Key Account Executive - Bay of Plenty

KiwiRail Freight; Kawerau District; On-site; NZD 80,000 - 100,000; Full time

Job summary

A major logistics provider is seeking a Key Account Executive for the Bay of Plenty region to drive revenue and business growth. The role involves developing and executing sales strategies, managing key customer relationships, and enhancing rail service uptake. Strong sales and negotiation skills, along with freight logistics knowledge, are essential for success in this role. Competitive salary and benefits offered.

Benefits

Competitive salary plus 4% employer KiwiSaver contribution

25 annual leave days

Professional development opportunities

Access to NZ Rail Staff Welfare Trust benefits

Qualifications

• 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.

Responsibilities

• Develop and implement regional growth plans focused on increasing rail freight market share.
• Identify and pursue new business opportunities aligned with regional economic trends.
• Maintain regular and strategic contact with key stakeholders within customer organisations.

Skills

Sales experience

Business development

Analytical skills

Interpersonal skills

Negotiation skills

Customer account management

Tools

CRM tools

Sales performance tools

Job description

Title: Key Account Executive - Bay of Plenty

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.

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

You will be expected to create and implement tailored regional 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 regional 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 the assigned region. Active engagement with internal stakeholders will be crucial to align capability with customer requirements and deliver against budgetary targets.

Key Responsibilities

• Develop and implement regional growth plans focused on increasing rail freight market share
• Identify and pursue new business opportunities aligned with regional 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
• 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

Requirements

• 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
• 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

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