Head of Sales - North America

Ko wai matou? Who are we?

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.

He aha te mahi? What’s the role?

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.

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. 

Key accountabilities include:

• 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.
  

Ko wai koe? Who are you?

You’re a commercially grounded, adaptable sales leader who enjoys connecting strategy to action and building teams that deliver.

You will also bring: 

• 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.
  

He aha e tika ai a Zespri? 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 making it happen, creating real connections, and leaving a legacy. Join us in shaping our future and be part of a truly unique organisation.  

• 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.
• 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.
  

Apply Now! Applications close 3 July 2026.