Business Development Manager - Australia

KiwiRail Freight; Wellington; On-site; NZD 120,000 - 180,000; Full time

Job summary

KiwiRail seeks a Business Development Manager – Australia to drive passenger revenue growth from the Australian market for Interislander and Great Journeys NZ. You will lead Australian trade development, grow key accounts, and develop distribution in collaboration with in-market teams.

Join a team focused on sustainable transport and long-term partnerships, with regular travel and cross-functional support across sales, marketing, product, and revenue teams.

Qualifications

• Proven track record of growing revenue in trade sales or growth-based accounts.
• Strong relationship-building with Australian travel trade partners.
• Ability to turn market insights into actionable market plans.

Responsibilities

• Own delivery of Australian trade and retail growth against sales and revenue targets.
• Manage and grow key Australian wholesale, travel agency, retail and online accounts.
• Identify prospects, appoint new accounts and convert opportunities into partnerships.
• Work with partners and in-market sales reps to raise product awareness and bookings.
• Provide regular performance reports and market insights to inform plans.
• Manage sales pipeline and deliver targets within budget.
• Lead negotiations and contracting within approved parameters.

Skills

Trade sales

Account management

Business development

Negotiation

CRM systems

Education

Bachelor's degree in business or related field

Tools

CRM software

Job description

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Title: Business Development Manager - Australia

Business Development Manager Australia

Drive Australian market growth for Interislander and Great Journeys New Zealand — turning your trade expertise and relationships into Passenger revenue and commercial impact.

• Location Wellington, Auckland or Christchurch
• Connect Australian travellers with Aotearoa
• Turn market insights into commercial growth

At KiwiRail, we connect New Zealand’s people, places, and businesses through sustainable transport. For more than 150 years, rail has connected communities, carried passengers and freight, and showcased our spectacular scenery to the world.

Our purpose, Hononga Whaikaha, Oranga mō Aotearoa — Stronger Connections, Better New Zealand — guides how we work together and create lasting value for our customers and communities.

Our Passenger brands, Interislander and Great Journeys New Zealand, bring that scenery to life through memorable travel experiences. Join us and help more Australian travellers make these journeys part of their New Zealand adventure.

As Business Development Manager – Australia, you’ll be responsible for increasing Passenger revenue from the Australian market for Interislander and Great Journeys New Zealand.

As the key lead of KiwiRail Passenger development in Australia, you’ll grow key accounts, appoint new partners and develop distribution, working directly with the trade and alongside our in-market sales representatives.

Working closely with the Senior Manager Trade & Distribution, you’ll shape the Australian market plan and take ownership of the sales plans and activity that deliver it . You’ll work alongside our domestic and international (rest-of-world) Business Development Managers to grow business, build lasting partnerships and deliver sustainable commercial results. The Head of Revenue and Growth holds overall accountability, while Passenger Marketing, Product, Revenue Optimisation, Onboard Experience and Sales Support work collaboratively and provide specialist support.

Your key responsibilities will include:

• Owning delivery of Australian trade and retail growth against agreed sales, revenue and yield targets.
• Manage and grow key Australian wholesale, travel agency, retail and online travel agency accounts through targeted account plans that lift revenue and passenger volumes.
• Identify prospects, appoint new accounts and convert opportunities into revenue-generating partnerships that grow and diversify distribution.
• Work directly with partners and alongside in-market sales representatives to increase product awareness, sales capability and bookings through trade engagement, training and tailored products.
• Provide regular performance reports and market insights to inform and evolve market, sales, marketing, product and revenue plans. Represent KiwiRail at key industry events.
• Manage your sales pipeline, track account performance and deliver agreed sales and revenue targets within the Australian market budget.
• Leading negotiations and contracting within approved parameters.

Passenger Marketing, Revenue Optimisation and Product teams will support your market activity, while Sales Support enables trade bookings, contracting and administration. You’ll retain ownership of market relationships and commercial delivery, using this support to grow accounts and strengthen market performance through targeted strategic partnerships.

You know how to build a strong partnership — and how to turn it into business. You’ll combine a relationship-led approach with the commercial judgement and capability to identify opportunities and deliver results.

• A proven track record of growing revenue, winning new business and lifting account performance in business development, trade sales or growth based account management.
• Australian travel trade knowledge and established, relevant trade relationships are essential, together with experience developing customer and distribution partnerships.
• Strong commercial judgement and negotiation skills, with the ability to turn sales data, market insights and customer information into practical market plans and revenue growth within an agreed budget.
• Familiarity with CRM systems, sales pipeline management, forecasting, and performance reporting.
• Clear communication and presentation skills, strong organisation and a proactive, adaptable approach — whether working independently or with the wider team.
• A relevant qualification in business, tourism, marketing, sales or a related discipline is welcome, as is equivalent relevant commercial experience.
• You’ll also need to be available for regular travel and occasional events or partner engagements outside standard business hours.

Nōu te rourou | What’s in it for you:

Make your mark in a newly established role, growing the Australian market for two iconic New Zealand travel brands.

You’ll have the opportunity to:

• Develop the Australian market plan and see the direct impact of your work on Passenger revenue growth and the success of Interislander and Great Journeys New Zealand.
• Extend your network across the Australian travel industry and develop lasting commercial partnerships.
• Work closely with specialist colleagues across sales, marketing, product, revenue and customer experience to bring commercial ideas to life, drawing on the breadth of the Passenger teams and wider Kiwirail.
• Broaden your commercial experience by developing distribution, opening new partnerships and converting Australian market opportunities into growth.
• Explore career development opportunities within a nationally significant organisation at a significant time connecting people, places, and communities.

You’ll join a team focused on creating lasting value for our customers, KiwiRail and New Zealand.

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

Ready to turn your trade relationships and commercial drive into our next growth opportunity?

If you enjoy winning new business, building strong partnerships and delivering results, we’d like to hear from you.

KiwiRail welcomes applications from people of all backgrounds and abilities. We’re committed to building an inclusive workplace where everyone can contribute and feel they belong.

Rā aukati | Applications close:5th November 2026 (unless filled sooner)