Key Account Executive - Imex And Regional Development

Overview

Key Account Executive – IMEX and Regional Development is a permanent, Christchurch based role focusing on revenue growth and regional development for Canterbury and West Coast.

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 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

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

Skills and Experience

What you will bring

Knowledge And Experience

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

Desirable

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

Ready to Make a Difference?

Applications close : 29 September 2025

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