Job Description
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.
As the Field Sales Execution Trainer, you’ll be responsible for developing and elevating field execution excellence with our Retail Sales Managers (RSM). You’ll design and deliver field training programs, conduct hands-on field coaching, and equip RSMs with the tools, standards, and competencies required to drive distribution, visibility, and retail performance across the entire Vita Coco portfolio.
This is a remote role based in New York and reports to the VP of Market Development & Sales Capabilities.
The role is highly collaborative, field-focused, and essential in shaping how our RSMs sell, execute, and collaborate with our distributor partners.
What You’ll Do:
Training & Development
- Build and facilitate training programs covering retail execution, merchandising standards, sales fundamentals, and distributor management best practices.
- Conduct in-market training sessions with RSMs.
- Develop and maintain training assets, playbooks, videos, guides, and job aids.
- Lead onboarding for new RSMs.
- Reinforce adoption of tools including Karma, VIP, PowerBI, BatchGeo, and more.
Execution Excellence & Cross- Function Collaboration
- Conduct field rides to assess performance gaps and recommend targeted training.
- Support successful innovation launches through clear communication and execution-focused training.
- Align closely with DSD Team Leaders (VPs, Directors, and Market Managers) to ensure processes are followed by RSMs
- Work with Marketing on shopper programming, POS deployment, retail standards, and category selling tools.
- Provide feedback and insights to DSD Leadership Team.
- Partner with Supply Chain Coordinators and Distributor Ops teams to resolve execution and inventory challenges.
Field Insights & Performance Tracking
- Generate actionable market and distributor insights for Sales Leadership.
- Support tracking of KPIs tied to strategic initiatives, launches, and retail programs.
- Measure training impact and adjust programming based on field needs.
What You’ll Bring:
- 15+ years of field sales, merchandising, distributor management, or training experience (CPG/beverage preferred).
- Strong understanding of retail execution and DSD distributor structures.
- 10+ years of experience coaching field teams and influencing without direct authority.
- Excellent facilitation, communication, and presentation skills.
- Ability to interpret performance data and turn insights into training or action.
- Strong relationship-building skills and cross-functional collaboration.
- A growth mindset with passion for elevating people and performance.
Key Competencies
- Training & Facilitation Excellence – Engages diverse audiences with clarity and impact.
- Ownership Mindset – Seeks solutions and drives continuous improvement.
- Human-First Leadership – Leads with empathy and empowers others.
- Execution Orientation – Focuses on consistent, high-quality in-store performance.
- Collaboration & Influence – Works seamlessly across teams and partners.
Additional Requirements:
- Able to lift 10–35 lb product cases and place items on overhead shelves
- Valid driver’s license and personal vehicle for travel between accounts
- Ability to stand and walk for long periods throughout the day
- Willingness to travel at least 50% of the time.
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.
A reasonable estimate of the current pay range for this position is $150,000 - $160,000 per year. 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.
The Vita Coco Company is committed to the principles of equal employment. We are committed to complying with all federal, state, and local laws providing equal employment opportunities, and all other employment laws and regulations. It is our intent to maintain a work environment that is free of harassment, discrimination, or retaliation because of age, race, religion, color, national origin, gender, sex, sexual orientation (including transgender status, gender identity or expression), physical or mental disability, genetic information, marital status, AIDS/HIV status, military service, veteran status, or any other status protected by federal, state, or local laws. The Company is dedicated to the fulfillment of this policy regarding all aspects of employment, including but not limited to recruiting, hiring, placement, transfer, training, promotion, rates of pay, and other compensation, termination, and all other terms, conditions, and privileges of employment.
