Pricing & Commercial Manager
Organization
The Pricing & Commercial Manager reports to the Cluster Head – Bid & Commercial Management, within the Commercial Management & Intelligence (CM&I) team.
This cluster brings together expertise in pricing, bid management, and commercial deal structuring within one integrated team. Knowledge is actively shared, and team members support each other across different projects and commercial opportunities.
This is much more than a traditional pricing role. Beyond owning the pricing strategy for an assigned portfolio, the Pricing & Commercial Manager helps shape the commercial architecture of complex deals—the structures, rules, and value propositions that enable bpost to win business profitably and sustainably.
Your Mission
Drive the pricing strategy and commercial architecture of an assigned Parcels portfolio, determining how products, solutions, and commercial offers are positioned, priced, and brought to market—from pilot phase to large-scale deployment.
The current focus is on supporting the growth of bpost’s B2B business, a key strategic growth area for the company.
Ensuring a correct and compliant price is only the starting point. Success in this role requires the ability to:
Understand and quantify the value created for customers.
Develop pricing strategies based on value creation rather than simple cost-plus approaches.
Defend commercial positions that both win business and protect profitability.
Beyond pricing, you will bring strong commercial discipline to the portfolio by:
Assessing pricing requests and derogations.
Structuring complex commercial deals in partnership with Sales teams.
Defining commercial frameworks and pricing guidelines that support growth while maintaining control over profitability.
Key Responsibilities
1. End-to-End Pricing Ownership
Own pricing positioning throughout the entire product and solution lifecycle, from pilot projects to large-scale deployment.
Partner with Product Managers and squads to understand each solution, the value it creates, and the optimal pricing approach.
Monitor market developments and competitive trends to position bpost strategically.
Align pricing strategies with Product Tribe priorities and the broader group strategy across business units and subsidiaries.
Ensure pricing logic is properly documented and translated into commercial systems and processes.
2. Commercial Deal Management & Deal Architecture
Evaluate pricing requests and derogations together with Sales, considering profitability, competitive dynamics, and precedent risks.
Structure complex deals through commercial modelling, margin optimization, and well-balanced concessions that focus on value rather than price alone.
Establish pricing guardrails that provide Sales teams with speed and flexibility while maintaining clear commercial boundaries.
Develop quotation tools for new products and pilot initiatives that are fast, consistent, and profitable.
Prepare structured business cases with Product and Sales teams and confidently defend pricing recommendations before senior management.
3. Cost, Value & Market Intelligence
Challenge and validate cost estimates with Costing teams to ensure pricing decisions are built on robust foundations.
Identify customer value drivers and willingness to pay across existing and emerging market segments.
Maintain a strong understanding of the competitive landscape, including pricing strategies, market positioning, strengths, and weaknesses.
Integrate customer, market, and competitive intelligence from across the organization into pricing and deal decisions.
4. Governance, Quality & Continuous Improvement
Ensure pricing governance is respected by making sure all prices, derogations, and commercial conditions follow agreed decision-making processes.
Review major deals and commercial decisions to identify lessons learned and opportunities for improvement.
Contribute to the continuous improvement of pricing methodologies, processes, and standards across the cluster.
Manage commercially sensitive information in full compliance with confidentiality requirements, data governance principles, and regulatory standards.
