Senior Director, Food Service

Role Overview

• Lead end-to-end food service strategy, driving volume, revenue, and profit growth across all segments
• Own the Food Service P&L, including pricing, trade spend, and contract negotiations
• Establish KPIs, forecasting, and performance tracking to guide decision-making
• Define and execute national and regional broadline distribution strategy
• Oversee distributor management, including sales execution, incentives, and compliance
• Build and optimize relationships across broadline, DSD, and specialty distributors
• Act as the primary liaison across internal teams (sales, supply chain, marketing, finance) and distribution partners
• Own senior relationships with top food service customers, distributors, and strategic partners
• Identify and close high-impact partnerships across QSR, fast casual, hospitality, fitness, travel, and entertainment
• Serve as the executive-level representative for Vita Coco within the food service industry
• Build relationships with top national accounts, regional operators, and key industry stakeholders
• Coach and mentor team members while fostering a culture of ownership and accountability

Requirements

• Min 10–12+ years of experience in food service and on-premise
• Beverage experience preferred
• Proven track record of owning a P&L and scaling a food service or distribution business
• Deep experience with broadline and DSD distribution
• Strong network across top food service customers and industry partners
• Demonstrated success in business development, contract negotiation, and strategic partnerships
• Experience leading cross-functional initiatives and building teams

Benefits

• Opportunity to build and shape strategy from the ground up while still being a part of the #1 coconut water brand
• High visibility with direct impact on revenue, distribution, and brand presence
• Fast-paced, collaborative, and fun culture
• Expand ESG impact within Foodservice
• Be part of a winning team!