Director of Non-Commercial National Accounts

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  

We’re looking for a Director of Non-Commercial National Accounts to lead and grow our presence in Non-Commercial – contract managed accounts as well as relative Group Purchasing Organizations (GPOs). This role is responsible for developing and executing national account strategies, building strong customer partnerships, and leading a team to drive sustainable growth across Compass, Aramark, Sodexo and other large national third-party operators.

You will sit at the intersection of sales, marketing, and distribution, and own key customer relationships while helping shape how Vita Coco shows up in key channels such as Business & Industry, Education, Healthcare, Sports & Entertainment & Vending.

WHAT YOU’LL DO:

Strategy & Growth • Own and execute national account strategies across non-commercial segments, customers & affiliate GPOs. • Develop and expand target account distribution by segment to sharpen focus, drive new business, and grow existing sales. • Identify whitespace opportunities and build tailored selling strategies to win and scale accounts.

Account Management • Build and manage senior-level relationships with key national accounts. • Lead contract negotiations, including pricing, terms, and promotional programming. • Drive account performance through thoughtful business planning, forecasting, and execution.

Cross-Functional Collaboration • Partner closely with distribution teams to support customer-specific go-to-market needs and ensure best-in-class execution. • Collaborate with Marketing to develop customer-facing programs, promotions, and product innovations that unlock growth. • Align internally with finance, operations, and supply chain to ensure seamless delivery and service excellence. Execution Excellence • Translate strategy into action by ensuring strong in-market execution across accounts. • Lead senior level relationships with both DSD and broadline distribution partners to maximize growth opportunity and optimize best route to market for customers. • Monitor performance and adjust plans based on data, insights, and customer feedback.

Coach & Develop • Lead future team of National Account Managers to grow new and existing non-commercial account management. • Recruit, retain, coach, and develop talent. • Set team goals and strategic account priorities.

WHAT YOU’LL BRING: • 10-15+ years of experience in CPG sales, Foodservice national non-commercial accounts, specific experience leading large contract managed accounts such as Compass, Aramark, Sodexo, and their GPO affiliates • Proven success managing and growing large complex national or strategic accounts. • Multiple years’ experience in beverage business preferred. • Strong negotiation skills with experience in contracts, pricing strategy, and promotional planning • 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.

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 — $150,000 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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