Area Sales Manager, West Japan

Date: 27 Mar 2024

Location: Kobe, Hyogo, JP

Company: Zespri Group Limited

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.

What's the role?


The Area Sales Manager supervises the exclusive sales agent (Dole) and fully leverage their capability to conduct JBP with the key customers and achieve the seasonal volume within the designated area. The role of the Area Sales Manager is to conduct sales and strategy execution for a designated area/portfolio, with an expectation of increasing year-on-year sales revenue and customer satisfaction. This position will also support the rollout of global sales initiatives.


Responsibilities include:

•    Relationship management through regular sales meetings, conference and events with the customers.
•    Develop strategic and operational support plans with customers to increase sales.
•    Manage the delivery of assigned sales activities within the agreed budget.
•    Lead the expansion of ready to eat supply fruit for the market 
•    Work closely with the Marketing, Trade marketing and Operation teams to respond to the competitors, consumers and supply environment.
•    Lead the account management (JBP, Perfect Store) together with the Sales Agent (Dole).
•    Manage the in-store activation plan for the key customers by analyzing market and customer POS data.
•    Execute efficient fruit allocation for the designated market.
•    Take corrective actions in response to urgent business needs
•    Keep monitoring in store executions (Fruits assortment, Pack, Price and Competitions) within the designated areas.

Who are you?


We are looking for an individual who has proven account management experience with key retailers and wholesaler within the FMCG industry, and possesses exceptional relationship building abilities and a mutually collaborative beneficial mindset. Someone who is a strategic thinker with an analytical approach to sales, and the successful candidate will have:

•    At minimum of three years experiences as a Sales Manager.
•    Experience managing large/key customers (i.e. AEON, COSTCO, 7-11 and Ito-Yokado) and building good relationships.
•    Experience working within a cross functional team (e.g. Marketing, Supply Chain and Finance).
•    Native Japanese and Business level English speaking due to the nature of the role.
•    Thorough understanding and experience within the FMCG industry 
•    Holding strong growth mindset
•    Good understanding on shopper and customer insights
•    Team management and Cross functional project experience
•    Expertise in customers management and relationship building
•    Ability to work under pressure in a fast-paced environment
•    A solid understanding of the retail business
•    Experience to leading Joint Business Planning (JBP) with key retailers or wholesalers, trade category plans and category management program with key retailers.
•    Experience with trade marketing or marketing. 

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
  • FlexWELL flexible work ethos; WFH & the office.
  • Additional paid volunteer day to volunteer within your community (Volunteer Time).
  • Global Life and Permanent Disability Insurance.
  • Group Medical Insurance benefits.


Apply Now! Applications close 30 May 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