VP, GM of Warehouse Sales

BODYARMOR is a fast paced, dynamic environment where brand builders work together with the goal of becoming the number one sports drink! Extreme passion and teamwork are the essentials of being a successful member of the BODYARMOR team. BODYARMOR builds camaraderie amongst co-workers, and helps develop valuable relationships, with common goals in mind. BODYARMOR exudes an entrepreneurial culture combined with the resources and insight of one of the world’s most iconic companies, The Coca-Cola Company, which acquired BODYARMOR in 2021. This unique environment gives people the ability to go above and beyond expectations, multi-task, meet deadlines, and have fun accomplishing goals.

BODYARMOR is looking for a VP, General Manager of Warehouse Sales to join our team and report to the Chief of Customer Sales.

As the VP, General Manager of Warehouse Sales, you will be responsible for building and leading the direct-to-warehouse (D2W) business unit—our fastest-growing and one of our most strategically important channels to grow our two brands. Leading all of the broker selling in this channel, you’ll architect the go-to-market strategy, own and develop broker partnerships, and drive exponential growth across our warehouse-delivered platforms to achieve business sales goals, while ensuring the seamless operational efficiency with the broker partnership and our warehouse distributor partner(s).

This role requires a rare blend of commercial acuity, operational rigor, and team leadership. To succeed, you’ll need to be equally comfortable with ambiguity and execution, capable of shaping strategy while rolling up your sleeves to deliver insights and create selling stories.

RESPONSIBILITIES:

• Broker Leadership
  Act as the primary sales point of contact for all broker relationships—leading negotiations, building playbooks, delivering insight-driven sales materials, and ensuring broker teams are fully aligned with, and armed to support, our commercial objectives.
• Drive Channel-Specific Growth
  Partner with marketing, packaging, and category teams to optimize offerings for small format, regional chains, and emerging channels. Negotiate the distribution whitespace head-on—improving our shelf presence and driving sales that will expand our velocity in retail.
• Lead the Warehouse Route-to-Market Strategy
  Design and execute a scalable, modern warehouse route-to-market model across key regions and customers, with a goal to materially scale our business in the next three years.
• Cross-Functional Integration
  Collaborate closely with Commercial, NPD, and Sales teams to align planning, merchandising, and execution across national and regional warehouse accounts.
• Build for Scale
  Create the foundational structure, tools, and routines required for long-term success in warehouse delivery—including insights, tracking, and planning infrastructure.
• Act as a Connector to BASN & NAOU Teams
  Where appropriate, work with BODYARMOR & TCCC North America Operating Unit (NAOU) teams to unlock synergies and leverage best practices for route-to-market and platform development in the warehouse business.

REQUIREMENTS:

• Bachelor’s degree required; MBA or equivalent a plus
• 10+ years of progressive experience in CPG or beverage, ideally with exposure to direct-to-warehouse or hybrid go-to-market structures required
• Strong track record in managing broker or third-party sales partnerships required
• Deep commercial acumen and understanding of customer segmentation, retail activation, and shelf execution
• Demonstrated ability to build from scratch: create new processes, lead pilots, scale operations
• Excellent communication and influencing skills across functions and levels
• Proven leadership experience managing high-performing teams or cross-functional pods
• 50% travel required

Preferred Qualifications:

• Experience working in both bottler and non-bottler distribution environments
• Understanding of warehouse systems and logistics models
• Based in or flexible to work from the Whitestone, NY location as needed for commercial collaboration and retail interface

What We Can Do For You

• Work with Iconic & Innovative Brands: Engage with over 250 products including globally recognized brands such as Coca-Cola, Simply, Fairlife, and Topo Chico.
• Connect with Expansive & Diverse Customers: Interact with a vast customer base ranging from retail & grocery outlets to entertainment venues, ensuring each day is filled with new challenges and opportunities.
• Career Growth & Development: Engage in opportunities that will shape your career trajectory, complemented by robust training and professional development programs.