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.
1. 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.
2. 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.
3. 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.
4. 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).
