Director of Sales, Vita Coco
Northeast
$100-130k
More information about location
2+ days a week in office
Coconut-based beverages
Be an early applicant
Coconut-based beverages
501-1000 employees
Be an early applicant
$100-130k
More information about location
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 in business or related field
- Years of experience: 5-10 years of professional sales experience; at least 3-5 years of sales leadership 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
- 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)
What the job involves
- Vita Coco is hiring a Director of Sales (DOS), Northeast; the DOS 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
- Markets range in size from one Distributor in two counties to many Distributors across several states
- The DOS 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 reports directly to Vice President of Sales North BU
- Region business plans
- Distributor business plans
- Innovation launches
- S&OP forecast
- Volume, distribution, and retail execution targets (internal and external)
- Action plans to address gaps in performance
- Market blitzes
- Execution against all the above
- Display execution
- POG adherence
- 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
- 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, regular business reviews reports and tools and generate ad hoc reports from iDig and PowerBI as needed for region specific initiatives
- Facilitate resolution of issues
- Communication
- Forge strong partnership with cross-functional Teams including Market Development, Marketing, Brand, Regional/National Accounts, Business Insights and Operations, 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
- Distributor VPs, Distributor Sales Leadership Teams, Distributor Brand Managers and Distributor Market Development Manager
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
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 HQ
Midtown Manhattan, New York, NY
Leadership
Michael Kirban
(Executive Chairman & Co-Founder)Has been with the company ever since co-founding it back in 2004.
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