Key Account Executive - Bay of Plenty

KiwiRail; Tauranga; On-site; NZD 80,000 - 100,000; Full time

Job summary

A leading transportation provider in Tauranga is seeking a Key Account Executive to drive revenue and expand rail freight services. This role involves developing regional strategies, building customer relationships, and fostering collaboration across teams. The ideal candidate will have experience in sales strategy and a strong understanding of market dynamics. Expected benefits include competitive salary, professional development, and a supportive workplace environment.

Benefits

Competitive salary plus 4% employer KiwiSaver contribution

25 annual leave days

Professional development opportunities

Access to NZ Rail Staff Welfare Trust benefits

Qualifications

• Proven experience in driving sales and revenue growth.
• Strong relationship-building skills with key stakeholders.
• Ability to analyze market trends and opportunities.

Responsibilities

• Drive revenue and business growth through strategic sales plans.
• Build and nurture strong customer relationships.
• Develop KPIs to measure value creation and performance.

Skills

Sales strategy development

Customer relationship management

Market analysis

Cross-functional collaboration

Financial planning

Job description

Overview

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

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.

About the role

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 areas of responsibility include:

Regional Sales Strategy & Growth

• 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

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 regional operational issues impacting customer satisfaction and service delivery

Budget & Financial Responsibility

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

Reporting & Insights

• Provide regular regional 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

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

Ready to Make a Difference?

Rā aukati | Applications close: 12 October 2025

You must have current NZ work rights to apply for this vacancy