Job Description

Head of Revenue & Growth - Passenger

• Executive leadership role with accountability for revenue growth across Interislander and Great Journeys New Zealand
• Lead sales performance, digital commerce, customer acquisition and commercial growth
• Build a high performance, data led sales culture with clear targets, measurement and accountability
• Wellington, Auckland or Christchurch based

Position Description

He kōrero mō mātou | About us

At KiwiRail, we're proud to be shaping a stronger, more sustainable Aotearoa. Every day, we connect people, goods and communities across the country, helping reduce congestion and carbon emissions while supporting economic growth. Our Passenger business delivers some of New Zealand's most recognised travel experiences, from Interislander's vital Cook Strait connection to the world-class tourism journeys of Great Journeys New Zealand. As we enter a significant period of growth and transformation, we are investing in our commercial capability, customer experience and future passenger offerings to support long-term success.

He whakamārama mō te tūranga mahi | About the role

Reporting to the General Manager Passenger and as a key member of the Passenger Leadership Team, you'll lead the revenue and growth agenda across KiwiRail Passenger. This is a results driven commercial leadership role with end to end accountability for delivering sustainable and profitable revenue growth across direct, digital, trade, wholesale, partnership and contact centre channels. You will set clear revenue and sales expectations, establish the measures and reporting needed to understand performance, and hold leaders and teams accountable for delivery. When performance is off track, you will be expected to get underneath the numbers, identify what is driving the gap and lead decisive recovery action. You'll bring energy, pace and commercial hunger to the Passenger business. You'll challenge the status quo, identify where revenue is being left on the table and ensure opportunities are converted into measurable results. Working across Interislander and Great Journeys New Zealand, you'll lead commercial strategy and influence decisions relating to customer acquisition, distribution, partnerships, digital platforms, sales capability and commercial investment.

Your key responsibilities will include:

• Owning delivery of Passenger revenue and growth targets, translating strategy into clear market, channel and team objectives.
• Leading sales performance across all channels, including direct, digital, trade, wholesale, partnerships and contact centre, with clear expectations and accountability for results.
• Establishing a rigorous commercial performance framework, including revenue targets, KPIs, pipeline, forecasting, conversion and regular performance reporting.
• Diagnosing underperformance and driving recovery, using data to identify root causes, close performance gaps and ensure corrective actions deliver results.
• Building a high performance sales culture, creating pace, commercial hunger and accountability while developing team capability.
• Driving growth across existing and new markets, identifying and converting opportunities across customer segments, partnerships, distribution and digital channels.
• Accelerating digital and customer growth, using e commerce, CRM, customer acquisition, conversion optimisation, automation and AI to increase revenue.
• Partnering across Passenger to maximise commercial outcomes, working closely with Revenue Optimisation, Product, Customer Experience, Brand and Operations while providing clear commercial insight and advice to senior leaders.
• Building strong Partnerships building strong revenue streams.

Ngā pūkenga e rapu nei mātou | What you'll bring

We're looking for an accomplished commercial leader who combines strategic thinking with a strong track record of delivering measurable growth outcomes.

You will bring:

• Extensive senior leadership experience with responsibility for significant revenue and growth targets.
• Proven success leading multi-channel sales, digital commerce, partnerships, customer acquisition or growth functions.
• Strong commercial acumen and the ability to balance growth, profitability and customer value.
• Experience developing and executing growth strategies within complex customer-focused organisations.
• Deep understanding of digital commerce, customer acquisition, conversion optimisation, CRM and revenue performance.
• Experience leading high-performing teams through transformation and growth.
• Strong stakeholder management and influencing skills across organisational boundaries.
• Experience within tourism, travel, transport, hospitality, retail or another customer-centric industry will be highly regarded.
• A relevant tertiary qualification or equivalent senior leadership experience.

Nōu te rourou | What's in it for you

This is an opportunity to shape the future growth of two of New Zealand's most recognised passenger brands while contributing to KiwiRail's broader transformation journey.

At KiwiRail you'll enjoy:

• A highly influential executive leadership position within the Passenger business.
• The opportunity to lead significant commercial and digital transformation initiatives.
• A collaborative leadership environment focused on innovation and continuous improvement.
• Competitive remuneration package and 4% employer KiwiSaver contribution.
• Staff discounts on Southern Cross medical insurance.
• Employee travel benefits and retail partner discounts.
• Professional development and leadership growth opportunities.
• Access to the NZ Rail Staff Welfare Trust and a range of employee benefits.

Kua rite, kia rite | Ready to make a difference?

If you're a commercially driven leader with a passion for growth, customer outcomes and building high-performing teams, we'd love to hear from you.

Join KiwiRail and help shape the future of Passenger by delivering sustainable growth, commercial excellence and memorable customer experiences across Aotearoa.

Applications close: Thursday 5th of November 2026