Business Development Manager - New Zealand

Kiwi Rail; Wellington; On-site; NZD 90,000 - 150,000; Full time

Job summary

KiwiRail is seeking a Business Development Manager for New Zealand to drive domestic trade growth for Interislander and Great Journeys New Zealand. You will own growth plans, build distribution channels and grow revenue with partners across Wellington, Auckland or Christchurch.

You’ll identify new opportunities, train trade partners, manage the CRM, and lead negotiations within approved parameters, travelling regularly across New Zealand.

Qualifications

• Track record of winning new business and achieving sales targets.
• Strong commercial judgement, pricing, profitability and customer value.
• Experience with CRM systems and sales pipeline management.
• Knowledge of New Zealand travel trade and relationship building.

Responsibilities

• Own delivery of domestic trade growth against targets.
• Identify new business and develop distribution channels.
• Grow awareness and sales capability through training and trade engagement.
• Maintain CRM and sales pipeline and track performance.
• Lead negotiations and contracting within approved parameters.
• Collaborate with Product, Marketing and Partnerships to turn opportunities into revenue.
• Travel regularly within New Zealand to engage partners.

Skills

Account management

New Zealand travel trade

Negotiation

CRM familiarity

Presentation skills

Travel readiness

Education

Business/Marketing/Sales related qualification

Job description

Business Development Manager New Zealand

New Zealand’s iconic journeys. Your opportunity to drive domestic trade growth.

Bring your commercial drive and build partnerships to grow Interislander and Great Journeys New Zealand.

• Location, Wellington, Auckland or Christchurch
• Grow passenger revenue and market presence
• Hunt and turn business opportunities into measurable results

He kōrero mō mātou | About us:

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 travellers make these journeys part of their New Zealand adventure.

He whakamārama mō te tūranga mahi | About the role:

As Business Development Manager – New Zealand, you’ll turn opportunity in the New Zealand travel market into Passenger revenue growth for Interislander and Great Journeys New Zealand.

With dedicated teams focused on Australia and the rest of the world, you’ll take ownership of driving New Zealand trade growth as one of three Development Managers. You’ll increase visibility, identify new sources of demand, develop distribution and grow business with existing partners—turning market opportunities into measurable commercial results.

Reporting to the Senior Manager, Trade & Distribution, you’ll shape the domestic trade plan and take ownership of the sales plans and activity that deliver it. The Head of Revenue and Growth holds overall accountability, while market activity is supported by specialist teams including Passenger Marketing, Product, Revenue Optimisation, while Sales Support enables trade bookings, contracting and administration.

Your key responsibilities will include:

• Owning delivery of domestic trade growth against agreed sales, revenue and yield targets.
• Identifying new business, developing distribution channels and converting a prioritised pipeline into revenue-generating partnerships.
• Increasing awareness and sales capability for Interislander and Great Journeys New Zealand through product training, sales resources, familiarisations, and trade engagement.
• Using sales data and market insight to prioritise and track growth opportunities while delivering within agreed plans and commercial parameters.
• Building and executing account growth plans, maintaining an accurate CRM and sales pipeline, and tracking performance to address gaps against targets.
• Working with the Product team to develop domestic ready products, including cross-selling opportunities across both brands
• Collaborating with Marketing and the Strategic Partnership Manager to turn top tier partnerships and campaigns into sales.
• Maintaining regular contact with partners across New Zealand and representing KiwiRail at industry events.
• Growing business with priority travel agents, wholesalers, retailers, online travel agencies and other distribution partners through targeted commercial activity.
• Leading negotiations and contracting within approved parameters.

Success means stronger domestic revenue, delivery of target yield and a broader, more productive distribution network—not simply more partner activity. Regular travel within New Zealand will keep you close to partners, customer demand and emerging opportunities.

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

You’re commercially driven and know how to turn market opportunity into business growth. You build purposeful partnerships and actively hunt new business. You take ownership of delivery by setting clear priorities, executing plans, converting opportunities, reporting on performance and achieving targets.

We’re looking for:

• A track record of winning new business, growing accounts and delivering sales or revenue targets in business development, trade sales or account management, ideally in tourism, travel, transport or a related industry.
• Strong commercial judgement and negotiation skills, including an understanding of pricing, yield, profitability and customer value.
• Familiarity with CRM systems, sales pipeline management and performance reporting, with the ability to turn sales data and market insights into growth opportunities.
• Knowledge of the New Zealand travel trade and experience building strong customer and distribution partner relationships.
• 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 be comfortable travelling regularly within New Zealand and attending trade events or partner engagements when required.

Nōu te rourou | What’s in it for you:

Make your mark on the New Zealand market with untapped potential and growing iconic journey demand. Our more focused market structure gives you ownership of New Zealand trade growth, with strategic support and specialist teams to help turn your plans into results.

You’ll enjoy the opportunity to:

• See the direct impact of your work on Passenger growth and the success of Interislander and Great Journeys New Zealand.
• Help shape the next phase of domestic market growth, including opportunities linked to the arrival of new ferries in 2029.
• Build your network across the New Zealand travel industry and develop lasting commercial partnerships.
• Collaborate with specialist colleagues to bring commercial ideas to life, drawing on the breadth of the Passenger teams and wider Kiwirail.
• Turn commercial ideas into practical initiatives that deliver measurable results.
• Develop your skills and explore career opportunities within a nationally significant organisation connecting people, places, and communities.
• You’ll join a team focused on creating lasting value for our customers, KiwiRail and New Zealand.

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)