Supporting the growth of bpost by expanding and intensifying cooperation with existing customers. Opening new markets and building strong relationships with prospects, as well as realizing new business opportunities with new customers.

The Account Manager (AM) level 2 generally specializes in several sectors and operates in a very complex customer decision-making structure (multiple departments, multiple brands).

Account Managers are responsible for both prospecting (hunting) and account development (farming).
Hunting focuses on prospects who are not yet customers, with the main objective being new customer acquisition.
Farming activities focus on customers who already extensively use our products, with an emphasis on retention and securing existing clients.
Sales activities such as upselling and cross-selling remain crucial for these customers.

Key responsibilities

Researching and analyzing the markets and sectors in which bpost operates to identify potential commercial opportunities, using a tailored approach to products and services within the assigned customer portfolio.

• Investigating and understanding customer business drivers and challenging their business needs by expanding networks and connections
• Translating business needs into customized products
• Building in-depth industry expertise to identify (potential) customer needs
• Managing the entire sales cycle from lead identification to contract signing
• Understanding customers’ business objectives
• Offering tailor-made products and solutions

Building and maintaining relationships with existing and potential customers to deepen commercial partnerships and achieve defined sales targets.

• Regularly contacting and visiting customers
• Farming: identifying growth opportunities within existing customers, driving growth through up- and cross-selling, and building long-term relationships with key stakeholders
• Identifying and mapping external decision-makers within assigned organizations
• Hunting: identifying and developing new customers through proactive prospecting (data, networking, events, digital outreach, cold calling)
• Maintaining contact as the portfolio grows and acting as the first point of contact for new customers
• Building strong relationships with internal stakeholders and fostering long-term internal collaboration

Analyzing and understanding the solutions already used by customers, identifying opportunities for expansion, and positioning bpost within the customer’s marketing strategy to support product selection and expansion of existing services.

Negotiating and closing contracts by translating customer agreements into binding contractual arrangements, including deviations from standard contracts, in compliance with applicable rules and legislation.

• Drafting proposals when customers request non-standard conditions and submitting them for approval

Analyzing customer needs and translating them into the best-suited action plan. Initiating the sales process by transferring projects to the tribes and monitoring the implementation of the sales action plan to ensure successful and timely project delivery.

• Defining the number of customer contacts required each quarter to meet objectives
• Identifying key customers and developing a sales plan
• Collaborating with internal teams (marketing managers, business analysts) to generate leads and ensure an excellent customer experience

Identifying the value bpost can offer in relation to the customer’s business objectives and market challenges, and developing an initial action plan under guidance of management or based on reference cases applicable to most clients.

• Visiting customers to identify the added value bpost can deliver
• Translating business objectives into the personal portfolio and submitting them for validation

Attending customer and industry events and building high-level credibility within organizations to establish long-term trust with prospects and customers.

Education level
Bachelor’s or Master’s degree, or equivalent through relevant professional experience

Required experience for the role

• Minimum of 5 years of experience, preferably in a hunter and/or farmer profile
• Strong knowledge of sales and negotiation techniques
• Strong interpersonal skills with the ability to communicate clearly and effectively
• Experience working in fast-changing and complex environments
• Experience with CRM systems and digital platforms

Language skills (depending on the work location)

• Thorough knowledge of the second national language
• Good command of English

Technical skills required to perform the role

• Strong knowledge of general marketing concepts and strategies
• Strong understanding of customers’ market challenges and business objectives
• Strong knowledge of and affinity with the products and services offered within the department
• Good knowledge of presentation techniques, negotiation skills, project management, conceptual thinking, and analytical abilities