The Market Manager will lead efforts to achieve revenue, depletion, distribution and retail execution goals by improving performance our Distributor partners in an assigned Market. Markets range in size from one Distributor in two counties to many Distributors across several states. The Market Manager will develop and maintain relationships with Distributors to increase share of mind across all levels of their organizations as well as identify opportunities, influence them to capitalize on them and hold them accountable for execution.

This role is based out of Washington and focus on accounts in the Pacific North West, reporting directly to the Director of Sales. Vita Coco is headquartered in New York City with international offices Singapore and London.


  • Plan and prepare distributor Business Plans, Innovation launches and Market Blitzes.
  • Plan sales volume, distribution and retail execution targets (External)
  • Create action plans to address gaps in performance
  • Measure and improve display execution and POG adherence
  • Provide consistent communication relating to execution against distribution targets and display programs
  • Leverage scorecards, reports and tools provided by HQ and generate ad hoc reports from iDig and Repsly as needed for local market
  • Conduct business reviews, developing appropriate cadence for each depending on size
  • Hire, manage and develop a team of direct reports consisting of Retail Sales Managers to manage important retail outlets (where applicable)
  • Guide activity, provide performance feedback and support in creation of strengths-based development plans
  • Forge strong partnership with Market Development team, providing them with Distributor support and the resources needed to win at retail.
  • Assess the competitive landscape and communicate insights
  • Work with KDP Area Directors, Market Development Managers, Branch Managers, and Independent Distributor Sales Team


  • 3-5 years field sales experience in the food & beverage industry
  • Territory management experience
  • Distributor management experience
  • Experience leading, managing and holding field Sales employees accountable to goals & KPIs
  • Willingness to work flexible hours, including evenings and weekends.
  • Strong business acumen, relationship management skills, customer focus, and drive for results
  • Ability to lift cases of product between 10-35 pounds
  • Must have a valid driver’s license
  • Must be able to use basic features in MS Office Suite (Outlook, Excel, Word, PowerPoint)

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

The Vita Coco Company. 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.