Role Description At Vita Coco, we’re looking for a strategic, entrepreneurial leader to own and accelerate our growth across the Education (K-12, Colleges & Universities) and Healthcare (Acute, Senior Living, Long-Term Care) channels. This is a high-impact role focused on building scalable strategies, unlocking new business, and partnering cross-functionally to win in two of our most important emerging segments. WHAT YOU’LL DO: - Strategy & Growth Plan - Develop and lead the go-to-market strategy for Education & Healthcare channels across the U.S. - Identify and unlock new business opportunities across both contract managed and self-operated K-12, colleges & universities, and healthcare systems. - Build scalable playbooks to drive segment growth across large enterprise accounts, mid-market regional customers, and Group Purchasing Organizations (GPOs). - Drive Execution - Partner closely with distribution field teams to execute against channel priorities and accelerate growth. - Lead joint business planning and ensure alignment between segment strategy and field execution. - Track performance and continuously optimize approach based on results and insights. - Expand Strategic Partnerships - Own relationships and growth strategy with Group Purchasing Organizations (GPOs) and Large National Contract Managed (FSM) affiliates. - Identify new partnership opportunities to expand Vita Coco’s footprint and influence in both segments. - Explore and assess portfolio strengths and opportunities to drive unique opportunities specific to all sub segments of Education and Healthcare. - Lead Campus Ambassador Program - Own the strategy and execution of the Campus Ambassador Program to drive awareness, trial, and brand love. - Build a scalable model that integrates with broader Education channel growth goals. - Partner with distribution field teams to leverage campus demand to drive local retail growth. - Enable Best-in-Class Distribution - Collaborate with both the DSD & broadline distribution teams to ensure strong service levels, operational excellence, and customer satisfaction. - Identify opportunities to improve delivery, availability, and customer experience across both channels. - Leverage all distribution partnerships to optimize best route to market solution for the customer. - Coach & Develop - Lead future team of National Account Managers to grow new & existing business in education & healthcare channels as well as affiliate GPOs. - Recruit, retain, coach, and develop talent. - Set team goals and strategic account priorities. Qualifications - 10-15+ years of experience in Foodservice, CPG, or Beverage sales, with strong non-commercial channel expertise. - 5+ years proven success driving growth in Education and/or Healthcare segments. - Experience working with GPOs, large distributors – DSD and broadline, and field sales teams. - Strong strategic thinking with the ability to execute and deliver results. - Excellent relationship-building and influencing skills across internal and external stakeholders. - Experience managing or launching programs (e.g., ambassador programs, field initiatives) is a plus. - Deep understanding of multiple distribution networks and go-to-market strategies to include DSD, broadline, specialty and chilled. - Ability to influence internal and external cross-functional stakeholders to drive alignment. - Entrepreneurial mindset with a bias for action and ownership. - 5+ years leading people calling on large national accounts. Requirements - This is a reasonable estimate of the current pay range for this position. 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 compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered. - US Pay Range: $100,000 — $125,000 USD. A NOTE FROM US 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.