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

As the Market Manager, you’ll lead efforts to achieve revenue, depletion, distribution and retail execution goals by improving performance with our distributor partners in your assigned Market. You’ll report to the Director of Sales, identify opportunities, influence distributors, and hold them accountable for execution.

This is a remote role based in San Francisco, CA. Markets range in size from one distributor in two counties to many distributors across several states.

WHAT YOU’LL DO:

Planning & Strategy

• Develop Distributor Business Plans at all branches to ensure alignment on business objectives (annually, quarterly, and monthly).
• Lead innovation launches.
• Drive execution to achieve volume, distribution, and retail execution targets.
• Manage market blitzes and develop strategies for prioritization and execution.
• Create action plans to address gaps in performance.
• Manage all POS needs and ensure proper and timely execution.

People & Distributor Management

• Provide consistent communication around performance against distribution targets and display programs.
• Conduct business reviews and establish the appropriate cadence for each.
• Generate reports as needed for local markets.
• Lead Retail Sales Managers to manage important retail outlets (where applicable)
• Guide activity, provide performance feedback, and recommend development plans.
• Build and maintain relationships with distributors to increase share of mind across all levels of their organizations.
• Develop a strong partnership with the Market Development team, ensuring they have the distributor support and resources needed to excel at retail.

WHAT YOU’LL BRING:

• Experience working in sales or field execution within a CPG and/or DSD environment
• Proven ability to manage distributor relationships and drive in-market execution.
• Strong communication, organizational, and follow-through skills
• Comfort using data, scorecards, and reporting tools to inform decisions
• Ability to influence without authority and hold partners accountable

KEY COMPETENCIES:

• Build strong relationships with distributor partners and internal teams.
• Influence cross-functional partners, drive execution, and align with stakeholders.
• Take accountability for market performance, proactively identifying gaps and implementing solutions.
• Provide hands-on leadership in the field, supporting Retail Sales Managers, through coaching, guidance, and development.
• Assess market dynamics, identify growth opportunities, and develop clear strategies that drive volume, distribution, and retail execution.

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$60,000—$70,000 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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