The Director of Sales – Natural Specialty Channel is responsible for developing and guiding National and Regional accounts in the Natural Specialty Channel. The Director will achieve account profitability and sales targets, serving as the primary account contact while providing account leadership. This individual will also be responsible for the increased distribution of Vita Coco brand items for permanent planogram space and promotional displays.

We are hiring a Director to support the Natural Specialty Channel which will be remote based and responsible for All NSF (Natural Specialty Foods) accounts in the US. This role will report to the Vice President of Sales.

Main Responsibilities:

  • Develop and execute a robust channel strategy with key internal stakeholders.
  • Guide, coach and develop a National Broker network to achieve key goals and KPIs.
  • Manage and cultivate Marketing and Promotional programs to achieve case volume and dollar volume goals
  • Develop and execute strong retailer relationships to strategize on key opportunities to build business, i.e. new products, promotional planning, and space management.
  • Conduct regular reviews with key internal stakeholders, brokers and retailer of business performance, promotion strategies, planograms
  • Regular volume forecast and promotional budget tracking and accountability


  • 7-10 years of professional Sales experience. Natural Specialty Channel and Broker Management experience a must.
  • Must have previous selling to national accounts like Wholefood, Sprouts, etc. and have contacts at HQ.
  • Bachelor's degree in Marketing or business-related field is preferred
  • Track record of building strong business relationships with key customers
  • Ability to effectively communicate with senior internal leadership
  • Demonstrated skills in achieving sales, profitability, and budget goals
  • Ability to effectively implement sales and marketing strategies
  • Ability to effectively monitor category performance versus plan and communicate accordingly
  • Ability to understand trade spending effectiveness (efficiency of promotional activity is preferred)
  • Candidate should possess strong analytical skills, critical thinking skills and problem-solving skills
  • Strong presentation and communication skills, both verbal and written
  • Ability to interface and demonstrate leadership both internally and externally
  • High-energy self-starter as well as collaborative team player
  • Proven ability to effectively communicate cross functionally within company and the customer

Successful candidates must be fully vaccinated against COVID-19 and submit proof of vaccination, unless they qualify for a reasonable accommodation for bona fide medical or religious reasons.

Vita Coco Co. is committed to the principles of equal employment. We are committed to complying with all federal, state, and local laws providing equal employment opportunities, and all other employment laws and regulations. It is our intent to maintain a work environment that is free of harassment, discrimination, or retaliation because of age, race, religion, color, national origin, gender, sex, sexual orientation (including transgender status, gender identity or expression), physical or mental disability, genetic information, marital status, AIDS/HIV status, military service, veteran status, or any other status protected by federal, state, or local laws. The Company is dedicated to the fulfillment of this policy in regard to all aspects of employment, including but not limited to recruiting, hiring, placement, transfer, training, promotion, rates of pay, and other compensation, termination, and all other terms, conditions, and privileges of employment.