Pricing & Commercial Manager

bpost strives to create an inclusive environment with challenging projects and inspiring collaborations. With our colleagues at the heart of our organisation, we believe in careers rather than jobs. As part of the international group bnode, bpost has transitioned from the Belgian postal operator to a regional and digital expert in parcel size logistics. With a focus on social and environmental sustainability, our people are the foundation of everything we do. We foster a culture that supports diversity, inclusion and career growth, ensuring that every team member has the opportunity to thrive and succeed.

What will you do?

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.

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.

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 - ne