Director of Foodservice - Education & Healthcare

Overview

Vita Coco is a public benefit corporation and certified B Corp committed to supporting farming communities, responsible sourcing, and sustainable products. This role is for a Director of Foodservice - Education & Healthcare.

Responsibilities

• Develop and lead the go-to-market strategy for Education & Healthcare channels across the U.S.
• Identify and unlock new business opportunities across both contract managed and self-operated K-12, colleges & universities, and healthcare systems.
• Build scalable playbooks to drive segment growth across large enterprise accounts, mid-market regional customers, and Group Purchasing Organizations (GPOs).
• Partner closely with distribution field teams to execute against channel priorities and accelerate growth.
• Lead joint business planning and ensure alignment between segment strategy and field execution.
• Track performance and continuously optimize approach based on results and insights.
• Own relationships and growth strategy with Group Purchasing Organizations (GPOs) and Large National Contract Managed (FSM) affiliates.
• Identify new partnership opportunities to expand Vita Coco’s footprint and influence in both segments.
• Explore and assess portfolio strengths and opportunities to drive unique opportunities specific to all sub segments of Education and Healthcare.
• Own the strategy and execution of the Campus Ambassador Program to drive awareness, trial, and brand love.
• Build a scalable model that integrates with broader Education channel growth goals.
• Partner with distribution field teams to leverage campus demand to drive local retail growth.
• Collaborate with both the DSD & broadline distribution teams to ensure strong service levels, operational excellence, and customer satisfaction.
• Identify opportunities to improve delivery, availability, and customer experience across both channels.
• Leverage all distribution partnerships to optimize best route to market solution for the customer.
• Lead future team of National Account Managers to grow new & existing business in education & healthcare channels as well as affiliate GPOs.
• Recruit, retain, coach, and develop talent.
• Set team goals and strategic account priorities.

Requirements

• 10-15+ years of experience in Foodservice, CPG, or Beverage sales, with strong non-commercial channel expertise.
• 5+ years proven success driving growth in Education and/or Healthcare segments.
• Experience working with GPOs, large distributors – DSD and broadline, and field sales teams.
• Strong strategic thinking with the ability to execute and deliver results.
• Excellent relationship-building and influencing skills across internal and external stakeholders.
• Experience managing or launching programs (e.g., ambassador programs, field initiatives) is a plus.
• 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.

Qualifications

• Master's degree in Business Administration, Marketing, or related field.
• Proven track record of leadership and management in a similar role.
• Experience in developing and executing growth strategies for complex markets.
• Strong negotiation and relationship-building skills.
• Ability to manage multiple projects simultaneously and meet deadlines.
• Excellent communication and interpersonal skills.

Benefits

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.

Pay

• US Pay Range: $100,000 - $125,000 USD

Schedule

Not specified