Commercial Marketing Manager Europe

Date: 4 Jun 2023

Location: Switzerland, CH Antwerpen, BE

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 Commercial (Trade) Marketing Manager Europe mission is to lead the Sales Strategy for the Market (working with the Head of Sales/ Market Manager, Regional Market Managers) and to lead the Category and Shopper thinking to ensure this is translated into profitable Shopper-led activities executed with our Customers. The Commercial (Trade) Marketing Manager Europe will develop the long-term strategy with the support and guidance from the (regional) Market Managers working through and with distributors. 

Managing the Trade Marketing team, the role is accountable for development of Zespri’s Category thinking, setting direction for Shopper Marketing campaigns and coordinating Internal Business Planning across all channels and customers. The Commercial (Trade) Marketing Manager Europe will support the execution and operations related to the Fruit allocation, PPA decisions, ROI analysis and the development and deployment of selling materials and visibility toolkits.

In addition, the role defines and monitors the Zespri Look of Success for the Perfect Store/Screen program where it exists.  



  • Define Where to Play: Market Sizing, Geography & Channel Priorities in collaboration with Head of Sales and Market Managers
  • Identify How to Win: Co-develop the optimal RTM structure and the balance of direct transactional customers and indirect to deliver growth.
  • Develop a strategic Customer Funds approach to develop an strategic & deliberate investment in meeting consumer/shopper and customer needs & driving the growth of Zespri/Partners.
  • Responsible for the Customer Funds and MPP (from A&P Budget).
  • Identify & coordinate the implementation and maintenance/ improvement of Data and set up Systems/Tools - that are needed to enable the Sales function to take data driven decisions
  • Develop Category Vision & Growth Drivers, Category Range & Merchandising Guidelines, and Targeted Shopper Marketing Campaigns. 
  • Manage Fruit Allocation to optimize value chain sales and margin – by Geography/Channel/Customer. Support IBP in the Demand Forecasting Cycle
  • Design PPA Plan by Geography/Channel/ Customer
  • Guide the work of the Market Managers and KAM’s in building and maintaining an annual Sales & Marketing Calendar for the market with Marketing, aligning all ATL & BTL activity
  • Identify the process and tools for analyzing Zespri investments in Customer and Shopper activities (Customer Funds, Marketing Support (Sales) & Sales Promotions) and direct the Trade Marketing team in the analysis needed to understand & optimize efficiency for Zespri and our Customers.
  • Develop Selling Materials & POS Visibility Toolkits
  • Work with Zespri KAM’s to develop (Internal) KA Business plans – the Zespri plan per customer – to ensure they reflect Category Vision and Shopper Insights. 
  • Act as an internal consultant to Sales colleagues to ensure customer-specific Range, Merchandising & Shopper Marketing programs reflect Category & Shopper thinking and Zespri in-store guidelines.
  • Review up-to-date Market and Category performance data and insights
  • Lead and develop the Trade Marketing team 


Qualifications & Experience


•    Education: Master degree in economics, BA or management. MBA, finance degree or related certificate would be preferred.
•    10+ Years’ experience in FMCG Trade Marketing/ Sales operations. Experience of KA Sales roles and Category Management is a plus.
•    Experience in formulating strategy 
•    Demonstrated ability to manage budgets and problem solve in a cross-functional environment
•    Excellent in oral and written English, another EU language is a plus.
•    Excellent presentation skills and interpersonal skills;
•    Good communication skills;
•    Proficient MS office skills; 
•    At least 3 years experience in a leadership role

What's In It For You

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



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.