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Business Development Manager
Keswick SA

About Us

Genesee & Wyoming Australia Pty Ltd (GWA) is a progressive and established rail owner and operator in South Australia, New South Wales and the Northern Territory with over 600 staff. Within Australia GWA owns and operates the 2,200km Tarcoola to Darwin railroad as well as a number of New South Wales and regional South Australian railroads servicing bulk minerals and agricultural customers.


About the Role

Reporting to the Director Commercial and Communications, this strategic key role will play an essential part in achieving new business growth targets. This role will be responsible for high level commercial account management, business development and presents an opportunity for an experienced, proactive and driven sales professional to work in an exciting and diverse commercial environment and make a positive contribution to the company. You will work closely with the commercial team and be involved across our broad customer portfolio.


The Business Development Manager will be responsible for the identification and development of new opportunities, customer relations and high level account management for our Intermodal business, and will extend into our broad business units.


Key to the roles success will be achieving agreed targets through initiating revenue growth, yield management and asset utilisation consistent with agreed GWA targets, to provide professional customer service and commercial management contributing to development of profitable GWA business; including

  • Manage the establishment and development of customer service agreements, directed at achieving optimal rail market share of customers' freight on GWA services.
  • Identifying new sales opportunities and nurturing prospective clients through the process.
  • Develop, implement and monitor the sales plan and pipeline for the business activities in accordance with agreed timetables, initiating and undertaking necessary market research and analysis.
  • Ensuring all opportunities are maximised and that GWA is recognised as the preferred partner in all segments within the business delivery capability.
  • Manage and develop Customer communications, liaising with Customers in relation to their product distribution needs, providing effective logistical planning support and fostering profitable business development through service agreements. Manage and facilitate pro­active communication of service information to Customers.
  • Monitoring Customer and GWA key performance indicators (KPI's) ensuring service quality and business targets are met. Prepare KPI performance reports and manage the recording of data and communicate compliance and deviations from plan for all GWA services.
  • Work closely with our Intermodal Planning team to ensure all the load planning of GWA wagons with Customers and subcontractor's loading staff, monitoring operations in ensuring optimal yield from provision of resources to meet agreed targets in supporting the commercial viability of the Company.
  • Support the coordination of the GWA Service Plans with the interchange services in conjunction with other operators and GWA Managers as appropriate.

About You

You will have demonstrated experience in new business development, client relationship and/or account management. A background in rail, supply chain or logistics environments would be highly regarded. You will be a self-starter, possess superior negotiation and influencing skills, excellent communication skills with a strong stakeholder management focus.

  • Demonstrated high level success throughout the sales lifecycle from prospect through to conversion and ongoing organic growth.
  • Business Development experience in the supply chain and logistics environment, preferably in a rail/road environment.
  • High level solution and value based selling experience. Ability to read customer situations accurately and anticipate their business needs.
  • Sound commercial approach to business development and appreciation of local freight environment.
  • Experience in negotiation of contracts and contractor management.
  • Computer literacy to a higher level in spreadsheet structures.
  • Highly effective written and verbal communication.
  • Effective presentation skills, with knowledge of Microsoft PowerPoint.


  • Tertiary qualifications in Business Management.
  • Previous experience in rail, logistics, terminal operations and management.

The Process

As part of GWA’s recruitment and selection process, short listed applicants will be required to provide a recent national criminal history check and successfully complete a Category 3 pre-employment health assessment.


To apply, submit your resume and cover letter as a single document via the “Apply” button.


Genesee & Wyoming Australia Pty Ltd is an Equal Opportunity Employer and has a zero tolerance to drugs and alcohol in the workplace.

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