About this role
<div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Ko wai matou? Who are we?</H2> </div><div><p> </p> <p><span style="font-family:arial, helvetica, sans-serif">Zespri is more than simply the world's single-largest marketer of kiwifruit. We like to think of ourselves as fruit on a mission and as rebels with a cause: to help people, communities and the environment around the world thrive through the goodness of kiwifruit. We are proudly the world's largest marketer of kiwifruit, selling kiwifruit in more than 50 countries. We work with around 2,800 New Zealand and 1,500 international growers and post-harvest companies to source the best-quality Zespri Kiwifruit which we supply through our distribution partners to wholesale and retail customers. We are one of New Zealand's best-known international brands, dedicated to creating sustainable long-term value for growers.</span></p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">He aha te mahi? What’s the role?</H2> </div><div><p> </p> <p><span style="font-family:arial, helvetica, sans-serif">As Head of Sales – North America, you’ll lead the sales function across the USA and Canada, with end to end responsibility for sales strategy, customer engagement and commercial delivery in a complex FMCG environment. </span></p> <p> </p> <p><span style="font-family:arial, helvetica, sans-serif">Based in Newport Beach and reporting to the President – North America, this role is pivotal in shaping where and how the business competes in the market. You’ll define sales and channel strategy, lead joint business planning with key retailers and distributors, and ensure strong execution through clear direction, capability building and disciplined performance management. </span></p> <p> </p> <p><span style="font-family:arial, helvetica, sans-serif">Key accountabilities include:</span></p> <p> </p> <ul> <li><span style="font-family:arial, helvetica, sans-serif">Lead the North America sales function and customer engagement strategy across USA & Canada, aligned to market KPIs (including distribution and sales volume). </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Define where to play / how to win: market sizing, geographic and channel priorities, and route to market and partnership models for key accounts and distributors. </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Drive Joint Business Planning and sales story development with key customers and distributors, including sell ins, negotiations and business reviews. </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Lead the sales organisation design and talent development — building capability, performance and engagement across a regionally spread team (including sales ops and distributor sales). </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Own customer funds strategy (structural and tactical), ensuring investment is deliberate, efficient and linked to growth outcomes. </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Strengthen category advice & shopper marketing direction — guiding range/merchandising guidelines and targeted shopper programs with internal partners. </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Contribute to Global Sales Excellence and Centre of Excellence programmes, driving continuous improvement in in market sales performance across Perfect Store execution, distributor capability, and customer funds optimisation. </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Lead internal business planning: forecasting, pack/price architecture, sales & marketing calendar alignment, and investment/ROI thinking. </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Build the data/systems roadmap required to plan, analyse and deliver efficiently, aligned to broader tools and local needs. </span></li> <li><span style="font-family:arial, helvetica, sans-serif">Ensure operational and executional excellence: demand planning cadence, compliance/terms, performance issue resolution, and execution standards across channels.</span></li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Ko wai koe? Who are you?</H2> </div><div><p> </p> <p><span style="font-family:arial, helvetica, sans-serif">You’re a commercially grounded, adaptable sales leader who enjoys connecting strategy to action and building teams that deliver. </span></p> <p> </p> <p><span style="font-family:arial, helvetica, sans-serif">You will also bring: </span></p> <p> </p> <ul> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">At least 7 years’ experience in FMCG sales, including senior key account and/or sales leadership roles. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Proven experience leading and developing larger teams (5+ direct reports), ideally across multiple locations or markets. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Strong capability in sales strategy development and execution, including route to market, joint business planning and category led selling. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Solid financial and commercial acumen, with experience managing budgets, customer funds and performance metrics. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Confidence presenting and influencing at senior levels, with the ability to articulate clear, logical ideas to executives, retailers and distributors. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Experience operating in fast moving or changing environments, with comfort navigating ambiguity and prioritising effectively. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">A practical, delivery focused mindset — willing to step into execution when required, particularly during peak periods. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">An open, transparent and collaborative leadership style that builds trust, accountability and momentum. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Produce experience preferred, or demonstrated success within FMCG, adjacent sectors, or high growth, scaling environments.</span></li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">He aha e tika ai a Zespri? Why Zespri?</H2> </div><div><p> </p> <p><span style="font-family:arial, helvetica, sans-serif">Our people are what makes our culture so irresistible and uniquely Zespri. We are a passionate and mighty team of 900+ employees in 23 different locations globally. Working at Zespri is an opportunity to join a fast-paced, culture-driven environment unlike any other. We want people who share our values of making it happen, creating real connections, and leaving a legacy. Join us in shaping our future and be part of a truly unique organisation. </span></p> <p> </p> <ul> <li style="font-family:arial, helvetica, sans-serif"><span>The base salary for this position is between $155,000 - $200,000 USD plus a performance-based short-term incentive scheme (for employees who meet the eligibility criteria) and benefits. Please note that individual total compensation will vary based on factors such as qualifications, skill level, competencies, performance and work location</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">FlexWELL flexible work ethos; WFH and the office. </span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Additional paid annual leave day per year (Zespri Day).</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Two additional paid leave days for you to proactively support the moments that genuinely boost your mental, physical, emotional, and social wellbeing (Boost Days).</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Global Life and Permanent Disability Insurance.</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Group Medical Insurance benefits.</span></li> </ul> <p style="font-family:arial, helvetica, sans-serif"> </p> <p style="font-family:arial, helvetica, sans-serif"><strong><span style="font-family:arial, helvetica, sans-serif">Apply Now! Applications close 3 July 2026.</span></strong></p> <p style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><br><em>At Zespri, we understand the importance of diverse perspectives and experiences, and a fair hiring process is the first step to getting there. We want to attract a diverse range of people and encourage everyone from all backgrounds and walks of life to apply. Please let us know if you need any assistance or reasonable adjustments to take part in the recruitment and selection process. You can reach out to our Talent Acquisition team via email at [email protected] to have a chat to someone directly.</em></span></p></div></div></div>