The Sales Segment Manager II is responsible for defining and aligning the segment’s sales strategy to achieve the commercial objectives. The role includes developing a culture of accountability, recognition, customer orientation and continuous improvement. The manager coaches and develops Account Managers and Sales Team Managers. This role is critical in achieving the segment’s revenue targets through sustainable customer satisfaction.

Main Responsibilities

Develop and implement the segment’s 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 and clearly position the product/service versus competitors
• Contribute to the pricing strategy considering costs, perceived customer value, competition and profitability
• Define the distribution strategy (direct and indirect sales channels)
• Define prospecting, development and retention plans
• Establish and validate a lead generation strategy
• Ensure an effective customer service strategy
• Coordinate and align marketing and sales activities

Define and align sales objectives
• Set sales targets (revenue growth, prospecting, new customer acquisition, expansion with existing clients…)
• Ensure achievement of the segment’s sales objectives
• Monitor defined KPIs accurately

Manage, coach, motivate and develop the team
• Coach the Sales team (Business Developers, KAM, AM, …)
• Evaluate team performance
• Recruit and identify development needs
• Motivate, coach and develop team members to maximize their contribution
• Build a strong and effective team

Support commercial activities with clients
• Responsible for large accounts in the segment and support sales teams during client visits
• Final owner of sales and service delivery

Analyze and monitor segment results
• Analyze sales performance and customer satisfaction
• Take corrective actions
• Develop action plans (prospecting, development, cross-selling, servicing…)

Project management
• Coordinate and follow up major customer projects from initiation to implementation with focus on timing, quality and expectations

Ensure compliance and risk management
• Ensure legal compliance (consumer protection, data confidentiality…)
• Ensure compliance with competition law and avoid anti‑competitive practices
• Protect bpost’s intellectual property and respect others’ IP rights
• Comply with GDPR, ensure confidentiality, security and appropriate consent
• Identify risks, implement procedures, provide training, and conduct audits

a. Education level: Master’s degree
b. Required experience level: Minimum 12 years of experience
c. Language skills:
– Very good knowledge of French and Dutch required, as well as a very good command of English
d. Required technical knowledge:

• Strong knowledge of industry trends and customer needs
• Solid and proven sales experience
• Strong knowledge of market and customer orientation