Head of Sales, Japan

Kō wai mātou? 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.

He aha te mahi? What's the role?

This is a pivotal market leadership role with the opportunity to shape how Zespri wins in Japan. Reporting to the President, Japan & Korea, you will lead the Sales function to translate global and regional strategy into market results, delivering sustainable volume and value growth while strengthening Zespri's position with customers, distributors and partners.

As Head of Sales, this position will lead a team of Area Sales Managers, own the market's sales strategy and take personal accountability for fruit allocation, joint business planning and Zespri's most important customer and distributor relationships. Success will require commercial agility, cultural awareness and the ability to balance a contemporary leadership style with a traditional business approach when needed.

Key responsibilities include:

• Set and deliver the Japan sales strategy, defining priority geographies, channels, routes to market and customer partnership models.
• Lead seasonal fruit allocation, pack and pricing architecture, sales forecasting and integrated planning to optimise value, margin and customer outcomes.
• Build influential, long-term relationships with key retailers, distributors, Club Z members, service providers and senior VIP customers.
• Lead joint business planning, key negotiations and quarterly business reviews with priority customers and distributors.
• Develop customer funds and shopper activation strategies that drive efficient investment, strong execution and measurable returns.
• Build, coach and motivate a capable sales organisation, fostering accountability, collaboration and continuous improvement.
• Partner across Marketing, Supply Chain, Operations, Finance and other regional and global teams to resolve issues and unlock commercial opportunities.
• Champion operational and executional excellence, including demand forecasting, inventory and quality oversight, sell-through, perfect store standards and compliance.

Ko wai koe? Who are you?

We are seeking an accomplished FMCG sales leader who combines strategic thinking with strong execution. The successful candidate will know how to turn market and shopper insight into clear commercial choices, bring teams and partners with you, and navigate complex stakeholder environments with confidence and credibility.

You'll bring:

• At least 10 years of FMCG sales experience, including key account sales and experience across at least two of trade marketing, category management, shopper marketing or sales operations.
• A strong track record in creating and delivering sales strategy, supported by sound commercial judgement and disciplined execution.
• Demonstrated success building value-based customer relationships and negotiating mutually beneficial outcomes.
• Experience leading and developing teams in a cross-functional environment, including building sales capability and managing talent.
• Resilience, adaptability and confidence leading through change and complexity.
• Strong digital literacy and the ability to adopt new technology and design or document effective business processes.
• Business proficiency in both Japanese and English, written and spoken.
• Experience with perishable products would be an advantage.

He aha e tika ai a Zespri? 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 making it happen, creating real connections, and leaving a legacy. 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).
• Two additional paid leave days for you to proactively support the moments that genuinely boost your mental, physical, emotional, and social wellbeing (Boost Days).
• Global Life and Permanent Disability Insurance.
• Group Medical Insurance benefits.

Apply Now! Applications close Friday 18 September 2026.

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 [email protected].

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.