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Director of Sales, Northeast (Boston, MA)

Vita Cocoabout 1 year ago
Boston, Massachusetts, United States
On-site
Full-time
Junior Level (1-3 years)
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Job Description

Position Overview

Vita Coco is the leading brand of coconut water in the United States with a growing international presence. A Public Benefit Corporation and certified B Corporation™, the Company is committed to creating ethical, sustainable products that uplift communities and protect our planet. We are currently seeking a Director of Sales (DOS), Northeast – based in the Massachusetts area – to drive revenue, distribution, retail execution, and overall performance in the region. Reporting directly to the Vice President of Sales North BU, you will develop relationships with Distributor partners to increase market share and hold them accountable for achieving strategic goals.

Key Responsibilities

  • Plan and Prepare:
    • Develop region and Distributor business plans
    • Oversee innovation launches and S&OP forecasts
    • Set volume, distribution, and retail execution targets
    • Create action plans to address performance gaps
    • Coordinate market blitzes
  • Measure and Improve:
    • Monitor execution against plans
    • Ensure proper display execution and POG adherence
  • People Management:
    • Hire, manage, and develop Market and Retail Sales Managers
    • Provide guidance, performance feedback, and strengths-based development plans
  • Distributor Management:
    • Manage pricing and profitability
    • Communicate execution against distribution targets and display programs
    • Drive the business review process using scorecards and reporting tools (iDig and PowerBI)
    • Facilitate issue resolution and maintain clear communication
  • Collaboration and Teamwork:
    • Partner with cross-functional teams including Market Development, Marketing, Brand, National Accounts, Business Insights, and Operations
    • Assess the competitive landscape and provide strategic insights
    • Contribute to channel strategy and retail standard development
    • Participate in the selection and rationalization of retail marketing programs
  • Key Call Points: Distributor VPs, Distributor Sales Leadership Teams, Distributor Brand Managers, and Distributor Market Development Managers

Required Qualifications

  • Bachelor’s Degree in business or a related field
  • 5-10 years of professional sales experience with at least 3-5 years in sales leadership
  • Professional Experience:
    • DSD experience required; beverage experience preferred
    • Proven ability to lead, engage, and develop a growing sales team
    • Experience managing field Sales employees with accountability for goals and KPIs
  • Key Skills & Qualifications:
    • Willingness to work flexible hours, including evenings and weekends
    • Strong business acumen, relationship management, customer focus, and drive for results
    • Excellent written and verbal communication skills
    • Exceptional analytical skills
  • Ability to travel up to 75% within the market
  • Proficiency in MS Office Suite (Outlook, Excel, Word, PowerPoint)

Benefits & Perks

  • Compensation: $100,000 - $130,000 (range may vary based on location and other factors)
  • Join a company committed to ethical, sustainable practices as a Public Benefit Corporation and certified B Corporation™
  • Be part of an inclusive work environment dedicated to equal employment opportunities and professional growth

Required Skills

MS Office Proficiency
Team Management
Distributor Management
Strategic Planning
Market Analysis
Forecasting
Business Planning
Sales Leadership
Analytical Skills
Customer Relationship Management