Global Head of Sales Excellence

Zespri International

. Set and evolve Zespri’s global sales vision, strategy, priorities and standards with Regional Presidents and senior sales leaders.

Posted 9/16/2026full-timeSingapore • SingaporeLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in senior sales management, with a strong focus on developing and executing sales strategies, operating models, and frameworks that drive growth in consumer-led industries. Proven ability to lead cross-functional teams and influence stakeholders in a complex, multinational environment.

Highest-signal resume keywords

Sales Strategy DevelopmentKey Account ManagementGo-To-Market StrategySales Excellence FrameworksPeople Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ManagementSales StrategyOperating ModelsCustomer SegmentationDistribution ManagementSales Force EffectivenessData AnalysisAI Technology UtilizationChannel StructuresSales Reporting

Soft Skills

CommunicationCapability BuildingInfluencing StakeholdersLeadershipCollaboration

Certifications & Qualifications

Tertiary QualificationMBA (Advantageous)

Industry Keywords

FMCGFresh ProduceFood IndustryRetailConsumer-Led IndustryGlobal Sales LeadershipMultichannel Business ModelsTrade MarketingShopper ActivationStrategic Partnerships

About the role

Key responsibilities & impact

Set and evolve Zespri’s global sales vision, strategy, priorities and standards with Regional Presidents and senior sales leaders.
Chair the Global Sales Leadership Team and build alignment across the global and regional sales community.
Develop a global sales scorecard with measures, insights and intervention plans.
Lead the global framework for customer funds, including planning, governance, capability, measurement and return on investment.
Act as a strategic partner and constructive challenger to markets through seasonal and five-year planning.
Shape channel, customer segmentation, route-to-market and distribution strategies for profitable, sustainable growth.
Develop future-focused business models for existing and emerging channels.
Establish global frameworks for trade and shopper marketing, including shopper activation models and perfect-store standards.
Strengthen distributor management and strategic customer partnerships through frameworks, joint business planning and capability building.
Lead the evolution of Zespri’s sales capability, including global learning programmes, tools and career development pathways.
Drive consistency, efficiency and effectiveness across sales systems, processes, data, reporting and ways of working.
Support the sales stream of Project Horizon so future systems and processes enable global sales strategy.
Partner across Marketing, Finance, Supply, Operations, Sustainability, Innovation and Portfolio teams to deliver integrated commercial outcomes.

Requirements

What you’ll need

More than ten years’ relevant experience in senior sales management roles within FMCG, fresh produce, food, retail or another consumer-led industry.
Experience across both local market sales roles and regional or global sales leadership positions.
Significant experience designing and delivering sales strategies, operating models and sales excellence frameworks.
Deep knowledge of go-to-market strategy, route-to-market models, channel structures, customer segmentation and distribution management.
Ability to translate enterprise ambition into practical sales strategies, operating models and capabilities across diverse markets.
Strong experience in key account management, customer investment and sales force effectiveness.
Ability to use data, technology (including AI) and commercial insight to improve sales strategy, execution and decision-making.
Strong understanding of global retail and channel trends, including emerging and multichannel business models.
Demonstrated success influencing senior stakeholders and leading through a complex, multinational and culturally diverse organisation.
Strong people leadership, communication and capability-building skills.
A tertiary qualification, with an MBA considered advantageous.

Benefits

Comp & perks

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.