The Vita Coco Company

Global producer of coconut water beverages

Retail Sales Manager

Field SalesConfirmed live in the last 24 hours

Full-timeBoston, MA, USA

About the Job

Requirements

At least 1 year of experience in field sales, retail execution, or account management, preferably in consumer packaged goods, beverage, or direct-store-delivery environments.
Experience working with distributor partners and retail customers.
Proven ability to drive in-store execution, including distribution, displays, and shelf-set improvement.
Comfort managing top retail accounts and engaging with district managers and store leadership.
Experience using sales and execution tools such as Repsly, iDig, or similar customer relationship management or sales platforms.
Ability to manage time and priorities effectively to stay organized and meet goals.
Ability to build strong relationships with partners and customers.
Ability to communicate with influence and deliver clear, compelling presentations.
Ability to use retail math to guide decisions and evaluate performance.
Ability to travel regularly within the assigned market.
Ability to lift cases of product weighing 10–35 pounds and place products on overhead shelving.
Ability to walk approximately 20,000 steps daily and stand and walk for long periods.

Responsibilities

Develop plans to execute all sales objectives in the assigned territory.
Lead innovation launches and drive excitement throughout the network.
Organize retail programs and prioritize them effectively with the distributor.
Execute market blitzes and provide insights into market conditions.
Sell critical displays that draw attention to the brand, partnering with the on-site team to optimize sell-through.
Execute display standards across key accounts.
Oversee point-of-sale materials for internal and distributor partners.
Provide consistent communication about retail execution.
Highlight accomplishments and clearly outline follow-up needs for the distributor.
Deliver regular trade recaps highlighting wins and opportunities for distributor sales managers.
Establish and maintain partnerships with distributor sales teams to amplify overall sales effectiveness.
Use customer relationship management tools to build account call history, record accomplishments, and optimize the daily schedule.
Maintain relationships and conduct regular business meetings with district managers at critical retailers.

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

As the Retail Sales Manager, you’ll lead efforts at retail to achieve revenue, depletion, distribution and execution goals in the Market.You’ll report to the Market Manager and develop strategic plans for Top 100 accounts, focusing on the distribution, display, and shelf set opportunities that exist.

LOCATION: This is a field sales role based in Boston, MA.

WHAT YOU’LL DO:

Planning and Strategy

Develop plans to execute all sales objectives in your territory.
Lead innovation launches and drive excitement throughout the network.
Organize retail programs and effectively prioritize them with your distributor.
Execute market blitzes and provide insights into market conditions.
Sell critical displays that draw attention to the brand, partnering with on-site team to optimize sell-through.
Execute display standards across key accounts.
Oversee point‑of‑sale materials for both internal and distributor partners.

Distributor Management

Provide consistent communication on retail execution.
Highlight accomplishments and clearly outline follow-up needs for distributor.
Deliver regular trade recaps highlighting wins and opportunities for distributor sales managers
Establish and maintain strong partnerships with the Distributor Sales teams to amplify overall sales effectiveness.
Utilize CRM Tools to build account call history, record accomplishments and optimize daily schedule.
Maintain relationships and conduct regular business meetings with District Managers at critical retailers.

WHAT YOU’LL BRING:

1+ years of experience with field sales, retail execution, or account management, preferably within CPG, beverage, or DSD environments.
Experience working with distributor partners and retail customers.
Proven ability to drive in‑store execution, including distribution, display, and shelf set improvement.
Comfort managing Top retail accounts and engaging with District Managers and store leadership.
Experience using sales and execution tools (e.g., Repsly, iDig, or similar CRM/sales platforms)

KEY COMPETENCIES:

Manage time and priorities effectively to stay organized and meet goals.
Build strong relationships with partners and customers.
Communicate with influence and deliver clear, compelling presentations.
Use retail math to guide decisions and evaluate performance.
“Being the Brand” of Vita Coco!

ADDITIONAL QUALIFICATIONS:

Ability to travel regularly within the assigned market
Ability to lift cases of product between 10-35 pounds and place products on overhead shelving
Ability to walk upwards of ~20k steps daily; stand and walk for long periods of time

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

$52,000—$55,000 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. 

US Pay Range 52000 - 55000 USD

About the Company

The Vita Coco Company

Global producer of coconut water beverages

Vita Coco produces and sells coconut-based beverages and related products. Its main product is coconut water, offered plain and sparkling, along with coconut oil. The products are sourced from coconuts grown in farming communities and minimally processed to maintain natural nutrients. Consumers can buy Vita Coco online, in retail stores, and in supermarkets, making the beverages available globally. Because the company focuses on natural hydration with coconuts, the product works by delivering electrolytes and fluids from coconut water in ready-to-drink formats; the sparkling version provides a fizzy alternative. Vita Coco differentiates itself through a direct sustainability program—the Vita Coco Project—that supports farming communities and helps ensure a steady supply chain, aiming to improve lives for more than a million people. The company's goal is to provide healthy, natural hydration options while promoting responsible sourcing and social impact in coconut farming communities.

Company size: 501-1,000
Company stage: IPO
Headquarters: New York City, United States
Founded: 2003

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