Retail Sales Manager (Based in Bay Area)

Vita Coco • San Francisco, CA

12h • Remote

About The Position

The Vita Coco Company is seeking a Retail Sales Manager based in the Bay Area to lead retail efforts and achieve revenue, depletion, distribution, and retail execution goals. This role reports to the Market Manager and involves developing strategic plans for Top 100 accounts, focusing on distribution, display, and shelf set opportunities. The Vita Coco Company is a Public Benefit Corporation committed to creating ethical, sustainable products that uplift communities and protect the planet, and is a certified B Corporation™.

Requirements

• 1+ years of experience with field sales, retail execution, or account management, preferably within CPG, beverage, or DSD environments.
• Experience working with distributor partners and retail customers.
• Proven ability to drive in‑store execution, including distribution, display, and shelf set improvement.
• Comfort managing Top retail accounts and engaging with District Managers and store leadership.
• Experience using sales and execution tools (e.g., Repsly, iDig, or similar CRM/sales platforms).

Nice To Haves

• Ability to travel regularly within the assigned market
• Ability to lift cases of product between 10-35 pounds and place products on overhead shelving
• Ability to walk upwards of ~20k steps daily; stand and walk for long periods of time

Responsibilities

• Develop plans to execute all sales objectives in your territory.
• Lead innovation launches and drive excitement throughout the network.
• Organize retail programs and effectively prioritize them with your distributor.
• Execute market blitzes and provide insights into market conditions.
• Sell critical displays that draw attention to the brand, partnering with on-site team to optimize sell-through.
• Execute display standards across key accounts.
• Oversee point‑of‑sale materials for both internal and distributor partners.
• Provide consistent communication on retail execution to distributors.
• Highlight accomplishments and clearly outline follow-up needs for distributors.
• Deliver regular trade recaps highlighting wins and opportunities for distributor sales managers.
• Establish and maintain strong partnerships with Distributor Sales teams to amplify overall sales effectiveness.
• Utilize CRM Tools to build account call history, record accomplishments and optimize daily schedule.
• Maintain relationships and conduct regular business meetings with District Managers at critical retailers.

Benefits

• Full range of medical, financial, and/or other benefits, depending on the level and position offered.
• Bonus and/or long-term incentive units may be provided.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed