Retail Sales Manager

Vita Coco, the leading coconut water brand, launched in 2004 when two friends, Michael Kirban and Ira Liran learned about the tropical elixir after a chance encounter at a New York City bar. Not only did their discovery bring coconut water into the mainstream beverage aisle, it rebranded coconut water as a premium lifestyle drink and helped propel the trend of natural-functional beverages. Fast forward 17 years, and Vita Coco is available in 30 countries and has expanded coconut water into new occasions with innovations like Vita Coco Sparkling, Pressed, Coconut milk, and Coconut Oil.

In 2018, All Market Inc., the parent company created by Michael and Ira, expanded into a true portfolio company, making it one of the largest independent and privately-owned beverage companies in the world. With the acquisition of RUNA, a clean energy drink, and the creation of Ever & Ever, an environmentally minded, sustainably-packaged water category, now the company is changing the ready-to-drink beverage landscape by offering its consumers better-for-you, yet convenient, options. Despite massive growth and success, now “The Vita Coco Company” maintains the same entrepreneurial spirit on which it was founded, with a can-do culture that’s just beginning to tap the potential of the better-for-you beverage space.

Vita Coco is headquartered in New York City with international offices in Hong Kong, Singapore and London.

The Retail Sales Manager will lead efforts at retail to achieve revenue, depletion, distribution and retail execution goals in the Market. The Retail Sales Manager will develop strategic plans for Top 100 accounts, focusing on the distribution, display and shelf set opportunities which exist. This role is based out of Portland, Oregon reporting directly to the Market Manager.


Plan and prepare

Customer business plans

Innovation launches

Retail programs

Market blitzes

Measure and improve

Execution against all of the above

Display execution

Distributor Management

Provide consistent communication on retail execution, highlighting accomplishments and clearly outlining follow-up needed from Distributor

Collaboration and Teamwork

Forge strong partnership with Distributor Sales team and act as a force multiplier

Become part of the Distributor team to increase share of mind and demonstrate best practices to motivate them to raise their game

Organization and Time Management

Utilize Repsly to build account call history, record accomplishments and optimize daily schedule

    Key Call Points

    • Top 100 Accounts in marketplace
    • KDP Branch Managers & District Managers
    • Independent Distributor Sales Managers


    • Years of experience: 2 - 3 years of professional Sales experience
    • Professional Experience:
      • Proven ability to approach accounts in an innovative and creative way in order to expand the business
      • Proven successful sales call strategies
      • Ability to formulate account strategies and execute against them
      • Professional demeanor in working with co-workers, distributors, retail reps and customers
    • Key Skills & Qualifications:
      • Exceptional customer service, interpersonal and communication skills (both written and verbal)
      • Creative presentation, public speaking and premium selling skills​​​​​​​
      • Ability to travel between multiple accounts each day
      • A team player who also has the ability to work well independently
      • Ability to lift cases of product between 10-35 pounds
      • Must have a valid driver’s license
    • Technical Skills Required: Proficient MS Office Suite skills (Outlook, Excel, Word, PowerPoint)