Retail Sales Manager (Worcester, MA)

Vita Coco • Worcester, MA

1d • Remote

About The Position

The Vita Coco Company, founded in 2004, is a leading producer of coconut water with a global presence. In 2021, it became a publicly traded Public Benefit Corporation, focusing on ethical, sustainable products that uplift communities and protect the planet. Certified as a B Corporation™ in 2022, Vita Coco is committed to delivering better-for-you products and operating as a force for good. The company is headquartered in New York City with international offices and is listed on Nasdaq (COCO).

As the Retail Sales Manager, you will be responsible for achieving revenue, depletion, distribution, and retail execution goals within your assigned market. Reporting to the Market Manager, you will develop strategic plans for Top 100 accounts, focusing on opportunities in distribution, display, and shelf set optimization. This is a remote position based in Worcester, MA.

Requirements

• 1-2 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)
• 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

Nice To Haves

• Manage time and priorities effectively to stay organized and meet goals.
• Build strong relationships with partners and customers.
• Communicate with influence and deliver clear, compelling presentations.
• Use retail math to guide decisions and evaluate performance.
• "Being the Brand" of Vita Coco!

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

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

What This Job Offers

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