Key Account Executive - Bulk

Drive revenue and business growthCreate and implement tailored regional strategiesPermanent, Auckland basedHe 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 & GrowthDevelop and implement growth plans focused on increasing rail freight market shareIdentify and pursue new business opportunities aligned with economic trends and logistics demandsUse market intelligence to recommend service adjustments and new offerings that support growthCollaborate with the wider sales team to ensure consistency in approach and best practice sharingKey Account & Relationship ManagementMaintain regular and strategic contact with key stakeholders within customer organisationsEnsure customer satisfaction and retention through proactive service managementManage multiple stakeholder levels within accounts to ensure account depth and resilienceProtect and grow revenue by maintaining account health and identifying up-sell/cross-sell opportunitiesRevenue & Pricing ManagementEnsure pricing strategies support both cost recovery and regional competitivenessMonitor and report on revenue targets, forecasting variances and growth opportunitiesIdentify and reduce poor-quality service costs; implement solutions in collaboration with operationsSeek new value-added opportunities within the customer supply chain (e.g. first/last mile solutions)Ensure compliance with pricing and approval protocolsOperational & Interdepartmental CollaborationCollaborate with operational and network teams to align service capability with customer demandFacilitate communication between customer service, planning, and delivery teams to ensure smooth executionResolve operational issues impacting customer satisfaction and service deliveryBudget & Financial ResponsibilityActively contribute to budgeting, forecasting, and financial planningDeliver cost-reduction initiatives that improve financial performanceMonitor customer payment performance and contribute to debtor managementReporting & InsightsProvide regular sales performance reports and customer insightsReport on pipeline development and key account activities weeklyShare relevant market and competitive intelligence with leadership to guide strategyNgā pukenga e rapu nei mātou | What (skills) you will bring: Knowledge and experience5–7 years of experience in sales, business development, or key account managementProven experience developing and executing growth strategiesDeep understanding of freight and/or logistics, preferably railStrong analytical skills and ability to interpret financial and performance dataExcellent interpersonal and negotiation skillsCapable of managing complex customer accounts and projectsDesirable:Experience working with regional economic development agencies or supply chain stakeholdersExperience in transport, infrastructure, or industrial B2B environmentsFamiliarity with CRM and sales performance toolsAbility to influence cross-functional teamsOther RequirementsYou will travel within New Zealand as required to meet customers and attend business eventsYou have a current and valid New Zealand Driver’s LicenceQualificationsYou have a relevant tertiary qualification in business, sales, logistics, or a related fieldYou hold relevant industry certifications or equivalent relevant experienceNōu te rourou | What's in it for you:Competitive salary plus 4% employer KiwiSaver contribution25 annual leave daysProfessional development opportunities to help you grow and succeedAccess to NZ Rail Staff Welfare Trust benefits, including holiday homes, medical support and discounted travelBe part of a diverse and inclusive workplace dedicated to innovation, sustainability and community impactKua rite, kia rite | Ready to Make a Difference?Rā aukati | Applications close: 23 November 2025You must have current NZ work rights to apply for this role.To apply and to view the position description, please go to careers.kiwirail.co.nz