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Director, Retail Accounts

Remote (Within the US)

Director, Retail Accounts

Reports to: Brand Advisor
Department: Sales & Education
FLSA Status: Exempt/Full-Time Salaried

Location: Remote (see below for list of approved location) 

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Who We Are:

Founded by two sisters – a dentist and an artist – COCOLAB welcomes you to a whole new oral wellness world. Where joy crashes routine through delightfully dentist-designed, high-performance products that work, rebuild, and nurture.
We are the fun oral innovators. The floss-wielding, bacteria-busting, oral wellness makers of tomorrow. No plaque stands a chance, and our designs are anything but dull. We are iconic. Because your smile is iconic.
We are COCOLAB. 

Our workforce is fully remote and we’re committed to building a high performing team that comes together to advance our mission. We’re bringing to talent together to bring your daily hit of dental dopamine in the following approved locations in the United States: AZ, CA, CT, IN, KY, MA, MI, MN, MT, NV, NJ, NY, PA, RI, SC, TN, TX, WA, WI (Note: COCOLAB reserves the right to change the list of approved locations). 

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The Role: As the Director, Retail Accounts, you’ll take the lead in growing our brand’s presence and driving sales in Cocolab’s retail accounts across mass, drug, grocery, specialty, department stores, and hospitality. You’ll be fully responsible for crafting and executing strategies that maximize sales, product placement, brand visibility, and profitability. A major part of your role will be working closely with the marketing team to ensure that new product launches and campaigns are successfully introduced in stores. You’ll manage relationships with both internal teams and brokers to ensure strong execution. This includes forecasting, analyzing sales data, and negotiating programs and placements. You’ll also be responsible for ensuring that every launch and promotion is executed seamlessly, from start to finish, while keeping retail partners engaged and excited about all things Cocolab. Your leadership will be key in expanding our retail footprint and driving growth.

What You'll Do:

  • Manage Key Accounts: Build and maintain strong relationships with our top retail partners - working directly with buyers to create strategies that drive sales and visibility.  Work with External & Internal Stakeholders: Collaborate with brokers when necessary but also manage retail and merchant relationships directly, ensuring Cocolab is optimally positioned in stores. You’ll work with cross-functional teams to execute strategies effectively.
  • Drive Sales: Use your CPG experience to develop and implement strategies that increase sales, improve shelf placement, and drive impactful in-store promotions.  You’ll develop and execute a sell-in and sell-through strategy to optimize distribution, maximize velocity, and ensure sustainable growth. You’ll also help manage business development initiatives.
  • Sales Reporting:  Own sales reporting for the retail channel including sell in and sell through.  Provide data-driven insights and recommendations to leadership and to internal teams in order to refine strategies and improve sales outcomes.
  • Forecast & Analyze Data: Leverage your analytical skills to forecast sales, monitor performance, and adjust strategies based on real-time data to ensure targets are met.
  • Operational & Financial Planning: Work closely with supply chain and operations teams to ensure accurate demand forecasting, strong fulfillment execution, and optimal inventory management.  Partner with finance on sales planning, pricing strategies, and margin optimization to ensure profitable growth.
  • Manage Timelines: Ensure all product launches and retail promotions are executed on time and with precision, aligning all teams and resources to meet key milestones.
  • Collaborate Across Teams: Work closely with marketing, ops, and product teams to ensure alignment and smooth execution of all retail initiatives.

What You'll Bring:

  • CPG Experience: You have a solid background in consumer packaged goods as a sales or account executive and know how to manage large retail accounts, especially in competitive environments.  Mass, drug, or specialty channels preferred.  
  • Broker & In-House Relationship Management: You know how to work with brokers to expand into big retailers but also feel comfortable managing these accounts directly and driving strategies in-house.
  • Data & Forecasting: You’re data-driven, comfortable forecasting sales, analyzing trends, and adjusting tactics to ensure we meet our goals.
  • Timeline Management: You can juggle multiple projects and timelines, making sure everything runs smoothly and on schedule.
  • Negotiation Skills: You’re a pro at negotiating with retail partners and brokers, balancing needs to create win-win solutions.
  • Retail & Merchandising Knowledge: You understand retail operations, shelf placement, and merchandising strategies to get products in front of the right customers.
  • Great Communication: You can communicate effectively with internal teams, retail partners, and brokers to align on goals and get things done.
  • Systems Knowledge:  Working knowledge of NetSuite, Looker, and can easily learn and navigate various retailer vendor portals.

What We Offer:

  • Competitive Salary: A salary range between $130,000 - $150,000 + bonus plan
  • Remote-First: We take pride in staying connected, no matter the distance, while delivering high performance and getting results.
  • Health, Dental, & Vision Insurance: PPO Plans that give you in and out of network coverage to meet you where you are seeking care
  • FSA: Eligible Health Expense & Dependent Care
  • Unlimited PTO & Sick Time: No waiting period and we actually want you to use it! The average COCOLAB team member took between 15 - 20 days off last year
  • 12 Paid Company Holidays + Winter Office Closure: We close up shop for Federal Holidays each year + time at the end of the year
  • Fully Paid Parental Leave: Up to 12 Weeks paid at 100% after 1 year of employment
  • Guideline 401k: Save for retirement with no waiting period
  • New Hire Tech Budget: Choose the best work device for you and we’ll cover the cost
  • Wellness Reimbursement: $50 a month for you to take care of you
  • Product Discounts: Keep yourself stocked with our award winning products 

Cocolab is an Equal Opportunity Employer and seeks to provide a workplace where all employees feel supported and respected.We are committed to fostering a diverse, inclusive, and accessible workplace. Cocolab does not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, genetic information, marital status, pregnancy status, citizenship status, or any other characteristic protected by federal, state, or local laws. We encourage applicants from all backgrounds to apply.

In accordance with applicable law, Cocolab will provide reasonable accommodations for qualified individuals with disabilities. If you require assistance or a reasonable accommodation due to a disability, please contact us directly at help@cocolab.com.

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