Senior Pricing

What will you do?

1. 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

Who are you?

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

Experience: Minimum 5 years in pricing, commercial management or deal-related roles. B2B experience is a strong asset, as is pricing new products or building commercial structures for a business in development. Logistics, e-commerce or transport is a plus.

Pricing expertise:

• Strong command of value-based pricing — identify, quantify and capture the value a solution creates
• Solid grasp of cost structures, profitability analysis and margin steering
• Experience designing pricing structures, commercial rules and derogation frameworks
• Comfortable where data is incomplete — new products take structured judgement, not just historical analysis

Commercial acuity:

• Strong commercial instinct — understands what a customer truly values and turns it into a deal that wins
• Works hand in hand with Sales, Product and Finance to land competitive, profitable outcomes
• Defends a pricing position confidently in front of senior internal and external stakeholders

Analytical and organisational skills:

• Builds pricing simulations, profitability analyses and business cases from first principles
• Synthesises complex information into clear, persuasive recommendations