Foodservice Distribution Manager

Vita Coco is the leading coconut water brand in the world, built on a simple idea: bring better-for-you, natural hydration to more people. Since starting in 2004, we’ve grown into a global business with teams in New York, London, and Singapore, and we’re now publicly traded on NASDAQ under COCO.

As a Public Benefit Corporation and Certified B Corp, we’re committed to supporting farming communities, sourcing responsibly, and building products that are better for people and the planet. We move fast, stay scrappy, and care deeply about doing the right thing.

We’re now looking for someone who’s excited to join a growing, purpose-driven company and help shape what comes next.

Our Values

• Human First: We lead with inclusivity, transparency, and empathy.
• Nothing is Impossible: We experiment, learn, and keep moving forward.
• United by Our Will to Win: We stay aligned, work collaboratively, and push toward shared goals.
• Part of Something Bigger: We’re committed to uplifting the communities we’re connected to locally and globally
  
  

The Vita Coco Company is searching for a Foodservice Distribution Manager - Broadline based out on the West Coast. This person is the national lead for “KEY” Broadline Distributor distribution efforts across the US business to achieve product distribution and drive revenue goals. The Foodservice Distribution Manager will focus on creating marketing and distribution strategies for the food service channel in a specified broadline partner and represent the company in all business development-oriented activities.

This is a remote field role and will report directly to the Director of Broadline Distribution - Foodservice.

Main Responsibilities

• Build and maintain strong relationships with key broadline headquarters to ensure effective distribution, product availability, and flawless execution.
• Support and educate broadline sales teams to secure new Vita Coco business within both local and regional markets.
• Ensure adherence to pricing strategies, promotional programs, incentives, and limited-time offers (LTOs).
• Collaborate closely with top leadership on business planning, forecasting, and coordinating quarterly business reviews.
• Assess sales and distribution metrics to pinpoint areas for improvement and uncover new opportunities.
• Work alongside national account managers, serving as the main liaison between the business unit and broadline Foodservice distribution partners.
• Team up with DSD Foodservice groups to obtain and manage Vita Coco accounts efficiently.
• Participate in field ride-along with the Acxion team to bolster distribution efforts through broadline channels.
• Partner with the Foodservice broadline team to widen Vita Coco’s reach and drive business growth.
• Forge strong connections with colleagues in Sales, Marketing, Operations, Innovation, and RTM to encourage seamless cross-functional teamwork.
  
  

Education Requirements

• Bachelor’s degree in business or a related field is preferred
  
  

Experience

• Minimum of 5 years of professional sales experience.
• At least 3 years of experience in sales roles.
• Beverage sales experience is preferred.
• Demonstrated ability to lead, engage, and influence a sales team.
  
  

Skills & Competencies

• Willingness to work flexible hours, including evenings and weekends.
• Strong business acumen, customer focus, relationship management skills, and results-driven approach.
• Excellent verbal and written communication abilities.
• Exceptional analytical thinking and problem-solving skills.
• Ability and willingness to travel up to 75% within the market.
  
  

Technical Skills

• Proficiency with core functions of the MS Office Suite (Outlook, Excel, Word, PowerPoint) is required.
  
  

This is a reasonable estimate of the current pay range for this position. The base pay actually offered may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.

US Pay Range: $110,000 USD - $120,000 USD

A NOTE FROM US

We welcome you to apply—even if you don’t check every box. We’re big fans of curious, growth-minded people who want to learn, contribute, and make an impact. If you feel connected to our brands and our mission, we’d love to hear from you.

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