Senior Category Manager

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  

What You’ll Do:

The Senior Category Manager is a motivated self-starter and creative storyteller who thrives in a dynamic and fast-paced environment. They are a strategic thinker with the hustle to effectively solve problems when the answers are not easy to find. They are a collaborative and flexible team player with a strong desire to make an impact. They have exceptional communication skills (both written and verbal), keen attention to detail, and a high level of personal accountability.

The Senior Category Manager will be an expert in The Vita Coco Company businesses across Grocery, Natural, and Drug retailers, with direct ownership of Kroger, Albertsons, and the Drug Channel. This person will play an instrumental role in our growth acceleration in those channels and will be responsible for coaching and developing a team of direct reports.

This remote role will report to the Senior Director of Category & Consumer Insights .

How You’ll Do It:

Storytelling

Embrace a true storytelling mindset, shifting from presenting data to bringing the audience along on a data-based story journey

Know your audience and how to adapt presentation style/content accordingly to achieve maximum impact

Elevate presentations from the “what” to the “so what” and the “now what”

Navigate ambiguity and connect the dots for audiences, using insights to drive action

Relationships

Become a close partner to the Sales team, working arm-in-arm to enhance business management capabilities, identify opportunities, and cement Vita Coco’s position as a best-in-class partner to retailers

Influence through collaboration and negotiation, and operate with the understanding that relationships are built on mutual trust

Collaborate cross-functionally with team members across departments to drive business success

Establish and cultivate relationships with external Insights partners (vendors, KDP counterparts, etc.) via recurring connects

Act as a trusted category advisor to retailers, presenting retailers with opportunities and insights that they are unable to see themselves

Leadership

Manage the development of channel and retailer-specific selling materials

Own the crafting of the category look of success for Grocery, Natural, and Drug retailers, including making recommendations to retailers on best-in-class shelving designs to capture future category growth

Coach and develop your team of direct reports, including prioritizing full team workload to maximize business impact

Drive strategy and thought leadership with outside-the-box thinking

Analysis

Maintain a close pulse on business performance via ongoing evaluation with Sales counterparts

Synthesize multiple data sources into compelling and concise fact-based stories

Establish and track KPIs to measure progress and success in achieving channel objectives

Analyze shelving, pricing, assortment, and merchandising variables to identify account and channel-specific growth opportunities

Take on special projects as business needs warrant

What You’ll Bring to Vita Coco:

Bachelor’s degree in a business-related field required

7-10 years of category management experience required

Experience with 84.51 required

Significant experience with scanning data sources, such as Circana or NIQ

Strong mastery of panel data sources, such as Numerator, Circana, and/or retailer-specific data sources

Experience with JDA or other space planning software

Proficient in Microsoft Office (Word, Excel, PowerPoint)

A natural curiosity for and expertise in natural + functional beverage trends and strategy

A continuous improvement mindset rooted in a genuine desire to understand what’s working and what’s not

Proactivity and the desire to go above and beyond to achieve results

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 $130,000 — $140,000 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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