Market Manager, DSD North

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.

• 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.

As the Market Manager, you’ll lead efforts to achieve revenue, depletion, distribution and retail execution goals by improving performance with our distributor partners in your assigned Market. You’ll report to the Director of Sales, identify opportunities, influence distributors, and hold them accountable for execution.

This is a remote role for DSD North based in Massachusetts. Markets range in size from one distributor in two counties to many distributors across several states.

• Develop Distributor Business Plans at all branches to ensure alignment on business objectives (annually, quarterly, and monthly).
• Lead innovation launches.
• Drive execution to achieve volume, distribution, and retail execution targets.
• Manage market blitzes and develop strategies for prioritization and execution.
• Create action plans to address gaps in performance.
• Manage all POS needs and ensure proper and timely execution.
• Provide consistent communication around performance against distribution targets and display programs.
• Conduct business reviews and establish the appropriate cadence for each.
• Generate reports as needed for local markets.
• Lead Retail Sales Managers to manage important retail outlets (where applicable).
• Guide activity, provide performance feedback, and recommend development plans.
• Build and maintain relationships with distributors to increase share of mind across all levels of their organizations.
• Develop a strong partnership with the Market Development team, ensuring they have the distributor support and resources needed to excel at retail.

• 3+ years of experience working in sales or field execution within a CPG and/or DSD environment.
• Proven ability to manage distributor relationships and drive in-market execution.
• Strong communication, organizational, and follow-through skills.
• Comfort using data, scorecards, and reporting tools to inform decisions.
• Ability to influence without authority and hold partners accountable.

• Build strong relationships with distributor partners and internal teams.
• Influence cross-functional partners, drive execution, and align with stakeholders.
• Take accountability for market performance, proactively identifying gaps and implementing solutions.
• Provide hands‑on leadership in the field, supporting Retail Sales Managers, through coaching, guidance, and development.
• Assess market dynamics, identify growth opportunities, and develop clear strategies that drive volume, distribution, and retail execution.

We welcome you to apply—even if you don’t check every box. We’re big fans of curious, growth‑minded people who want to learn, contribute, and make an impact. If you feel connected to our brands and our mission, we’d love to hear from you.

A reasonable estimate of the current pay range for this position is $50,000 - $60,000 per year. The base pay actually offered may vary depending on the candidate’s geographic region, job‑related knowledge, skills, and experience among other factors. A bonus and/or long‑term incentive units may be provided as part of the…