About The Role

Organisation 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. 2. Objective 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. 3. Main Responsibilities 3.1 End-to-end pricing ownership • 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 3.2 Commercial deal management and deal architecture • 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 3.3 Cost, value and market intelligence • 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 3.4 Governance, quality and continuous improvement • 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

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Senior Pricing & Commercial Manager

About The Role