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Retail Sales Manager, Orange Country, CA

Orange County, CA

Vita Coco is the leading coconut water brand in the world, built on a simple idea: bring better-for-you, natural hydration to more people. Since starting in 2004, we’ve grown into a global business with teams in New York, London, and Singapore, and we’re now publicly traded on NASDAQ under COCO. 

As a Public Benefit Corporation and Certified B Corp, we’re committed to supporting farming communities, sourcing responsibly, and building products that are better for people and the planet. We move fast, stay scrappy, and care deeply about doing the right thing. 

We’re now looking for someone who’s excited to join a growing, purpose-driven company and help shape what comes next.

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 

As the Retail Sales Manager, you’ll lead efforts at retail to achieve revenue, depletion, distribution and execution goals in the Market. You’ll report to the Market Manager and develop strategic plans for Top 100 accounts, focusing on the distribution, display, and shelf set opportunities that exist.

LOCATION: This is a remote role and must be based in ORANGE COUNTY, CA.

WHAT YOU’LL DO: 

Planning and Strategy

  • Develop plans to execute all sales objectives in your territory.
  • Lead innovation launches and drive excitement throughout the network.
  • Organize retail programs and effectively prioritize them with your distributor.
  • Execute market blitzes and provide insights into market conditions.
  • Sell critical displays that draw attention to the brand, partnering with on-site team to optimize sell-through.
  • Execute display standards across key accounts.
  • Oversee point‑of‑sale materials for both internal and distributor partners.

Distributor Management

  • Provide consistent communication on retail execution.
  • Highlight accomplishments and clearly outline follow-up needs for distributor.
  • Deliver regular trade recaps highlighting wins and opportunities for distributor sales managers
  • Establish and maintain strong partnerships with the Distributor Sales teams to amplify overall sales effectiveness.
  • Utilize CRM Tools to build account call history, record accomplishments and optimize daily schedule.
  • Maintain relationships and conduct regular business meetings with District Managers at critical retailers.

WHAT YOU’LL BRING: 

  • 1+ years of experience with field sales, retail execution, or account management, preferably within CPG, beverage, or DSD environments.
  • Experience working with distributor partners and retail customers.
  • Proven ability to drive in‑store execution, including distribution, display, and shelf set improvement.
  • Comfort managing Top retail accounts and engaging with District Managers and store leadership.
  • Experience using sales and execution tools (e.g., Repsly, iDig, or similar CRM/sales platforms)

KEY COMPETENCIES: 

  • Manage time and priorities effectively to stay organized and meet goals.
  • Build strong relationships with partners and customers.
  • Communicate with influence and deliver clear, compelling presentations.
  • Use retail math to guide decisions and evaluate performance.
  • “Being the Brand” of Vita Coco!

ADDITIONAL QUALIFICATIONS:

  • Ability to travel regularly within the assigned market
  • Ability to lift cases of product between 10-35 pounds and place products on overhead shelving
  • Ability to walk upwards of ~20k steps daily; stand and walk for long periods of time

 

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

$40,000 - $50,000 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.  

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