The Bid & Commercial Manager joins a team of two permanent Bid Managers within the Deal & Pricing Excellence cluster. The team manages over €800M in annual tender value across Bpost and eight Bnode group entities, in three languages, covering public and private commercial deals of significant strategic and financial importance.
This role is broader than a traditional Bid Manager. In addition to owning the end-to-end bid process for assigned tenders, the Bid & Commercial Manager contributes to the commercial architecture of complex deals — supporting pricing strategy, deal structuring and the development of commercially compelling propositions that go beyond compliance and win on value.
The Bid & Commercial Manager ensures that Bpost and Bnode group entities win the tenders and complex commercial deals that matter most. This means managing rigorous, compliant tender processes while building commercially differentiated propositions that address client needs, position Bpost's value clearly and maximise the probability of award.
A compliant submission is the minimum standard — not the objective. The Bid & Commercial Manager is expected to bring commercial acuity to every bid: understanding what the contracting authority or customer truly values, structuring the response to score highest on the evaluation criteria that matter, and telling a compelling story about why Bpost is the right partner.
Beyond public tenders, the role contributes to the commercial excellence of complex private deals — bringing bid management discipline, structured coordination and commercial rigour to must-win opportunities that require more than standard Sales support.
1. End-to-end bid management for public tenders
– Own the full tender lifecycle for assigned public procurement tenders — from opportunity identification and qualification through preparation, submission and contract award — across Bpost and Bnode group entities (Speos, Euro-Sprinters, Dyna, Landmark Global Belgium and France, Radial Belgium, Staci Belgium)
– Ensure all submissions are fully compliant with applicable Belgian and European public procurement law, evaluation criteria and mandatory documentation requirements — including declarations, certificates, exclusion criteria and Bnode governance policies
– Coordinate all internal contributors to the tender — Legal, Finance, Operations, IT, Product, Pricing and Bnode subsidiary teams — ensuring quality contributions are delivered within strict and non-negotiable submission deadlines
– Manage multiple concurrent tenders without compromising quality or compliance, applying rigorous prioritisation and project management discipline across a high-volume pipeline
– Build and maintain a structured tender library — past submissions, standard responses, reference cases, certifications and reusable content — that continuously raises the quality and speed of future submissions
– Monitor the public tender pipeline across Bpost and Bnode entities — upcoming tenders, active submissions, award decisions, win/loss outcomes — and report regularly to the Cluster Head
– Provide structured bid management support to Bnode subsidiaries that lack internal public procurement expertise, ensuring they can participate competitively in tenders that require central coordination
2. Commercial proposition development and deal architecture
– Go beyond compliance in every submission — build commercial propositions that tell a compelling story about Bpost's value, differentiate from competitors and directly address the evaluation criteria and strategic priorities of each contracting authority or customer
– Identify and synthesise client needs — through close collaboration with Sales and direct client engagement — and translate them into structured, persuasive commercial responses that address the real problem the customer is trying to solve
– Work with the Pricing team to develop commercially competitive and margin-accretive pricing structures for tender submissions — ensuring Bpost wins on value, not just on price
– Analyse evaluation criteria and scoring methodologies for each tender — understanding what the contracting authority weights most heavily and structuring the response to score optimally across all dimensions
– Contribute to the commercial structuring of complex private deals where bid management expertise adds value — deal architecture, commercial modelling, contract structure, risk allocation and governance
– Develop and maintain a competitive intelligence file on Bpost's main competitors in the public tender market — pricing strategies, win rates, strengths, weaknesses and positioning
3. Stakeholder coordination and internal alignment
– Act as the single point of coordination for all stakeholders involved in a tender — internally and externally — ensuring clear roles, timelines and accountabilities from kick-off to submission
– Represent Bpost's commercial and contractual interests firmly and credibly in interactions with contracting authorities, clients and legal counterparts — including during clarification rounds, negotiations and contract discussions
– Advise Sales Account Managers and Tribe commercial leads on bid strategy, submission structure and competitive positioning for their assigned tenders
– Escalate risks, blockers and quality concerns to the Cluster Head and Deal & Pricing Excellence leadership in a timely and structured way — without waiting for problems to become crises
– Collaborate with the Business Experts team and BIAE cluster to integrate market intelligence, competitive insights and customer analytics into bid responses
4. Quality, governance and continuous improvement
– Enforce bid governance standards across all submissions — ensuring that every tender response meets Bpost's internal quality bar before it leaves the organisation
– Conduct structured win/loss reviews after every significant tender award or rejection — identifying what worked, what did not, and what should change in the next submission
– Contribute to the continuous improvement of bid management processes, templates and standards within the Deal & Pricing Excellence cluster
– Ensure full compliance with GDPR, data governance and confidentiality requirements in the handling of tender documentation and commercially sensitive information
Stay current on developments in Belgian and European public procurement law and proactively brief the team on changes that affect Bpost's tender strategy
Portfolio managed: Approximately 50–60 tenders per year, with an annual tender value in excess of €800M across Bpost and 8 Bnode group entities.
Autonomous decisions:
– Structure and manage the bid process for assigned tenders — timeline, stakeholder coordination, content allocation and quality control
– Determine which internal resources and external inputs are needed for each submission and mobilise them accordingly
– Maintain and update the tender library and standard bid content
– Conduct win/loss analysis and recommend process improvements to the Cluster Head
Decisions requiring alignment:
– Go/no-go decisions on significant tenders — aligned with Cluster Head and Sales Director
– Pricing and commercial terms included in tender submissions — aligned with Pricing team and Cluster Head
– Legal and contractual positions taken in tender responses — aligned with Legal
– Escalation of compliance risks or non-standard conditions — aligned with Cluster Head and Legal
Budget responsibility: No direct budget responsibility. Contributes to the management of commercial risk across a tender portfolio exceeding €800M in annual value.
