Zespri International

Head of Sales

Zespri International

full-time

Posted on:

Location Type: Office

Location: Newport Beach • California • United States

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Job Level

Lead

About the role

  • Lead the North America sales function and customer engagement strategy across USA & Canada, aligned to market KPIs (including distribution and sales volume).
  • 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.
  • Drive Joint Business Planning and sales story development with key customers and distributors, including sell ins, negotiations and business reviews.
  • Lead the sales organisation design and talent development — building capability, performance and engagement across a regionally spread team (including sales ops and distributor sales).
  • Own customer funds strategy (structural and tactical), ensuring investment is deliberate, efficient and linked to growth outcomes.
  • Strengthen category advice & shopper marketing direction — guiding range/merchandising guidelines and targeted shopper programs with internal partners.
  • 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.
  • Lead internal business planning: forecasting, pack/price architecture, sales & marketing calendar alignment, and investment/ROI thinking.
  • Build the data/systems roadmap required to plan, analyse and deliver efficiently, aligned to broader tools and local needs.
  • Ensure operational and executional excellence: demand planning cadence, compliance/terms, performance issue resolution, and execution standards across channels.

Requirements

  • At least 7 years’ experience in FMCG sales, including senior key account and/or sales leadership roles.
  • Proven experience leading and developing larger teams (5+ direct reports), ideally across multiple locations or markets.
  • Strong capability in sales strategy development and execution, including route to market, joint business planning and category led selling.
  • Solid financial and commercial acumen, with experience managing budgets, customer funds and performance metrics.
  • Confidence presenting and influencing at senior levels, with the ability to articulate clear, logical ideas to executives, retailers and distributors.
  • Experience operating in fast moving or changing environments, with comfort navigating ambiguity and prioritising effectively.
  • A practical, delivery focused mindset — willing to step into execution when required, particularly during peak periods.
  • An open, transparent and collaborative leadership style that builds trust, accountability and momentum.
  • Produce experience preferred, or demonstrated success within FMCG, adjacent sectors, or high growth, scaling environments.
Benefits
  • Competitive overall remuneration package, including a Short-Term Incentive scheme opportunity.
  • FlexWELL flexible work ethos; WFH and the office.
  • Additional paid annual leave day per year (Zespri Day).
  • Two additional paid leave days for you to proactively support the moments that genuinely boost your mental, physical, emotional, and social wellbeing (Boost Days).
  • Global Life and Permanent Disability Insurance.
  • Group Medical Insurance benefits.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategy developmentjoint business planningcategory led sellingbudget managementperformance metricsdemand planningforecastingpack/price architecturesales performance optimizationcustomer funds management
Soft Skills
leadershipteam developmentpresentation skillsinfluencingcollaborationaccountabilitytrust buildingexecution focusadaptabilitystrategic thinking