Bid Manager

What will you do?

Team context: The Bid & Commercial Manager joins a team of two permanent Bid Managers within the Deal & Pricing Excellence cluster. The team manages over €800M in annual tender value across Bpost and eight Bnode group entities, in three languages, covering public and private commercial deals of significant strategic and financial importance. This role is broader than a traditional Bid Manager. In addition to owning the end-to-end bid process for assigned tenders, the Bid & Commercial Manager contributes to the commercial architecture of complex deals — supporting pricing strategy, deal structuring and the development of commercially compelling propositions that go beyond compliance and win on value. - Objective : The Bid & Commercial Manager ensures that Bpost and Bnode group entities win the tenders and complex commercial deals that matter most. This means managing rigorous, compliant tender processes while building commercially differentiated propositions that address client needs, position Bpost's value clearly and maximise the probability of award. A compliant submission is the minimum standard — not the objective. The Bid & Commercial Manager is expected to bring commercial acuity to every bid: understanding what the contracting authority or customer truly values, structuring the response to score highest on the evaluation criteria that matter, and telling a compelling story about why Bpost is the right partner. Beyond public tenders, the role contributes to the commercial excellence of complex private deals — bringing bid management discipline, structured coordination and commercial rigour to must-win opportunities that require more than standard Sales support.

Main responsibilities

1. End-to-end bid management for public tenders –
   • Own the full tender lifecycle for assigned public procurement tenders — from opportunity identification and qualification through preparation, submission and contract award — across Bpost and Bnode group entities (Speos, Euro-Sprinters, Dyna, Landmark Global Belgium and France, Radial Belgium, Staci Belgium)
   • Ensure all submissions are fully compliant with applicable Belgian and European public procurement law, evaluation criteria and mandatory documentation requirements — including declarations, certificates, exclusion criteria and Bnode governance policies
   • Coordinate all internal contributors to the tender — Legal, Finance, Operations, IT, Product, Pricing and Bnode subsidiary teams — ensuring quality contributions are delivered within strict and non-negotiable submission deadlines
   • Manage multiple concurrent tenders without compromising quality or compliance, applying rigorous prioritisation and project management discipline across a high-volume pipeline
   • Build and maintain a structured tender library — past submissions, standard responses, reference cases, certifications and reusable content — that continuously raises the quality and speed of future submissions
   • Monitor the public tender pipeline across Bpost and Bnode entities — upcoming tenders, active submissions, award decisions, win/loss outcomes — and report regularly to the Cluster Head
   • Provide structured bid management support to Bnode subsidiaries that lack internal public procurement expertise, ensuring they can participate competitively in tenders that require central coordination
2. Commercial proposition development and deal architecture –
   • Go beyond compliance in every submission — build commercial propositions that tell a compelling story about Bpost's value, differentiate from competitors and directly address the evaluation criteria and strategic priorities of each contracting authority or customer
   • Identify and synthesise client needs — through close collaboration with Sales and direct client engagement — and translate them into structured, persuasive commercial responses that address the real problem the customer is trying to solve
   • Work with the Pricing team to develop commercially competitive and margin-accretive pricing structures for tender submissions — ensuring Bpost wins on value, not just on price
   • Analyse evaluation criteria and scoring methodologies for each tender — understanding what the contracting authority weights most heavily and structuring the response to score optimally across all dimensions
   • Contribute to the commercial structuring of complex private deals where bid management expertise adds value — deal architecture, commercial modelling, contract structure, risk allocation and governance
   • Develop and maintain a competitive intelligence file on Bpost's main competitors in the public tender market — pricing strategies, win rates, strengths, weaknesses and positioning
3. Stakeholder coordination and internal alignment –
   • Act as the single point of coordination for all stakeholders involved in a tender — inter