Key Account Executive - Bulk

Key Account Executive - Bulk role at KiwiRailJoin KiwiRail, a company powering New Zealand's economic growth through sustainable freight and passenger services.About KiwiRailAt 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.Key ResponsibilitiesSales Strategy & GrowthDevelop and implement growth plans focused on increasing rail freight market share.Identify and pursue new business opportunities aligned with 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 ManagementMaintain 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 upsell / 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.Operational & Interdepartmental CollaborationCollaborate 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 operational issues impacting customer satisfaction and service delivery.Budget & Financial ResponsibilityActively contribute to budgeting, forecasting, and financial planning.Deliver cost-reduction initiatives that improve financial performance.Monitor customer payment performance and contribute to debtor management.Reporting & InsightsProvide regular 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.Knowledge and Experience5–7 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.Other RequirementsTravel within New Zealand as required to meet customers and attend business events.Hold a current and valid New Zealand Driver's Licence.QualificationsRelevant tertiary qualification in business, sales, logistics, or a related field.Hold relevant industry certifications or equivalent relevant experience.What's in it for youCompetitive salary plus 4% employer KiwiSaver contribution.25 annual leave days.Professional development opportunities.Access to NZ Rail Staff Welfare Trust benefits, including holiday homes, medical support and discounted travel.Part of a diverse and inclusive workplace dedicated to innovation, sustainability and community impact.Ready to Make a Difference?

You must have current NZ work rights to apply for this role.To apply and to view the position description, please go to careers.kiwirail.co.nz.Seniority levelMid-Senior levelEmployment typeFull-timeJob functionSales and Business DevelopmentIndustriesRail Transportation and Maritime Transportation

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