The Sales Segment Manager I is responsible for defining and aligning the segment’s sales strategy in order to achieve commercial objectives.
He or she develops a culture of accountability, recognition, customer focus and continuous improvement.
The manager coaches and develops the Account Managers.
His/her actions are critical to achieving the segment’s revenue targets by ensuring long‑term customer satisfaction.
Main responsibilities
a. Develop and implement the sales strategy
- Monitor and analyze the market and competition to identify business opportunities
- Define market segmentation based on customer characteristics
- Define and validate the value proposition, highlighting the advantages and differentiators of the product/service versus competitors (sales presentations, storytelling, etc.)
- Contribute to the pricing strategy, considering costs, perceived customer value, competition and profitability objectives
- Define and develop the distribution strategy (direct and indirect sales channels)
- Define the prospecting, activation or retention plan for customers
- Determine and validate the execution of a lead generation strategy with the tribes to attract potential new customers (content, emails, webinars, events, online advertising…)
- Ensure an effective customer service strategy (contract management, handling customer issues, etc.)
- Coordinate and synchronize marketing and sales activities with the tribes
- Coordinate and collaborate with Commercial Excellence to optimize the customer experience
b. Define and align sales objectives with segment objectives
- Define sales targets (revenue growth, prospecting, new customer acquisition, expansion with existing customers, penetration of new markets…) as set by the Sales Director
- Ensure the segment achieves its sales objectives
- Closely monitor the defined KPIs
c. Coach team members
- Coach a sales team composed of various profiles (Sales Team Managers, Account Managers, Sales Advisors…)
- Evaluate team performance, recruit new members and support their development
- Lead, motivate, coach, develop and evaluate team members to maximize their contribution
- Build a strong and effective team
d. Support commercial activities with customers
- Responsible for the top accounts within the segment and accompanies sales teams during customer visits
- Serves as the final owner of sales and service delivery to customers, mainly with the support of Account Managers and Sales Advisors
e. Analyze and monitor segment results
- Analyze sales performance (volume, revenue, profitability…) and customer satisfaction (NPS…)
- Implement corrective measures based on the analysis
- Develop an action plan (prospecting, existing customer development, cross‑selling, servicing…)
f. Project Management
- Coordinate and monitor major customer projects from initiation to implementation, focusing on timelines, quality and customer expectations
g. Ensure compliance and risk management
- Ensure compliance with applicable laws and regulations (consumer protection, data confidentiality…)
- Ensure compliance with competition rules and avoid anti‑competitive practices (price fixing, abuse of dominant position, collusion…)
- Protect bpost’s intellectual property rights and respect those of other companies
- Ensure compliance with GDPR: confidentiality, security, proper consent, and respect of data subjects’ rights
- Identify compliance and competition-related risks and take appropriate measures (clear policies, employee training, reporting mechanisms, regular audits…)
