Director of Sales, Vita Coco

$70-90k

Expert level
Denver

2+ days a week in office

Vita Coco

Coconut-based beverages

Job no longer available

Vita Coco

Coconut-based beverages

501-1000 employees

B2CRetailPersonal healthFoodConsumer GoodseCommerce

Job no longer available

$70-90k

Expert level
Denver

2+ days a week in office

501-1000 employees

B2CRetailPersonal healthFoodConsumer GoodseCommerce

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: At least 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
  • 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 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
  • 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

Otta's take

Sam Franklin headshot

Sam Franklin

CEO of Otta

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.

Insights

B Corporation

Few candidates hear
back within 2 weeks

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

Founders

Michael Kirban

(Executive Chairman)

Has been with the company ever since co-founding it back in 2004.

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