Vita Coco
Director of Sales (Boston, MA)
Vita Coco, Boston, Massachusetts, us, 02298
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.
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 is based out of the
Northeast US,
preferably the
Massachusetts
area,
reporting directly to
Vice President of Sales North BU.
MAIN RESPONSIBILITIES:
Plan and prepare
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
Measure and improve
Execution against all the above
Display execution
POG adherence
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, 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
Collaboration and Teamwork
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
Key Call Points
Distributor VPs, Distributor Sales Leadership Teams, Distributor Brand Managers and Distributor Market Development Manager
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)
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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.
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 is based out of the
Northeast US,
preferably the
Massachusetts
area,
reporting directly to
Vice President of Sales North BU.
MAIN RESPONSIBILITIES:
Plan and prepare
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
Measure and improve
Execution against all the above
Display execution
POG adherence
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, 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
Collaboration and Teamwork
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
Key Call Points
Distributor VPs, Distributor Sales Leadership Teams, Distributor Brand Managers and Distributor Market Development Manager
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)
#J-18808-Ljbffr