, Singapore, and London.

Vita Coco is hiring a Director of Sales who will lead the region to achieve revenue, depletion, distribution, and retail execution goals by improving the performance of both the AMI team and our Distributor partners. This role is based out of Colorado reporting directly to VP DSD West.

Main Responsibilities:

• Plan and prepare
  • Region business plan
  • Distributor business plans (Top 1-2 in Region)
  • Innovation launches
  • S&OP forecast
  • Volume, distribution and retail execution targets (internal and external)
  • Action plans to address gaps in performance

• Measure and improve
  • Execution against all of the above
  • Display execution

• People Management
  • Hire, manage and develop a team of direct reports consisting of Market Managers and Retail Sales Managers to manage relationships with distributors and important retail outlets
  • Guide activity, provide performance feedback and support in creation of strengths-based development plans

• Distributor Management
  • Manage pricing and profitability
  • Provide consistent communication relating to execution against distribution targets and display programs
  • Drive business review process, developing appropriate cadence for each depending on size
  • Leverage scorecards, reports and tools provided by HQ and generate ad hoc reports from iDig and Repsly as needed for Region specific initiatives.
  • Facilitate resolution of issues

• Collaboration and Teamwork
  • Forge a strong partnership with the Director of Market Development, ensuring both teams are working in concert
  • Assess the competitive landscape and communicate insights
  • Provide input into channel strategy and the development of retail standards
  • Participate in the rationalization and selection of retail marketing programs to run in the Region

• Key Call Points
  • KDP Region VP and Market Development Managers
  • Independent Distributor Sales Leadership Team

Qualifications:

• Education Required: Bachelor’s Degree in business or related field
• Years of experience: At least 10 years of professional sales experience; at least 3-5 years of sales leadership experience
• Professional Experience:
  • DSD experience required; beverage experience preferred
  • Proven ability to lead, engage and develop a growing sales team
  • Experience leading, managing and holding field Sales employees accountable to goals & KPIs

• Key Skills & Qualifications:
  • Willingness to work flexible hours, including evenings and weekends
  • Strong business acumen, relationship management skills, customer focus, and drive for results
  • Excellent written and verbal communication skills
  • Exceptional analytical skills
  • Ability to travel up to 75% within market

• Technical Skills Required: Must be able to use basic features in MS Office Suite (Outlook, Excel, Word, PowerPoint)

At The Vita Coco Company, compensation decisions are dependent upon a variety of factors, which may include, but are not limited to: skill set, experience, education, training, licensure and certifications, knowledge and abilities of the applicant, alignment with market data, and other business and organizational needs. A reasonable estimate of the current pay range for this position is $70,000-$90,000. This range may vary for positions that will be performed outside of California, Colorado, Nevada, New York City, Westchester County, NY, Rhode Island, or Washington.

Vita Coco Co. is committed to the principles of equal employment. We are committed to complying with all federal, state, and local laws providing equal employment opportunities, and all other employment laws and regulations. It is our intent to maintain a work environment that is free of harassment, discrimination, or retaliation because of age, race, religion, color, national origin, gender, sex, sexual orientation (including transgender status, gender identity or expression), physical or mental disability, genetic information, marital status, AIDS/HIV status, military service, veteran status, or any other status protected by federal, state, or local laws. The Company is dedicated to the fulfillment of this policy in regard to all aspects of employment, including but not limited to recruiting, hiring, placement, transfer, training, promotion, rates of pay, and other compensation, termination, and all other terms, conditions, and privileges of employment.

Salary : $70,000 - $90,000