Head of Sales, NA

Zespri Group Limited • Newport Beach, CA

4d • Hybrid

About The Position

As Head of Sales – North America, you’ll lead the sales function across the USA and Canada, with end to end responsibility for sales strategy, customer engagement and commercial delivery in a complex FMCG environment.

Based in Newport Beach and reporting to the President – North America, this role is pivotal in shaping where and how the business competes in the market. You’ll define sales and channel strategy, lead joint business planning with key retailers and distributors, and ensure strong execution through clear direction, capability building and disciplined performance management.

Requirements

• At least 7 years’ experience in FMCG sales, including senior key account and/or sales leadership roles.
• Proven experience leading and developing larger teams (5+ direct reports), ideally across multiple locations or markets.
• Strong capability in sales strategy development and execution, including route to market, joint business planning and category led selling.
• Solid financial and commercial acumen, with experience managing budgets, customer funds and performance metrics.
• Confidence presenting and influencing at senior levels, with the ability to articulate clear, logical ideas to executives, retailers and distributors.
• Experience operating in fast moving or changing environments, with comfort navigating ambiguity and prioritising effectively.
• A practical, delivery focused mindset — willing to step into execution when required, particularly during peak periods.
• An open, transparent and collaborative leadership style that builds trust, accountability and momentum.

Nice To Haves

• Produce experience preferred, or demonstrated success within FMCG, adjacent sectors, or high growth, scaling environments.

Responsibilities

• Lead the North America sales function and customer engagement strategy across USA & Canada, aligned to market KPIs (including distribution and sales volume).
• Define where to play / how to win: market sizing, geographic and channel priorities, and route to market and partnership models for key accounts and distributors.
• Drive Joint Business Planning and sales story development with key customers and distributors, including sell ins, negotiations and business reviews.
• Lead the sales organisation design and talent development — building capability, performance and engagement across a regionally spread team (including sales ops and distributor sales).
• Own customer funds strategy (structural and tactical), ensuring investment is deliberate, efficient and linked to growth outcomes.
• Strengthen category advice & shopper marketing direction — guiding range/merchandising guidelines and targeted shopper programs with internal partners.
• Contribute to Global Sales Excellence and Centre of Excellence programmes, driving continuous improvement in in market sales performance across Perfect Store execution, distributor capability, and customer funds optimisation.
• Lead internal business planning: forecasting, pack/price architecture, sales & marketing calendar alignment, and investment/ROI thinking.
• Build the data/systems roadmap required to plan, analyse and deliver efficiently, aligned to broader tools and local needs.
• Ensure operational and executional excellence: demand planning cadence, compliance/terms, performance issue resolution, and execution standards across channels.

Benefits

• Competitive overall remuneration package, including a Short-Term Incentive scheme opportunity.
• FlexWELL flexible work ethos; WFH and 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed