Key Account Executive

Company description:

KiwiRail Ltd

Job description:

Key Account Executive - Bulk

Position Description

• Drive revenue and business growth
• Create and implement tailored regional strategies
• Permanent, Auckland based

He kōrero mō mātou | About us:

At KiwiRail, we connect New Zealanders sustainably, powering economic growth and ensuring vital freight and passenger services run smoothly. Our mission, "Stronger Connections, Better New Zealand," highlights our dedication to sustainability and community well-being.

Our people make KiwiRail exceptional. By fostering a diverse, inclusive, and supportive workplace, we empower everyone to contribute their best. If you're passionate about innovation and safety, we'd love to welcome you aboard.

He whakamārama mo te tūranga mahi | About the role:

The Key Account Executive will drive revenue and business growth by developing and executing strategic sales and growth plans, with a specific focus on expanding rail freight services to the bulk sector. This role is responsible for building and nurturing strong customer relationships, identifying new market opportunities, and working cross-functionally to maximise performance.

You will be expected to create and implement tailored strategies that align with national business objectives, ensuring alignment with KiwiRail's long-term growth targets. A key focus of the role is to enhance national uptake of rail services through customer-centric solutions, market development, and optimisation of existing services.

You will also be responsible for developing KPIs that reflect the mutual value created through these relationships, driving yield and volume improvements, and increasing KiwiRail's presence and profile across NZ. Active engagement with internal stakeholders will be crucial to align capability with customer requirements and deliver against budgetary targets.

Key areas of responsibility include:

Sales Strategy & Growth

• Develop and implement growth plans focused on increasing rail freight market share
• Identify and pursue new business opportunities aligned with economic trends and logistics demands
• Use market intelligence to recommend service adjustments and new offerings that support growth
• Collaborate with the wider sales team to ensure consistency in approach and best practice sharing

Key Account & Relationship Management

• Maintain regular and strategic contact with key stakeholders within customer organisations
• Ensure customer satisfaction and retention through proactive service management
• Manage multiple stakeholder levels within accounts to ensure account depth and resilience
• Protect and grow revenue by maintaining account health and identifying up-sell/cross-sell opportunities

Revenue & Pricing Management

• Ensure pricing strategies support both cost recovery and regional competitiveness
• Monitor and report on revenue targets, forecasting variances and growth opportunities
• Identify and reduce poor-quality service costs; implement solutions in collaboration with operations
• Seek new value-added opportunities within the customer supply chain (e.g. first/last mile solutions)
• Ensure compliance with pricing and approval protocols

Operational & Interdepartmental Collaboration

• Collaborate with operational and network teams to align service capability with customer demand
• Facilitate communication between customer service, planning, and delivery teams to ensure smooth execution
• Resolve operational issues impacting customer satisfaction and service delivery

Budget & Financial Responsibility

• Actively contribute to budgeting, forecasting, and financial planning
• Deliver cost-reduction initiatives that improve financial performance
• Monitor customer payment performance and contribute to debtor management

Reporting & Insights

• Provide regular sales performance reports and customer insights
• Report on pipeline development and key account activities weekly
• Share relevant market and competitive intelligence with leadership to guide strategy

Ngā pukenga e rapu nei mātou | What (skills) you will bring:

Knowledge and experience

• 5-7 years of experience in sales, business development, or key account management
• Proven experience developing and executing growth strategies
• Deep understanding of freight and/or logistics, preferably rail
• Strong analytical skills and ability to interpret financial and performance data
• Excellent interpersonal and negotiation skills
• Capable of managing complex customer accounts and projects

Desirable:

• Experience working with regional economic development agencies or supply chain stakeholders
• Experience in transport, infrastructure, or industrial B2B environments
• Familiarity with CRM and sales performance tools
• Ability to influence cross-functional teams

Other Requirements

• You will travel within New Zealand as required to meet customers and attend business events
• You have a current and valid New Zealand Driver's Licence

Qualifications

• You have a relevant tertiary qualification in business, sales, logistics, or a related field
• You hold relevant industry certifications or equivalent relevant experience

Nōu te rourou | What's in it for you:

• Competitive salary plus 4% employer KiwiSaver contribution
• 25 annual leave days
• Professional development opportunities to help you grow and succeed
• Access to NZ Rail Staff Welfare Trust benefits, including holiday homes, medical support and discounted travel
• Be part of a diverse and inclusive workplace dedicated to innovation, sustainability and community impact

Kua rite, kia rite | Ready to Make a Difference?

Rā aukati | Applications close: 23 November 2025