Key Account Manager - Public clients (non postal)

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 succeedWhat will you do?

The BDM Public is responsible for developing, positioning and marketing non-postal products and services within the public sector. The BDM builds sustainable relationships with public organizations, maximizes the value of won framework agreements and ensures 100% compliance with public procurement legislation.

The BDM drives pipeline growth through both hunting and farming activities, following the strategic marketing plan in close collaboration with the KAMs.

The BDM holds a networking role with a strong focus on further strategic market development within our segment. A strategic relationship with the bpost entities is essential.

• Business Development – Hunting & Farming

The BDM identifies and develops commercial opportunities in the field of non-postal products and services. A clear timeline including the description of the offer must be included in the pipeline.

Tasks

Process Ownership

• Translate market insights into the strategic sales plan for non-postal solutions.
• Actively detect new opportunities within existing framework agreements and among assigned and unassigned public customers.
• Present value propositions aligned with the needs of public organizations.
• Coordinate internal alignment, including product teams, legal, PMs and others.
• Develop offering strategies in line with public procurement legislation.
• Achieve structural pipeline growth.

Process Architecture

• Report on progress, risks and commercial feasibility.
• Support the end-to-end implementation of solutions and processes.
• Conduct risk analyses, including procurement-related risks.
• Document pipeline and MSD input.
• Quality & Compliance

The BDM safeguards the quality of service and ensures 100% compliance with relevant public procurement laws (including the Public Procurement Act, framework agreements, selection and award criteria, execution modalities, etc.).

Tasks

• Translate tender obligations into operational and commercial agreements.
• Analyze and resolve issues within the framework agreement scope.
• Identify risks related to contractual or legal deviations.
• Identify optimizations within processes, service delivery and KPIs.
• Contract & Framework Agreement Management

The BDM owns the commercial rollout and maximization of all assigned framework agreements for non-postal products.

Tasks

Process Ownership

• Coordinate internal and external meetings regarding operational execution.
• Monitor contract obligations derived from the tender.
• Prioritize initiatives that contribute to value creation within the framework agreement.
• Ensure compliance with SLAs and KPIs.

Process Architecture

• Develop or update commercial and operational processes for non-postal activities.
• Define KPIs, SLAs and reporting structures.
• Update and distribute relevant documentation (technical sheets, procedures, guidelines).
• Collaborate closely with the implementation team and PMs.
• Relationship Management & Stakeholder Management

The BDM is the central point of contact for strategic public sector relations regarding all non-postal solutions for unassigned customers.

Tasks

• Plan and execute structured customer visits according to the commercial plan.
• Identify opportunities and challenges and address them proactively.
• Report transparently and keep MSD and pipeline updated.
• Monitor communication, progress and follow-up within framework agreements.
• Collaborate with KAMs in preparation for new tenders (non-postal).

Who are you?

Required Experience

• At least 5 years of relevant experience in sales, account management or business development with public customers.
• Fluent in French and Dutch.
• Strong knowledge of public procurement legislation and experience in tender-driven environments.
• Business maturity and dossier knowledge to engage at a strategic level with authorities.
• Knowledge of non-postal products and digital/operational solutions is a plus.

Values & Attitude

• Compliance & integrity
• Customer focus
• Transparency & ownership
• Results and performance driven
• Strategic insight and helicopter view
• Flexibility & willingness to change

Generic Competences

• Strong communication skills
• Stakeholder management & influencing skills
• Analytical and commercial insight
• Problem-solving & critical thinking
• Project management and change management skills
• Innovative thinking (intrapreneurship)
• Accuracy, especially in tender contexts

Deliverables

• Revenue and margin growth within non-postal products.
• Maximum usage of framework agreements.
• 100% compliant.
• Strong customer relationships with a focus on partnership.
• Transparent MSD and pipeline reporting.
• Autonomous and self-starting.
• Eager to learn.

What do we offer?

Like a Long-awaited Parcel, We Want To Make You Feel Welcome And Valued. Our Offer Includes a Competitive Monthly Salary, That Goes Without Saying. On Top Of That, You Can Count On

• Meal vouchers of €8 per working day
• Hospitalization-, group- and disability insurances
• A phone subscription, including 25GB data
• A flexible renumeration plan, which allows you to customize your own benefits. A company car, bike leasing, public transportation, extra days off,... the choice is yours
• Possibility to enter the Federal Mobility plan
• Work/life balance, thanks to flexible working hours and the possibility to work from home
• 20 days of statutory leave and 7 additional extralegal days off
• An end-of-year and performance-based bonus and double holiday pay
• Many benefits from more than 100 bpost-partners

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