Head of Sales, Japan

Date: 26 Feb 2024

Location: Tokyo, Tokyo, 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?


Reporting to the Executive Officer - APAC, the Head of Sales, Japan will lead the Sales function for the Japanese market and implement the Zespri strategy in order to deliver the annual volume and value results for Japan. Balancing a contemporary workstyle, with a traditional business approach when required, the Head of Sales, Japan will work with a variety of different (and sometimes challenging) stakeholders and senior VIP customers.

Managing a team of Area Sales Managers, this role is accountable for adapting the global/regional sales strategy to the market and to oversee its implementation in the market. The role leads their team to deliver all other sales activities and takes personal responsibility for fruit allocation by market and for joint business planning and delivery with the most important key accounts and distributors in the market. The Head of Sales, Japan will lead the team to develop strong, mutually beneficial, and enduring partnerships with key retailers, distributors, Club Z members and service providers.   


Accountabilities include:


  • Japan Sales Strategy - Manage Market Sizing, Geographic Prioritization and defining channel priorities as well as developing optimal RTM structure & balance of direct key accounts to deliver the MDF ambition and targets
  • Sales Organization and Data/Systems Roadmap - Design & implement a sales organization to deliver the strategy & deliver the seasonal plan/numbers that are aligned to the Global Organization Model in addition to the tools that are needed to analyze, plan and deliver 
  • Category Advice and Shopper Marketing - Develop category range & merchandising guidelines which can be utilized with customers and develop targeted shopper marketing campaigns using the best available data/insights to model the target shopper’s journey
  • Internal Business Planning - Build an agile market seasonal plan for packs and pricing to optimize the total fruit allocation across geographies, channels and customers
  • Team Management – Lead, develop and inspire our local sales team inspiring high engagement and high performance
  • Key Account & Distributor Management – Construct and implement key account & joint business plans as well as tailoring and implementing range, merchandising & shopper marketing programs
  • Forecast Demand - Develop a robust sales forecast and partner with Operations to align the supply plan to meet demand 

Who are you?


We are looking for an experienced Sales Leader who can clearly showcase their experience through building process and sales strategies. In this highly collaborative role, you will also have:


  • Proven experience and success in FMCG Sales including Key Account Sales roles 
  • Good exposure across Trade Marketing, Category Management, Shopper Marketing and Sales Operations
  • Strong ability to create strategy and then deliver that strategy
  • Effectively demonstrated your ability to lead teams in a cross-functional environment
  • Strong financial and commercial awareness
  • Category Management experience and understand how to go to market with a category centric approach
  • Successfully managed different retail customers selecting and developing multiple distributors over the long term and developing mutually beneficial partnerships and long-term growth
  • An excellent people leadership record and have built an environment of trust, openness and healthy challenge within teams you have been part of
  • Business proficiency in both Japanese and English (verbal & written)

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 flexible work ethos; WFH & the office.

  • 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.


Apply Now! Applications close 29 Feb 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 careers@zespri.com.



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.