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…)