Senior Director, Food Service

Vita Coco•New York, NY

7d•$180,000 - $210,000•Remote

About The Position

The Vita Coco Company is on a mission to reimagine what’s possible when brands deliver healthy, nutritious, and great-tasting products that are better for consumers and better for the planet, anchored by the leading coconut water brand in the world -- Vita Coco. We started in 2004 when two guys in a bar realized that coconut water wasn’t getting enough credit in the U.S.. Fast forward: we’re now a publicly traded company (NASDAQ: COCO). As a Public Benefit Corporation and Certified B Corporation, we’re serious about supporting farming communities, protecting natural resources, and building brands that do good. Our HQ is located on the island of Manhattan in New York City (we know...very tropical), with offices in London and Singapore. Our Values: Human First: We lead with inclusivity, transparency, and empathy. Nothing is Impossible: We experiment, learn, and keep moving forward. United by Our Will to Win: We stay aligned, work collaboratively, and push toward shared goals. Part of Something Bigger: We’re committed to uplifting the communities we’re connected to locally and globally We’re looking for a Senior Director of Food Service to lead and build our food service business across the U.S. This is a highly strategic, high-impact role responsible for driving end-to-end food service strategy, revenue growth, and profitability across national, regional, and local channels. You’ll own the full food service ecosystem, from broadline distribution and DSD partnerships to key customer relationships and go-to-market execution, while building a scalable foundation for long-term success. LOCATION: This is a remote position reporting into the EVP, Sales.

Requirements

Min 10–12+ years of experience in food service and on-premise
Proven track record of owning a P&L and scaling a food service or distribution business
Deep experience with broadline and DSD distribution
Strong network across top food service customers and industry partners
Demonstrated success in business development, contract negotiation, and strategic partnerships
Experience leading cross-functional initiatives and building teams

Nice To Haves

Beverage experience preferred

Responsibilities

Food Service Strategy & Leadership Lead end-to-end food service strategy, driving volume, revenue, and profit growth across all segments
Own the Food Service P&L, including pricing, trade spend, and contract negotiations
Establish KPIs, forecasting, and performance tracking to guide decision-making
Distribution & Channel Strategy Define and execute national and regional broadline distribution strategy
Oversee distributor management, including sales execution, incentives, and compliance
Build and optimize relationships across broadline, DSD, and specialty distributors
Act as the primary liaison across internal teams (sales, supply chain, marketing, finance) and distribution partners
Business Development & Partnerships Own senior relationships with top food service customers, distributors, and strategic partners
Identify and close high-impact partnerships across QSR, fast casual, hospitality, fitness, travel, and entertainment
Develop tailored go-to-market and route-to-market strategies by segment
Expand distribution through both existing partners and new channel opportunities
Customer & Market Leadership Serve as the executive-level representative for Vita Coco within the food service industry
Build relationships with top national accounts, regional operators, and key industry stakeholders
Partner with customers on menu integration, promotions, and activation strategies
Team Leadership & Build Build, lead, and develop a high-performing food service sales organization
Coach and mentor team members while fostering a culture of ownership and accountability
Cross-Functional Collaboration Partner closely with Supply Chain, Finance, Marketing, and Retail Sales to ensure alignment and execution
Support development of channel-specific strategies, including potential private label or portfolio expansion opportunities