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Trade Marketing Director North America

Date: Mar 11, 2023

Location: New York, US

Company: Zespri Group Limited

About Zespri

Zespri is the world’s largest marketer of kiwifruit with over 800  people in New Zealand and throughout Asia, Europe and the Americas.

We  help people, communities and the environment thrive through the goodness of kiwifruit. We sit at the heart of an interconnected industry working with 2,800 growers in New Zealand and 1,500 growers in Italy, France, Greece, South Korea and Japan. We supply the world’s healthiest little superfruits to people in more than 50 countries. We are fruit on a mission.

Our values are at the heart of everything we do. We commit to guardianship; putting people, the community, and the environment first. We are results-driven, challenging ourselves to grow and deliver better value. We cultivate personal connections, listening and acting with empathy and humility – and treating each other better for it.

We are growing quickly, driven by our success in engaging more and more consumers and by offering the world’s best kiwifruit 12 months of the year. We have bold ambitions and aim to grow sales from approximately $3 billion in 2018 to $4.5 billion by 2025.

To achieve our goals, we’re empowering our people to achieve their goals, designing our work for wellbeing, through flexible work practices and self-leadership.

We have bold ambitions for the future and we want all of our people to live and perform at their best.

About The Role


The Director of Trade Marketing will build the new trade marketing department that will play a key role in delivering brand and category growth by bringing sales and trade marketing expertise to below-the-line program development. The Director of Trade Marketing will manage and develop all direct reports as an integrated team by setting team objectives, targets, and guidelines.


This role will cooperate with the sales team by defining the value chain, RTM, and channel priorities, by building sales execution processes that focus on trade retailer promotions with analysis, development, and implementation of retail channel pricing guidelines.


The Director of Trade Marketing will define, deploy and execute, all BTL initiatives to drive business within Key Accounts and analyze the return on investment (ROI) for brand, channel, and retailer-specific programs, recommending optimizations and interventions as needed. The trade marketing department will leverage its understanding of insights to provide consumer and shopper-driven solutions that drive brand performance across all channels (volume, share, program execution, distribution, velocity, etc.) Continuous evaluation and improvements of the plan will be put plan in place, documented, and shared with relevant parties.


Building partnerships with internal stakeholders in sales, marketing, supply chain, S&OP, and finance will be a high priority to ensure trade marketing strategies are aligned with sales objectives and revenue targets and optimize the NAM market’s profitability by delivering a higher OGR and value return to the growers.

The trade marketing department will build an in-depth understanding of shopper channel and RTM structure to develop strategies and plans to enable sustainable and profitable long-term business growth.



Key Responsibilities


  • Lead value chain management and RTM model roadmap design
  • Responsible for customer funds and BTL A&P management, improving budget efficiency
  • Define long-term channel/customer priority, develop shopper understanding
  • Define Price Pack Architecture, pricing strategy, and activation plan by each channel
  • Develop sales in-store execution guideline
  • Must coordinate with all other functions internally as necessary to gain information and insights to achieve results that are aligned with NAM market objectives
  • Manage in-store activities and related vendors
  • Support the demand forecasting cycle reporting to the S&OP team
  • Optimize allocation principle per variety, per market, and channels
  • In charge of business intelligence building and business reporting.

Key Skills and Experience


  • Master's degree in economics, business administration, or management. 
  • MBA, finance degree, or related certificate would be preferred.
  • 8-10 years experience of trade marketing, and sales operations in an FMCG company
  • High profesional maturity
  • Filed sales or national account sales experience is a plus
  • Experience analyzing and identifying trends to plan and against results
  • High influencing skills and ability to make fact-based decisions
  • Prior experience with complex project management tasks, managing a number of different stakeholders 
  • Analytical and solutions-oriented
  • Highly  collaborative with strong communications skills, both internal and external 
  • Excellent presentation skills and interpersonal skills
  • Proficient in MS office, IRI, and internal data systems
  • Good leadership skills and strong cross-functional collaborator

What's in it for you

  • The base salary for this position is between 120k- 150k plus a performance-based short-term incentive scheme (for employees who meet the eligibility criteria). 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
  • Additional paid annual leave day per year (Zespri Day).
  • Additional paid volunteer day to volunteer within your community (Volunteer Time).
  • Global Life and Permanent Disability Insurance.
  • Group Medical Insurance benefits.



Zespri will not accept applications or contact from any temporary staffing agency, placement service or professional recruiter for this vacancy (“Agency”).

Where Zespri requires the support of an agency to fulfil a vacancy, we will proactively seek this support from our network of Agencies.  We respectfully ask that you do not contact Zespri or any of its affiliates/employees regarding vacancies, and reserve the right not to reply.

Zespri will not be responsible for, and will not pay, any fees, commissions or other payments related to such unsolicited resumes.