What's The Role

Reporting to the Regional Market Manager, the Head of Sales - North America (NA) will lead the sales function, channel strategy and customer engagement strategy for North America (USA and Canada). This role will oversee the account facing Key Account and Regional Account team.

The Head of Sales NA will be pivotal in contributing to and implementing the Zespri strategy to deliver the market specific KPIs as defined by the Market Development Framework – in particular distribution and annual sales volume. This role leads the joint business planning (JBP) function and sales story development in collaboration with the shopper marketing team and collaborates closely with the planning and operations function through integrated business planning process.

Accountabilities include:

North America Sales Strategy - Manage Market Sizing, Geographic Prioritization and defining channel priorities as well as developing optimal RTM structure & balance of direct key accounts to deliver the MDF ambition and targets
Sales Organization and Data/Systems Roadmap - Design & implement a sales organization to deliver the strategy & deliver the seasonal plan/numbers that are aligned to the Global Organization Model in addition to the tools that are needed to analyze, plan and deliver
Category Advice and Shopper Marketing - Develop category range & merchandising guidelines which can be utilized with customers and develop targeted shopper marketing campaigns using the best available data/insights to model the target shopper’s journey
Internal Business Planning - Build an agile market seasonal plan for packs and pricing to optimize the total fruit allocation across geographies, channels and customers
Team Management – Lead, develop and inspire our local sales team inspiring high engagement and high performance
Key Account & Distributor Management – Construct and implement key account & joint business plans as well as tailoring and implementing range, merchandising & shopper marketing programs
Forecast demand - Develop a robust sales forecast and partner with Operations to align the supply plan to meet demand

Who Are You?

We are looking for an experienced Sales Leader who can clearly showcase their experience through building process and sales strategies. In this highly collaborative role, you will also have:

Proven experience and success in FMCG Sales including Key Account Sales roles
Good exposure across Trade Marketing, Category Management, Shopper Marketing and Sales Operations
Working knowledge of strategy creation and delivery
Effectively demonstrated your ability to lead teams in a cross-functional environment
Strong financial and commercial awareness
Category Management experience and understand how to go to market with a category centric approach
Successfully managed different retail customers selecting and developing multiple distributors over the long term and developing mutually beneficial partnerships and long-term growth
An excellent people leadership record and have built an environment of trust, openness and healthy challenge within teams you have been part of

Ideally this role will be based on the West Coast - ideally Southern California.

Why Zespri?

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 being personally connected, results-driven, and committed to guardianship. Join us in shaping our future and be part of a truly unique organisation.

The base salary for this position is between $142,000 - $181,470 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.
FlexWELL flexible work ethos; WFH & the office.
Additional paid annual leave day per year (Zespri Day).
Additional paid volunteer day to volunteer within your community (Make a Difference Day).
Global Life and Permanent Disability Insurance.
Group Medical Insurance benefits.

Apply Now! Applications close Monday 6 November 2023.

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 careers@zespri.com to have a chat to someone directly.

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Head of Sales - North America