Key Account Executive IMEX and Regional Development
Key Account Executive IMEX and Regional Development
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Job Description
Key Account Executive - IMEX and Regional Development
- Drive revenue and business growth
- Create and implement tailored regional strategies
- Region: Otago and Southland
- Permanent Dunedin or Christchurch based
He kōrero mō mātou 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 youre passionate about innovation and safety wed love to welcome you aboard.
He whakamārama mo te tūranga mahi About therole:
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 KiwiRails 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 KiwiRails 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
Ngā pukenga e rapu nei mātou What (skills) you will bring:
Knowledge and experience
- 57 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
Nōu te rourou Whats 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
Kua rite kia rite Ready to Make a Difference
Rā aukati Applications close: 29 September 2025
Required Experience:
IC
Employment Type
Full Time
