National Accounts Manager - Convenience Channel

The Vita Coco Company; Dallas (TX); Hybrid; USD 100,000 - 130,000; Full time

Job summary

The Vita Coco Company is seeking a National Accounts Manager for the Convenience Channel, largely remote with Dallas, TX preference. You will lead joint business plans with major U.S. convenience partners, grow distribution, and optimize profitability.

A seasoned CPG sales leader will drive retailer relationships and cross-functional collaboration. Responsibilities include strategy development, program creation, performance reviews, and revenue forecasting to meet the annual plan.

Qualifications

• Seasoned CPG sales experience with HQ-level customer relationship development.
• Strong presentations and communications with senior leaders, retailers, and distributors.
• Proven negotiation and cross-functional influence abilities.
• Good business and financial acumen with sales opportunity discernment.
• Analytical mindset, critical thinking, and problem solving.

Responsibilities

• Define and implement strategies to achieve distribution within Convenience Channel National Accounts.
• Establish and grow retailer HQ relationships and drive joint-business plan priorities.
• Create win/win programs and agreements with Retailer & RTM Partners.
• Collaborate with Category Management, Finance, Sales Ops, and Marketing.
• Review business performance, promotions, and planograms with retailers; maintain retailer connectivity.
• Forecast, budget, and track revenues and costs to deliver the annual plan.

Skills

CPG sales experience

Presentation skills

Negotiation

Financial acumen

Analytical thinking

Problem solving

Team collaboration

Education

Bachelor's degree in business or related field

Job description

National Accounts Manager - Convenience Channel

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’vegrown into a global business with teams in New York, London, and Singapore, andwe’renow publicly traded on NASDAQ under COCO.

As a Public Benefit Corporation and Certified B Corp,we’recommitted 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’renow looking for someonewho’sexcited 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’recommitted to uplifting the communitieswe’reconnected to locally and globally

The National Accounts Manager – Convenience Channel will be responsible for leading the development and execution of customer-oriented joint business plans with some of our largest Convenience channel retail partners across the U.S. This leader will serve as the primary account contact, working hand in hand with our Distributor Partners, to achieve increased distribution, profitability, and sales objectives of The Vita Coco Company Portfolio of items.

The successful candidate will have specific experience building selling-solutions with large Regional and National Retail customers. This role will be remote based (Dallas, Texas preferred) and report to the Senior Director of Sales.

Main Responsibilities:

• Define and implement strategies to achieve distribution within Convenience Channel National Accounts


• Establish and grow retailer HQ relationships. Implement critical initiatives to drive joint-business plan priorities. Remove roadblocks internally and externally to deliver on strategy.


• Create win/win programs and agreements that benefit both our Retailer & RTM Partners.


• Collaborate closely with cross-functional leaders, specifically Category Management, Finance, Sales Operations, and Marketing.


• Conduct regular reviews of business performance, promotion strategies, and planograms with retailers, and establish ongoing retailer connectivity through shared insights and growth opportunities.


• Forecast, budget, and track account revenues and costs to deliver the annual plan.

Qualifications, Skills, Knowledge & Experience:

• Seasoned CPG sales experience required with demonstration of sales management capabilities resulting in profitable volume growth and successful HQ level customer relationship development. Convenience Channel National Accounts Headquarter Experience Preferred.


• Effective interpersonal skills demonstrated by the ability to build customer-ready presentations, and effectively communicate with senior leaders internally, with retailers, and with our distributor partners.


• Ability to effectively negotiate and indirectly influence internal and external collaborators.


• Command of business & financial acuity shown by discernment on sales opportunities.


• Passion to challenge the status quo and find new solutions and drive out of the box ideas.


• Ability to effectively monitor category performance versus plan and communicate accordingly.


• Possess strong analytical skills, critical thinking skills, and problem-solving skills.


• Not afraid to \"roll up sleeves\" with individual contributor responsibilities and go beyond comfort to learn.


• High-energy self-starter as well as collaborative team player.


• Bachelor's degree or business-related field is preferred.


• And of course, the love of all things coconuts!

US Pay Range

$100,000 - $130,000 USD

Voluntary Self-Identification

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As set forth in The Vita Coco Company’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

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