[Hiring] Director of Healthcare & Education (Foodservice) @The Vita Coco Company

Role Description

At Vita Coco, we’re looking for a strategic, entrepreneurial leader to own and accelerate our growth across the Education (K-12, Colleges & Universities) and Healthcare (Acute, Senior Living, Long-Term Care) channels. This is a high-impact role focused on building scalable strategies, unlocking new business, and partnering cross-functionally to win in two of our most important emerging segments.

WHAT YOU’LL DO:

• Strategy & Growth Plan
  • 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).
• Drive Execution
  • 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.
• Expand Strategic Partnerships
  • 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.
• Lead Campus Ambassador Program
  • 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.
• Enable Best-in-Class Distribution
  • 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.
• Coach & Develop
  • 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.

Qualifications

• 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.

Requirements

• 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 - $125,000 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.