Senior Sales Manager, Korea

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 purpose of the role is to lead the Sales function for the Market to implement Zespri strategy and to deliver the annual volume and value results for the Region. 
Managing a team including Key Account and/or Market Development Managers, Trade Marketing or a Category Manager, the role is accountable for adapting the Global/Regional Sales Strategy to the Market and to oversee its implementation in the market. 

Accountabilities

1. Sales Excellence Pillar – SALES STRATEGY

• Undertake Market Sizing and define Channel priorities and Roles, that align with the MDF stage for the market.
• Establish growth projections for key levers as per MDF objectives (Penetration, Frequency, Spend, Zespri Share)
• Develop the optimal RTM structure and  implement the optimum Service/Partnership Models, for KA’s and Distributors.
• Develop & deploy a strategic Customer Funds approach that recognizes Customer Funds as a strategic & deliberate investment in meeting consumer/shopper and customer needs & driving growth of Zespri/Partners.
• Design & implement a Sales Organization to deliver the strategy & seasonal plan/numbers (Roles, Responsibilities, Structure) aligned to the Global Organization Model..
• Identify the Data and set up Systems/Tools that are needed to enable the Sales function to analyze, plan and deliver in the most efficient and effective way.

2. Sales Excellence Pillar – CATEGORY ADVICE & SHOPPER MARKETING

• Review & sign off the market version of the Zespri Vision for the longer-term growth of the Category in the market. 
• Review, refine and sign off all Shopper Marketing campaigns to ensure they include an understanding of the Target Shopper’s Journey across different Channels.

3. Sales Excellence Pillar – INTERNAL BUSINESS PLANNING

• Lead the Seasonal allocation of Fruit for the market to optimize value chain sales and margin – by Channel/Customer – oversee deployment.
• Review & sign off the seasonal plan for Packs and Pricing (Pack/Price Architecture) to optimize the total Fruit allocation across Channels/Customers..
• Build the Sales & Marketing Calendar
• Develop Selling Materials & POS Visibility Toolkits

4. Sales Excellence Pillar – KEY ACCOUNT & DISTRIBUTOR MANAGEMENT 

• For top collaborative Distributors and Customers only - work with Zespri Account Managers to develop (Internal) Business plans & review
• For Key Distributors and Customers, review & sign off specific Range, Merchandising & Shopper Marketing programs, to ensure strategic alignment and delivery of a 5xWin. 

5. Sales Excellence Pillar – OPERATIONAL EXCELLENCE

• Lead development of a robust Sales Forecast in a timely manner for the Market by Geography, Channel, Customer - By SKU, as part of the S&OP Process.
• Manage Customer Inventory / Quality control
• Manage Quality Claims & Minimize Fruit Loss
• Work with KA Managers to ensure that all of our Customers & Distributors are legally compliant and are working to Zespri standards & expectations, as specified in Contracts/Terms.

6. Sales Excellence Pillar – EXECUTIONAL EXCELLENCE

• Ensure there are Perfect Store/screen targets set for execution of Look of Success & distribution/activation and monitor compliance – for each channel and key customer.
• Deploy Instore Activations
• Monitor & Measure Outlet Compliance
• Work with KA Managers to ensure outlet/perfect store compliance is being shared with Customers and that corrective actions are being followed through.

Qualifications & Experience

•    Qualifications & Education defined locally
•    Minimum +15 Years’ experience in FMCG Sales, including KA Sales roles and at least two of the following –Trade Marketing, Category Management, Shopper Marketing or Sales Operations
•    Experience in formulating strategy creation and strategy delivery
•    Experience of managing perishable products a plus
•    Demonstrated ability to lead teams in a cross-functional environment
•    Solid experience in building value-based customer relationship
•    Experience in building sales team capability including talent management, training deployment, talent acquisition and integration

What's In It For You

• Competitive overall remuneration package, including a Short-Term Incentive scheme opportunity.
• 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.

Agency

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.