Food Service Distribution Manager – West (Southern California, Seattle, WA or Phoenix, AZ)

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, Coconutmilk, 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 Vita Coco Company”, 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, AMI 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 Singapore and London.

The Food Service Distribution Manager – West will lead efforts to achieve revenue, depletion, distribution and Food Service execution goals by improving the performance of our distribution partners within our route to market for the channel of business. The territory will consist of the eastern cost of the United States, from Seattle to San Diego. The Food Service Distribution Manager will develop and maintain relationships with Distributors, Vending Operators, Office Buildings, and Manufacturing Facilities, to increase the availability and visibility of TVCC Portfolio of products. The FSDM will 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 the West Coast area reporting directly to the Director of Food Service Distribution. Locations preferred Southern California, Seattle, WA or Phoenix, AZ

MAIN RESPONSIBILITIES

1. Plan and Prepare
• Close noncommercial distribution voids in all National FMC contracted accounts.
• Utilize the Distillar reporting system to support planning against distribution gaps.
• Drive volume through Food Service Broadline via developing pull programs / new customers to purchase TVCC products
• Create / Support Market Blitzes
• Action plans to address gaps in performance.

2. Measure and Improve
• Execution against all Vending and Food Service Opportunities
• Closing the distribution in Key Food Service Broadline

3. Distributor Management
• Provide consistent communication relating to execution against distribution targets / customer needs
• Leverage scorecards, reports and tools provided by HQ and generate ad hoc reports
• Conduct business reviews, developing appropriate cadence for each op co with in the broad liner
• Facilitate resolution of issues and speed to market efforts
• “Own” the Op Co, build key relationships to ensure that we can deliver product in a timely manner

4. Collaboration and Teamwork
• Forge a strong partnership with the Market Development team, providing them with Distributor support and the resources needed to win at store level.
• Be a conduit for cross functional relationships between Sales, Marketing, Finance, Operations and Distribution RTM teams.
• Assess the competitive landscape and communicate insights

Key Call Points
• Key Food Service distributors, General Manager, Operations Manager, Sales Managers
• Food Service Customers / Business Owners

QUALIFICATIONS, SKILLS, KNOWLEDGE & EXPERIENCE:

• Years of experience: 3-5 years field sales experience in the food & beverage industry
• Professional Experience:
o Preferably Food Service experience
o Territory management experience
o Distributor management experience
o Experience leading, managing and holding field Sales employees accountable to goals & KPIs
o Able to work cross functionally between multiple departments.
• Key Skills & Qualifications:
• 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.
• Able to travel minimum of 50% of the time
• Technical Skills Required: Must be able to use basic features in MS Office Suite (Outlook, Excel, Word, PowerPoint)

At The Vita Coco Company, compensation decisions are dependent upon a variety of factors, which may include, but are not limited to: skill set, experience, education, training, licensure and certifications, knowledge and abilities of the applicant, alignment with market data, and other business and organizational needs. A reasonable estimate of the current pay range for this position is $50,000-$60,000. This range may vary for positions that will be performed outside of California, Colorado, Nevada, New York City, Westchester County, NY, Rhode Island, or Washington.

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.

Last updated on Jan 13, 2025