Director of Sales-South Central

The Vita Coco Company, created in 2004 by Co-CEO Michael Kirban and Ira Liran, produces the leading brand of coconut water in the United States with a growing presence around the world. The Vita Coco Company's brands include the leading coconut water, Vita Coco; clean energy drink Runa; premium canned water, Ever & Ever; and protein-infused water, PWR LIFT.

In 2021, The Vita Coco Company became a publicly traded, Public Benefit Corporation. With a growing portfolio of natural products, The Vita Coco Company has identified its public benefit purpose as creating ethical, sustainable products that uplift communities and do right by our planet by harnessing and protecting nature's resources.

In 2022, The Vita Coco Company was certified as a B Corporation furthering the Company's commitment toward operating its business as a force for good, while delivering better-for-you products.

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

The Director of Sales will lead the region to achieve revenue, depletion, distribution, and retail execution goals by improving performance of both the Vita Coco team and our Distributor partners. This role is based out of the South Central US, preferably the Texas area, reporting directly to Vice President of Sales South BU.

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 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 strong partnership with 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: 5-10 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
• Must be able to use basic features in MS Office Suite (Outlook, Excel, Word, PowerPoint)

The Vita Coco Company 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.