The Pricing & Commercial Manager reports to the Cluster Head — Bid & Commercial Management, within Commercial Management & Intelligence (CM&I). The cluster unites pricing, bid management and deal expertise in one team: knowledge is shared, and members back each other up across files.
This is more than a pricing role. Beyond owning the pricing of an assigned portfolio, the Pricing & Commercial Manager shapes the commercial architecture of complex deals — the structures, rules and value propositions that let Bpost win profitably.
Own the pricing and commercial architecture of an assigned parcels portfolio — how products, solutions and deals are positioned, priced and commercialised, from pilot to scale. The current priority: Bpost’s developing B2B business, which is a strategic growth area.
A correct, compliant price is the minimum standard — not the objective. The role demands genuine commercial acuity: understand the value a solution creates, price for that value rather than cost-plus, and defend positions that win business and protect margin.
Beyond pricing, the role brings deal discipline to the portfolio: evaluating derogations, structuring complex deals with Sales, and setting the commercial rules that let the business scale without losing control of profitability.
- Own price positioning across the full lifecycle — from pilot pricing to structural pricing at scale
- Work with Product Managers and squads to understand each solution, the value it creates, and how to price for it
- Track the competitive environment and position Bpost deliberately against alternatives
- Align pricing with Product Tribe strategy and with group strategy across business units and subsidiaries
- Ensure pricing logic is correctly documented and translated into commercial systems
- Evaluate price requests and derogations with Sales: profitability, competitive necessity, precedent risk — and a clear recommendation
- Structure complex deals: commercial modelling, margin steering and risk-aware concessions that win on value, not just price
- Set pricing guardrails that give Sales speed in the market within clear boundaries
- Build quoting tools for new and pilot products — fast, consistent, profitable
- Prepare structured files with Product and Sales, and defend pricing positions credibly in front of senior management
- Challenge and validate cost estimates with Costing, so every price stands on robust foundations
- Map customer value drivers and willingness to pay in the segments Bpost serves and enters
- Maintain a sharp competitive view: pricing strategies, positioning, strengths and weaknesses
- Integrate market, competitive and customer intelligence from other Clusters into pricing and deal decisions
- Guard price governance: every price, derogation and commercial condition follows the agreed decision paths
- Review significant deals and decisions: what worked, what didn’t, what changes in the next file
- Improve pricing processes, methods and standards across the cluster
- Handle commercially sensitive information in full compliance with confidentiality, data governance and regulation
