Key Account Manager

Date: 4 Apr 2024

Location: Hamburg, DE

Company: Zespri Group Limited

Kō wai mātou? 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?


Based in our office in Hamburg and reporting to the Market Manager DACH, the Key Account Manager Germany will be responsible for Zespri sales and brand development in Germany. This role will lead the connection with key retail accounts and the execution of retail strategies to grow the Zespri kiwifruit category and boost our brand prominence instore.


Key Accountabilities 


Sustainable business development:

  • Direct contact with major German retailers
  • Understand and pursue the company’s growth strategy


Contribute actively to the volume and value growth of the DACH region:

  • Grow the business with B2B customers by developing long-term JBP (Joint Business Planning)
  • Develop and implement POS and Trade Marketing activities per channel to ensure maximum visibility of Zespri brand
  • Category management: manage the range in the category and how it should be merchandised to meet shoppers needs in order to grow the kiwifruit category at different channels
  • Drive together with the local KAM team the Customer Funds approach for modelling the ROI of our investments in Channel and Shopper activities Customer Funds management, incl.  monitoring and optimisation
  • Work closely with the Market Manager DACH to respond to the changing trade, competitor, shopper and supply environment
  • Sales & daily business support (forecast, stock control, operations)
  • Lead in continuous data analysis 


Be the Zespri Ears & Eyes in the market:

  • Analyze what’s happening in the local markets; reports and suggest possible actions (pro-active and reactive)
  • Follow-up on the agreements that are made with retailers and distributors
  • Monitor price setting in the market (kiwifruit and other fruit) and kiwifruit measurements.


Ko wai koe? Who are you?


We are ideally looking for an energetic team player with an excellent communication,  with a minimum 3-5 years of experience in sales and trade marketing, preferably within the FMCG sector. The ability to thrive in a dynamic, changeable environment will be a key to success in this role and the successful candidate will have:


  • A good understanding of the retail business in Germany
  • Strong analytical skills to pursue a data- and insights-driven decision making in the market
  • Advanced skills in Power Point and Excel
  • Native in German and Fluency in English
  • Leadership and results driven
  • Very pro-active and problem-solving attitude
  • Agile, flexible, and able to work independently within the framework of a team
  • Work under pressure in a fast-paced environment
  • Highly communicative, good relating and networking abilities
  • Travel throughout Germany will be required


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 850+ 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.


  • Competitive overall remuneration package, including a Short-Term Incentive scheme opportunity
  • FlexWELL WFH & the office.
  • Additional paid annual leave day per year (Zespri Day).
  • Additional paid volunteer day to volunteer within your community (Volunteer Time).


Tono mai inaianei! Apply Now! Applications close 07 April 2024.



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 by reaching out to our Talent Acquisition team via email at