Director of DSD FoodService

The Vita Coco Company is on a mission to reimagine what’s possible when brands deliver healthy, nutritious, and great-tasting products that are better for consumers and better for the planet, anchored by the leading coconut water brand in the world -- Vita Coco. We started in 2004 when two guys in a bar realized that coconut water wasn’t getting enough credit in the U.S. Fast forward: we’re now a publicly traded company (NASDAQ: COCO).

As a Public Benefit Corporation and Certified B Corporation, we’re serious about supporting farming communities, protecting natural resources, and building brands that do good. Our HQ is located on the island of Manhattan in New York City (we know...very tropical), with offices in London and Singapore.

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

The Vita Coco Company is searching for a Director DSD Distribution -Foodservice based out of Dallas, TX. This person is the national lead for all DSD distribution efforts across the USA to achieve product distribution and drive revenue goals. Director DSD Distribution will focus on creating marketing and distribution strategies for the food service channel in the and represent the company to DSD distributor partners in all business development-oriented activities.

This is a remote field role and will report directly to the Senior Vice President of Distribution.

MAIN RESPONSIBILITIES:

• Directs DSD distribution strategy for the Foodservice channel across both KDP and ISO partners.
• Collaborate with KDP and ISO Foodservice leadership to expand Vita Coco distribution and drive growth.
• Oversees a team of Foodservice Distribution Managers, focusing on DSD Foodservice execution and identifying new regional account opportunities.
• Works closely with DSD VC Leaders to prioritize Foodservice initiatives alongside national and regional broadline distribution strategies, extending beyond retail.
• Manages distributor relationships, including sales performance, volume growth, incentives, and regulatory compliance.
• Serves as the primary liaison between distributors and internal departments such as sales, supply chain, marketing, and finance.
• Supports the development and accuracy of monthly S&OP forecasts.
• Develops and implements action plans to address and rectify performance gaps.
• Recruits, manages, and develops Foodservice Distribution Managers to strengthen relationships with distributors and key customers, and to address non-commercial business opportunities.
• Provides direction and constructive feedback to teams to foster strength-based development and growth.
• Build strong partnerships with Sales, Marketing, Operations, Innovation, and RTM teams to ensure cohesive cross-functional collaboration.
• Bachelor’s degree in business or a related field is required.

Education Requirements:

Experience:

• Minimum of 10 years of professional sales experience.
• At least 3–5 years of experience in sales leadership roles.
• Background working with Sysco, Vistar, or US Foods is essential.
• Beverage sales experience is preferred.
• Demonstrated ability to lead, engage, and develop a growing sales team.
• Proven experience managing and holding field sales employees accountable to established goals and KPIs.

Skills & Competencies:

• Willingness to work flexible hours, including evenings and weekends.
• Strong business acumen, customer focus, relationship management skills, and results-driven approach.
• Excellent verbal and written communication abilities.
• Exceptional analytical thinking and problem-solving skills.
• Ability and willingness to travel up to 75% within the market.
• Proficiency with core functions of the MS Office Suite (Outlook, Excel, Word, PowerPoint) is required.

Technical Skills:

• Proficiency with core functions of the MS Office Suite (Outlook, Excel, Word, PowerPoint) is required.
  

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.