Vita Coco is hiring a Director of Sales (DOS), Northeast; the DOS will lead the region to achieve revenue, depletion, distribution, and retail execution goals by improving performance of both the Vita Coco team and our Distributor partners. Markets range in size from one Distributor in two counties to many Distributors across several states. The DOS will develop and maintain relationships with Distributors to increase share of mind across all levels of their organizations as well as identify opportunities, influence them to capitalize on them and hold them accountable for execution.
This role is based out of the Northeast US, preferably the Massachusetts area, reporting directly to Vice President of Sales North BU. MAIN RESPONSIBILITIES: Plan and prepare Region business plansDistributor business plans Innovation launchesS&OP forecastVolume, distribution, and retail execution targets (internal and external)Action plans to address gaps in performanceMarket blitzesMeasure and improve Execution against all the aboveDisplay executionPOG adherencePeople Management Hire, manage and develop a team of direct reports consisting of Market Managers and Retail Sales Managers to manage relationships with distributors and important retail outlets Guide activity, provide performance feedback and support in creation of strengths-based development plansDistributor Management Manage pricing and profitability Provide consistent communication relating to execution against distribution targets and display programsDrive business review process, developing appropriate cadence for each depending on sizeLeverage scorecards, regular business reviews reports and tools and generate ad hoc reports from iDig and PowerBI as needed for region specific initiativesFacilitate resolution of issuesCommunication Collaboration and Teamwork Forge strong partnership with cross-functional Teams including Market Development, Marketing, Brand, Regional/National Accounts, Business Insights and Operations, ensuring both teams are working in concertAssess the competitive landscape and communicate insights Provide input into channel strategy and the development of retail standardsParticipate in the rationalization and selection of retail marketing programs to run in the Region Key Call Points Distributor VPs, Distributor Sales Leadership Teams, Distributor Brand Managers and Distributor Market Development ManagerQUALIFICATIONS: Education Required: Bachelor's Degree in business or related fieldYears of experience: 5-10 years of professional sales experience; at least 3-5 years of sales leadership experienceProfessional Experience: o DSD experience required; beverage experience preferred o Proven ability to lead, engage and develop a growing sales teamo Experience leading, managing and holding field Sales employees accountable to goals & KPIsKey Skills & Qualifications: Willingness to work flexible hours, including evenings and weekendsStrong business acumen, relationship management skills, customer focus, and drive for resultso Excellent written and verbal communication skillso Exceptional analytical skillsAbility to travel up to 75% within marketMust be able to use basic features in MS Office Suite (Outlook, Excel, Word, PowerPoint)
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