Key Account Manager - Spain

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 

IN A NUTSHELL, YOU WILL BE RESPONSIBLE FOR...

• Re-launching Vita Coco in Spain with a bang! This will be a hands on, start-up-feel role in Spain (with non-start up budget and backing!)
• Deliver the Sales and Profit targets for Spain with full P&L ownership and budget management.
• Accelerating our performance in the strategic Retail channel through growing our product & format range, our distribution and our visibility across the country with special focus on the top 350 “hero stores” (Madrid, Barcelona, Málaga, Valencia and Balearics).
• Within our existing Retail National Accounts - Carrefour, El Corte Inglés, Eroski-Caprabo & Alcampo - you will support the Iberia Managing Director in expanding distribution & SKUs listings, and maximising brand visibility (shelf, brand displays and brand coolers).
• Win new Retail Regional Accounts as Ahorramás, Bon Preu, Consum, Gadisa, Grupo MAS, masymas, etc.
• Win new regional distributors to reach the convenience stores of the different key regions for the brand (ie: Don Pin in Madrid).
• Develop engaged relationships with your customer’s counterparts.
• Being on the front line of retail, unlocking opportunities before other brands can secure them and finding new / exciting ways to elevate the brand presence & performance.

IN MORE DETAIL, THIS MEANS:

• Drive distribution, visibility and ROS across the retail channel, both for local consumers and for tourists, setting and monitoring KPIs to ensure the growth plans are achieved.
• Effective evaluation of the business performance, the promotional activity and the return of the investment, developing recommendations to accelerate results.
• Collaborating with the Senior Brand Manager based in Madrid to bring to life Vita Coco in high-visibility accounts.
• Building relationships UK and Germany teams: Sales, Supply Chain, Marketing, Finance & Human Resources.
• Building strong relationships with the external Field Sales team and the Coordinator, participating in KPIs setting and tracking, keeping them motivated & engaged.
• Utilising customer systems and market data to maximise our sales growth influencing promotions, distribution and availability.
• Effective internal & external communication of business performance, recommending specific actions to accelerate results.
• Constantly monitor market trends, competitor activities and customer / trade trends to inform our business decisions.
• Participate in different Trade / Consumer fairs in which we can truly show-case the magic of Vita Coco, creating very special connections with consumers and customers.

The job description is not exhaustive, and the post holder will be required to undertake other duties in line with their ability and the changing needs of the business.

PREFERRED KNOWLEDGE, SKILLS & EXPERIENCE:

• At least 3 years of experience as key Account Manager working with both National and Regional retail customers.
• Experience working with regional distributors with reach to the convenience stores of the different regions (ie: Don Pin)
• A strong existing network and a track record of driving growth in Beverage industry is essential.
• A passion for selling; comfortable negotiating and influencing buyers.
• Strong commercial & numerical acumen; performance analysis is a key part of the role.
• Experience as Field Sales and/or as manager of a team of Field Sales (within the same company or through an external agency), will be a plus.
• Mindset and attitude: High energy and entrepreneurial spirit with a proactive, results-driven approach. Thrives on challenges and embraces fast paced environments.
• Must be innovative, resilient, accountable, and a strong team player with a positive, "can-do" mindset
• Power user of M365 suite including MS Excel and PowerPoint.
• Fluency in Spanish and English; Portuguese will be a plus.
• Willingness to travel around Spain and to the London office when needed.
• And of course, a love of all things coconuts!

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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