At Vita Coco, we’re on a mission to bring a taste of the tropics to everyday life—and that includes fueling students, patients, and professionals across the country. We’re looking for a strategic, entrepreneurial leader to own and accelerate our growth across the Education (K-12, Colleges & Universities) and Healthcare (Acute, Senior Living, Long-Term Care) channels.
This is a high-impact role focused on building scalable strategies, unlocking new business, and partnering cross-functionally to win in two of our most important emerging segments.
WHAT YOU’LL DO: Strategy & Growth Plan
- Develop and lead the go-to-market strategy for Education & Healthcare channels across the U.S.
- Identify and unlock new business opportunities across both contract managed and self-operated K-12, colleges & universities, and healthcare systems.
- Build scalable playbooks to drive segment growth across large enterprise accounts, mid-market regional customers, and Group Purchasing Organizations (GPOs)
Drive Execution
- Partner closely with distribution field teams to execute against channel priorities and accelerate growth.
- Lead joint business planning and ensure alignment between segment strategy and field execution.
- Track performance and continuously optimized approach based on results and insights.
Expand Strategic Partnerships
- Own relationships and growth strategy with Group Purchasing Organizations (GPOs) and Large National Contract Managed (FSM) affiliates.
- Identify new partnership opportunities to expand Vita Coco’s footprint and influence in both segments.
- Explore and assess portfolio strengths and opportunities to drive unique opportunities specific to all sub segments of Education and Healthcare
Lead Campus Ambassador Program
- Own the strategy and execution of the Campus Ambassador Program to drive awareness, trial, and brand love.
- Build a scalable model that integrates with broader Education channel growth goals.
- Partner with distribution field teams to leverage campus demand to drive local retail growth.
Enable Best-in-Class Distribution
- Collaborate with both the DSD & broadline distribution teams to ensure strong service levels, operational excellence, and customer satisfaction.
- Identify opportunities to improve delivery, availability, and customer experience across both channels.
- Leverage all distribution partnerships to optimize best route to market solution for the customer.
Coach & Develop
- Lead future team of National Account Managers to grow new & existing business in education & healthcare channels as well as affiliate GPOs.
- Recruit, retain, coach, and develop talent.
- Set team goals and strategic account priorities.
WHAT YOU’LL BRING:
- 10-15+ years of experience in Foodservice, CPG, or Beverage sales, with strong non-commercial channel expertise
- 5+ years proven success driving growth in Education and/or Healthcare segments.
- Experience working with GPOs, large distributors – DSD and broadline, and field sales teams.
- Strong strategic thinking with the ability to execute and deliver results.
- Excellent relationship-building and influencing skills across internal and external stakeholders.
- Experience managing or launching programs (e.g., ambassador programs, field initiatives) is a plus.
- Deep understanding of multiple distribution networks and go-to-market strategies to include DSD, broadline, specialty and chilled.
- Ability to influence internal and external cross-functional stakeholders to drive alignment.
- Entrepreneurial mindset with a bias for action and ownership
- 5+ years leading people calling on large national accounts.