Market Manager, Vita Coco
2+ days a week in office
Coconut-based beverages
Open for applications
Coconut-based beverages
501-1000 employees
Open for applications
2+ days a week in office
501-1000 employees
Company mission
To reimagine what is possible when brands deliver great-tasting, natural, and nutritious products that are better for you and better for the world.
Role
Who you are
- Education Required: Bachelor’s Degree
- Years of experience: 3-5 years field sales experience in the food & beverage industry
- Professional Experience:
- Territory management experience
- Distributor management experience
- Experience leading, managing and holding field Sales employees accountable to goals & KPIs
- Willingness to work flexible hours, including evenings and weekends
- Strong business acumen, relationship management skills, customer focus, and drive for results
- Ability to lift cases of product between 10-35 pounds
- Must have a valid driver’s license
- Technical Skills Required: Must be able to use basic features in MS Office Suite (Outlook, Excel, Word, PowerPoint)
What the job involves
- Vita Coco is hiring a Market Manager, who will lead efforts to achieve revenue, depletion, distribution and retail execution goals by improving the performance of our Distributor partners in an assigned Market
- Markets range in size from one Distributor in two counties to many Distributors across several states
- The Market Manager will develop and maintain relationships with Distributors to increase share of mind across all levels of their organizations as well as identify opportunities, influence them to capitalize on them and hold them accountable for execution
- This role is based out of Chicago reporting directly to the Director of Sales
- Plan and prepare
- Distributor Business Plans
- Innovation launches
- Volume, distribution and retail execution targets (External)
- Market Blitzes
- Action plans to address gaps in performance
- Measure and improve
- Execution against all of the above
- Display execution
- POG adherence
- Distributor Management
- Provide consistent communication relating to execution against distribution targets and display programs
- Leverage scorecards, reports and tools provided by HQ and generate ad hoc reports from iDig and Repsly as needed for local market
- Conduct business reviews, developing appropriate cadence for each depending on size
- Facilitate resolution of issues
- People Management
- Hire, manage and develop a team of direct reports consisting of Retail Sales Managers to manage important retail outlets (where applicable)
- Guide activity, provide performance feedback and support in creation of strengths-based development plans
- Collaboration and Teamwork
- Forge strong partnership with Market Development team, providing them with Distributor support and the resources needed to win at retail
- Assess the competitive landscape and communicate insights
- Key Call Points
- KDP Area Directors, Market Development Managers and Branch Manager
- Independent Distributor Sales Team
Our take
Coconut water is a $1B+ market in the US, and it was fiercely fought over back when it was still emerging. Vita Coco ultimately came out on top, beating out Zico (ultimately shuttered following its acquisition by Coca Cola), and since then has spread its reach to over 30 countries worldwide.
It’s made some savvy product decisions to keep hold of this top spot. The Vita Coco brand has diversified to accommodate developing consumer priorities by including additional health and sustainability focused beverages. It’s also riding the recent canned-cocktail craze through a partnership forged with Diageo’s Captain Morgan. And, perhaps most importantly, it hasn’t meddled much with its prices in spite of the economic downturn.
Analysts predict this budget-friendly approach will see the top-tier company performing well in the event of a recession. Certainly, it will also give the company a boost in a market where coconut water is considered a premium beverage. There are whispers that Zico might be returning to the game - but this old rival will have a lot of catching up to do, especially off the back of a post-IPO secondary offering that has bolstered Coco's value.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Employee endorsements
Opportunities to learn
"I feel supported and encouraged to take advantage of learning opportunities. On top of that, the environment and culture make failing and making..."
Funding (2 rounds)
Feb 2011
$13.7m
EARLY VC
May 2010
$4.1m
EARLY VC
Total funding: $17.8m
Company benefits
- Health Benefits
- 401(k) + Match
- Paid Holidays and Unlimited Vacation
- Phone Allowance
- Car Allowance
- Gas Card
- Professional Development
- Financial Advisors
- Employee Product Allowance
- Commuter Benefits
- Paid Maternity and Paternity Leave
- CALM & PEERFIT Gym Membership
- Vita Coco E*Trade Account
- Pet Insurance & Dog Friendly Office
Company values
- Inclusivity
- Transparency
- Optimism
Company HQ
Midtown Manhattan, New York, NY
Articles
Leadership
Michael Kirban
(Executive Chairman)Has been with the company ever since co-founding it back in 2004.
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