Title: Senior Manager, Retail

Department: Business Development
Reports To: Chief Commercial Officer
Location: Remote (Approved Locations Below)
FLSA Status: Exempt / Full-Time Salaried

Who We Are: Founded by two sisters — a dentist and an artist — COCOLAB welcomes you to a whole new oral wellness world. Where joy crashes routine through delightfully dentist-designed, high-performance products that work, rebuild, and nurture. We are the fun oral innovators. The floss-wielding, bacteria-busting, oral wellness makers of tomorrow. No plaque stands a chance, and our designs are anything but dull. We are iconic. Because your smile is iconic. We are COCOLAB. We are a fully remote team focused on high performance, collaboration, delivering your daily hit of dental dopamine, and staying connected no matter where we work across the United States.

The Role: COCOLAB is seeking a Senior Manager, Retail who combines retail expertise with strong analytical and operational rigor. This role plays a critical part in growing our brand’s presence across mass, drug, grocery, specialty, hospitality, and emerging retail channels. You will support—and directly contribute to—the strategic vision for our retail channel, while also owning the reporting, planning, and flawless execution needed to drive profitable, sustainable growth.

As a key member of the commercial team, you will partner closely with the CCO to execute and operationalize our retail strategy, manage day-to-day account needs, and ensure excellence across launches, promotions, and retailer relationships. You will build the reporting, insights, planning frameworks, and cross-functional alignment needed to support profitable, sustainable growth.

This role sits at the intersection of account management, analytics, and operations—requiring someone who can translate data into action, anticipate risks and opportunities, and manage the details that drive retail success. You will collaborate with Marketing, Finance, Operations, Creative, and Product teams to ensure COCOLAB shows up with consistency, precision, and impact at every customer touchpoint.

What Success Looks Like:

• Clear, accurate reporting, forecasting, and budgeting that drives visibility, strategic alignment, and better commercial decision-making.
• Strong opex budget tracking and management.
• Strong performance across accounts through relationship-building, data-driven strategies, and proactive execution.
• Retail programs and launches delivered flawlessly, on time, and with strong cross-functional alignment.
• Retail partners and brokers experiencing best-in-class communication, partnership, and responsiveness.
• Profitable growth driven through strong forecasting, margin visibility, merchandising excellence, and strategic retail planning.

What You’ll Do

Account Management:

• Partner with the CCO on plans to maximize sales, visibility, and distribution across mass, drug, grocery, specialty, and hospitality.
• Help to manage retail accounts; build trusted relationships with buyers and merchant partners.
• Help CCO to develop strategies to improve shelf placement, expand distribution, and drive in-store visibility and velocity.
• Collaborate with broker partners while also managing accounts in-house where appropriate.

Retail Reporting & Analytics:

• Own retail analytics including:
• Sell-in vs Sell-through analysis by retailer by sku
• Velocity (UPSPW / $PSPW) tracking by retailer, by chain, by SKU
• Comp-door performance and understanding drivers (distribution, promo, seasonality)
• Forecast accuracy and adjusting demand based on real-time POS trends
• Promo lift analysis – baseline vs incremental
• Own weekly, monthly, and quarterly reporting across sell-in, sell-through, inventory, and promotional performance.
• Be able to analyze Nielsen or IRI data, understand competitive trends, and provide reporting and recommendations to leadership based on data.
• Maintain, refine, and improve forecasting models to support demand planning, revenue tracking, and budget management.
• Ensure accuracy of all forecasting and budgeting.

Forecasting, Financial & Operational Management:

• Partner with Finance on sales planning, margin analysis, pricing strategy, and promo ROI to support profitable growth.
• Work closely with Supply Chain & Ops on demand forecasting, inventory allocation, supply timelines, and fulfillment accuracy.
• Ensure all new item setup, pricing changes, and retailer operational requirements are completed accurately and on time.Launch & Promo Execution

• Manage timelines and cross-functional prep for all launches, promotions, and retail programs.
• Ensure every program is executed smoothly—from sell-in decks and merchant presentations to in-store merchandising and post-promo analysis.
• Track and maintain promotional calendars, merchandising plans, and retailer-specific activation details.

Cross-Functional Collaboration:

• Partner with Marketing on launch readiness, retail campaigns, and in-store program development.
• Collaborate with Product, Creative, and Brand to ensure packaging, assets, and retailer requirements are met.
• Work with brokers, operations, and internal teams to align strategies, timelines, and execution plans across all retail channels.

Project & Process Ownership:

• Maintain and improve key commercial trackers, systems, and workflows that drive operational excellence.
• Lead special projects and new retail initiatives as a direct extension of the CCO.
• Continuously improve reporting, documentation, planning processes, and cross-functional alignment.

What You’ll Bring:

• 5+ years of experience in retail sales, account management, retail operations, or commercial planning (CPG preferred).
• Strong understanding of retail sales management.
• Strong analytical mindset — comfortable working in spreadsheets, forecasting models, retail portals, and BI tools.
• Proven ability to analyze sales data, identify insights, and translate them into actionable recommendations.
• Experience partnering with operations and supply chain teams on forecasting, inventory, or fulfillment.
• Ability to manage multiple retail timelines, deliverables, and cross-functional workstreams.
• Strong communication skills and comfort supporting retailer relationships and brokers.
• Working knowledge of systems BI systems and retailer vendor portals (or ability to learn quickly).
• A proactive, detail-oriented, organized approach — with the ability to move fluidly between strategic thinking and tactical execution.

What We Offer:

• Competitive Salary: Salary Range up to $125,000 + bonus eligibility
• Remote-First: We take pride in staying connected, no matter the distance, while delivering high performance and getting results.
• Health, Dental, & Vision Insurance: PPO Plans that give you in and out of network coverage to meet you where you are seeking care.
• FSA: Eligible Health Expense & Dependent Care.
• Unlimited PTO & Sick Time: No waiting period and we actually want you to use it! The average Cocofloss team member took between 15–20 days off last year.
• 12 Paid Company Holidays: We close up shop for Federal Holidays each year.
• Fully Paid Parental Leave: Up to 12 Weeks paid at 100% after 1 year of employment.
• Guideline 401k: Start saving for retirement after 90 days in your role with an employer match
• New Hire Tech Budget: Choose the best work device for you and we’ll cover the cost.
• Wellness Reimbursement: $75 a month for you to take care of you.
• Product Discounts: Keep yourself stocked with our award-winning lineup.

Cocolab is an Equal Opportunity Employer and seeks to provide a workplace where all employees feel supported and respected.We are committed to fostering a diverse, inclusive, and accessible workplace. Cocolab does not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, genetic information, marital status, pregnancy status, citizenship status, or any other characteristic protected by federal, state, or local laws. We encourage applicants from all backgrounds to apply.

In accordance with applicable law, Cocolab will provide reasonable accommodations for qualified individuals with disabilities. If you require assistance or a reasonable accommodation due to a disability, please contact us directly at help@cocolab.com.