Commercial Manager

What will you do?

Pricing & Commercial Manager

📍 Organization

The Pricing & Commercial Manager reports to the Cluster Head – Bid & Commercial Management, within the Commercial Management & Intelligence (CM&I) team.

This cluster brings together expertise in pricing, bid management, and commercial deal structuring within one integrated team. Knowledge is actively shared, and team members support each other across different projects and commercial opportunities.

This is much more than a traditional pricing role. Beyond owning the pricing strategy for an assigned portfolio, the Pricing & Commercial Manager helps shape the commercial architecture of complex deals—the structures, rules, and value propositions that enable bpost to win business profitably and sustainably.

🎯 Your Mission

Drive the pricing strategy and commercial architecture of an assigned Parcels portfolio, determining how products, solutions, and commercial offers are positioned, priced, and brought to market—from pilot phase to large-scale deployment.

The current focus is on supporting the growth of bpost’s B2B business, a key strategic growth area for the company.

Ensuring a correct and compliant price is only the starting point. Success in this role requires the ability to:

Understand and quantify the value created for customers.

Develop pricing strategies based on value creation rather than simple cost-plus approaches.

Defend commercial positions that both win business and protect profitability.

Beyond pricing, you will bring strong commercial discipline to the portfolio by:

Assessing pricing requests and derogations.

Structuring complex commercial deals in partnership with Sales teams.

Defining commercial frameworks and pricing guidelines that support growth while maintaining control over profitability.

🚀 Key Responsibilities

• End-to-End Pricing Ownership

Own pricing positioning throughout the entire product and solution lifecycle, from pilot projects to large-scale deployment.

Partner with Product Managers and squads to understand each solution, the value it creates, and the optimal pricing approach.

Monitor market developments and competitive trends to position bpost strategically.

Align pricing strategies with Product Tribe priorities and the broader group strategy across business units and subsidiaries.

Ensure pricing logic is properly documented and translated into commercial systems and processes.

• Commercial Deal Management & Deal Architecture

Evaluate pricing requests and derogations together with Sales, considering profitability, competitive dynamics, and precedent risks.

Structure complex deals through commercial modelling, margin optimization, and well-balanced concessions that focus on value rather than price alone.

Establish pricing guardrails that provide Sales teams with speed and flexibility while maintaining clear commercial boundaries.

Develop quotation tools for new products and pilot initiatives that are fast, consistent, and profitable.

Prepare structured business cases with Product and Sales teams and confidently defend pricing recommendations before senior management.

• Cost, Value & Market Intelligence

Challenge and validate cost estimates with Costing teams to ensure pricing decisions are built on robust foundations.

Identify customer value drivers and willingness to pay across existing and emerging market segments.

Maintain a strong understanding of the competitive landscape, including pricing strategies, market positioning, strengths, and weaknesses.

Integrate customer, market, and competitive intelligence from across the organization into pricing and deal decisions.

• Governance, Quality & Continuous Improvement

Ensure pricing governance is respected by making sure all prices, derogations, and commercial conditions follow agreed decision-making processes.

Review major deals and commercial decisions to identify lessons learned and opportunities for improvement.

Contribute to the continuous improvement of pricing methodologies, processes, and standards across the cluster.

Manage commercially sensitive information in full compliance with confidentiality requirements, data governance principles, and regulatory standards.

Who are you?

Technical Expertise & Profile

🎓 Education

Master’s degree in Economics, Business Administration, Commercial Engineering, Finance, or a related field.

💼 Experience

Minimum 5 years of experience in pricing, commercial management, or deal-related roles.

Strong B2B experience is considered a significant asset.

Experience in pricing new products or building commercial structures for a growing business is highly valued.

Background in logistics, e-commerce, or transportation is an advantage.

📊 Pricing Expertise

Strong command of value-based pricing, with the ability to identify, quantify, and capture the value created by a solution.

Solid understanding of cost structures, profitability analysis, and margin management.

Experience designing pricing frameworks, commercial policies, and derogation processes.

Comfortable working in environments where historical data is limited; able to apply structured judgement and commercial insight when pricing new products and services.

🤝 Commercial Acumen

Strong commercial instinct with a deep understanding of what customers truly value.

Ability to translate customer needs into compelling and profitable commercial propositions.

Works closely with Sales, Product, and Finance teams to deliver competitive and sustainable business outcomes.

Confident in defending pricing strategies and commercial recommendations to senior internal and external stakeholders.

📈 Analytical & Organisational Skills

Capable of building pricing simulations, profitability models, and business cases from first principles.

Able to transform complex information into clear, persuasive, and actionable recommendations.

Skilled at managing multiple projects simultaneously, balancing different deadlines, stakeholders, and levels of complexity.

Strong results orientation, focused on profitable growth rather than analytical perfection alone.

🗣 Languages

Full professional proficiency in English, both written and spoken.

Native-level proficiency in one of Belgium’s national languages: Dutch or French.

⭐ Profile

The ideal candidate combines the rigour of a pricing expert, the commercial instincts of a deal-maker, and the pragmatism of a builder.

They thrive in environments where structures are still being developed, enjoy taking ownership, and bring genuine commercial creativity to building profitable growth in competitive markets.

What do we offer?

Like a long-awaited parcel, we want to make you feel welcome and valued. Our offer includes a competitive monthly salary, that goes without saying. On top of that, you can count on:

• Meal vouchers of €8 per working day
• Hospitalization-, group- and disability insurances
• A phone subscription, including 25GB data
• A flexible renumeration plan, which allows you to customize your own benefits. A company car, bike leasing, public transportation, extra days off,... the choice is yours
• Possibility to enter the Federal Mobility plan
• Work/life balance, thanks to flexible working hours and the possibility to work from home
• 20 days of statutory leave and 7 additional extralegal days off
• An end-of-year and performance-based bonus and double holiday pay
• Many benefits from more than 100 Bpost-partners

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