International Business Development Manager

About the company

KiwiRail Passenger, which includes Interislander and Great Journeys New Zealand, is moving into a new growth phase. The business is investing in international expansion and is seeking a commercially focused business development professional who enjoys creating demand, opening new markets, and converting prospects into revenue.

This role is intended for a true sales hunter rather than someone focused on account servicing. It suits a person who is motivated by growth targets, commercial outcomes, and building a strong sales pipeline across international tourism and trade markets, while also supporting the wider sales strategy where needed.

About the role

Reporting to the International Trade Sales Manager, you will be responsible for increasing international passenger revenue through a mix of new partner acquisition and expansion of existing strategic accounts. Your work will involve identifying and securing new trade partners, finding untapped opportunities in current markets, and delivering measurable commercial results that support the growth of Interislander and Great Journeys New Zealand.

Success will be assessed by your ability to create pipeline, win opportunities, expand revenue, and build durable commercial partnerships.

Key responsibilities

• Source, target, and win new international trade partners in priority markets.
• Develop and maintain a strong pipeline of qualified prospects.
• Proactively prospect and create new revenue opportunities.
• Support commercial conversations and negotiate outcomes that work for both sides.
• Represent KiwiRail Passenger at industry events, trade missions, and partner meetings.
• Grow income from existing partner accounts.
• Create and execute plans to expand partner revenue.
• Spot gaps, opportunities, and market trends that can increase bookings and yield.
• Strengthen partner engagement and improve commercial performance.
• Maintain disciplined sales activity, forecasting, and pipeline management.
• Use CRM data and commercial insights to prioritise opportunities and improve conversion.
• Deliver on revenue targets and growth objectives.
• Share customer and market insights that help shape strategy.

What makes this role different

• It is a hands-on execution role within an evolving integrated passenger business.
• You will have clear ownership for revenue delivery.
• The role offers the chance to strengthen sales capability and discipline.
• Your work will have visible impact on the growth plans for Great Journeys New Zealand and Interislander.

What you'll bring

You are an experienced business development professional who enjoys finding new opportunities and turning them into revenue. The role calls for someone with a strong record of commercial success and the confidence to work independently while coordinating with wider teams.

• At least 5 years of experience in business development, sales, or commercial growth roles.
• A proven history of winning new business and surpassing revenue goals.
• Experience in entering new markets, opening accounts, and building sustainable revenue growth.
• Strong commercial judgement and the ability to identify high-value opportunities.
• Solid discipline in pipeline management and use of CRM tools.
• Excellent skills in influence, negotiation, and relationship building.
• A resilient, self-motivated style with a strong focus on action and outcomes.
• Experience in tourism, travel, hospitality, transport, or international trade would be an advantage.
• The ability to work across teams and coordinate with different parts of the business.

What’s in it for you

This is a rare opportunity to help shape the growth of two of New Zealand’s best-known travel experiences. You will have the freedom to build relationships, uncover opportunities, and directly influence commercial performance in a business with ambitious expansion plans.

How to apply

Submit your CV and cover letter online. Current KiwiRail employees should apply through their internal profile.

Applications

Applications close on 12 July 2026, unless the position is filled earlier.