The Cluster Head — BIAE ensures that Bpost's commercial organisation operates with the intelligence, analytical rigour and enablement capability required to win in a competitive, rapidly evolving market. The role exists to eliminate information silos, raise the standard of commercial decision-making and equip every commercial actor — from the KAM to the CCO — with the insights and tools they need to perform at the highest level.
The cluster transforms raw data and market signals into actionable intelligence. It gives the commercial organisation one version of the truth — on market share, customer performance, competitive dynamics and commercial results — and ensures that version is trusted, used and acted upon.
The Cluster Head translates the CM&I mission — ensuring Bpost's revenue is predictable, profitable and scalable — into a world-class intelligence and enablement function.
Lead, coach and evaluate all members of the BIAE cluster across its capability areas: commercial intelligence, data analytics, sales enablement and knowledge management
Build a high-performing, commercially oriented cluster that operates as a unified intelligence engine — not a collection of separate analytical teams
Recruit, develop and retain talent with strong analytical, commercial and communication skills — people who translate data into decisions, not just reports
Define and enforce quality standards for all cluster outputs: every intelligence report, analytical model, dashboard and enablement tool must be ExCo-ready and commercially actionable
Foster a culture of rigour, curiosity and continuous improvement — where hypotheses are tested, insights are challenged and learning is shared systematically
Set individual and team objectives aligned with CM&I priorities and hold the cluster accountable for measurable commercial impact
Own and continuously develop Bpost's commercial intelligence capability — market sizing, competitive positioning, customer segmentation, win/loss analysis, trend identification and scenario planning
Ensure market intelligence systematically feeds into pricing decisions, account strategies, product launches and ExCo-level commercial decisions — not produced in isolation and filed away
Produce regular intelligence outputs — market share reporting, competitive benchmarks, segment performance analysis — that are actively used by Sales, BU’s (Tribes), Pricing and the CCO
Build and maintain Bpost's single trusted source of commercial truth — eliminating the multiple, conflicting versions of commercial reality that currently exist across the organisation
Monitor macro-economic, regulatory and competitive developments relevant to Bpost's commercial portfolio and proactively surface their implications for strategy
Develop a structured process for capturing and distributing competitive intelligence from Sales, customer interactions and external sources
Lead the development of Bpost's customer and market analytics capability — including customer segmentation models, pipeline analytics, churn prediction and opportunity sizing — giving the commercial organisation deeper insight into customer behaviour and commercial potential
Define the analytical frameworks and customer intelligence models that underpin commercial metrics — working closely with Revenue Operations who own the reporting infrastructure and performance dashboards
Ensure commercial data is accurate, consistent and interpreted the same way across all BU’s (tribes) and functions — one definition of revenue, one definition of margin, one definition of churn
Partner with IT, Marketing Data and Revenue Operations to ensure the data foundation underpinning commercial analytics is robust, governed and scalable
Design and deliver the commercial enablement programmes that equip Sales, Account Managers and (Tribe) commercial leads with the knowledge, tools and methodologies to perform at a consistently high level
Own the commercial knowledge management system — ensuring that product knowledge, pricing frameworks, competitive positioning, deal best practices and customer case studies are documented, maintained and accessible to all commercial actors
Lead the onboarding programme for new commercial hires — ensuring that Sales Account Managers, KAMs and commercial leads reach full productivity quickly through a structured, rigorous induction
Develop commercial playbooks for key segments, products and deal types — so that the quality of commercial execution does not depend on the seniority or experience of the individual
Identify capability gaps in the commercial organisation and design targeted learning interventions — in partnership with HR — that close those gaps systematically and measurably
Act as the primary intelligence and analytics partner for the Bid & Commercial Management cluster — providing the market data and customer analytics that underpin pricing models and deal architecture
Collaborate with the Customer Lifecycle Excellence cluster to ensure customer analytics feed into retention, upsell and re-engagement strategies
Support the Sales Director and sales teams with account-level intelligence and competitive analysis for must-win opportunities and strategic account reviews
Present intelligence findings and analytics insights to ExCo and the CCO in a clear, concise and decision-oriented format — not data presentations, but commercial recommendations
Manage relationships with external data providers, research partners and analytics vendors — ensuring Bpost gets maximum commercial value from its intelligence investments
Ensure all data collection, storage and analytics activities comply with GDPR and Bpost's data governance policies
Protect the confidentiality of competitive intelligence, commercially sensitive customer data and proprietary analytical models
Identify and manage risks related to data quality, model errors and intelligence gaps that could lead to poor commercial decisions or regulatory exposure
o Cost analysis & Optimization knowledge
o Financial acumen
o Market intelligence knowledge
o Risk Management
o Project management
o Proven ability to operate and influence high levels of the organization, both with internal stakeholders external suppliers, ideally in a multinational company
o Proven data analytics skills leveraged to enable insights and decision making
o Experience in the postal and logistics sector is favourable
o Experience in a data-intensive industry is a strong asset
Like a long-awaited parcel, we want to make you feel welcome and valued. Our offer includes a competitive monthly salary, that goes without saying. On top of that, you can count on:
#Bpost #Bnode #LI-BP4
bpost creates real connections between people, businesses and communities. We’re not just moving letters and parcels around, but we want to deliver personal service at every doorstep. It’s an important job, and we aim to do it better every day. That’s why we constantly keep improving our products and services.
Needless to say, bpost is always on the move. Our employees come across challenging projects, inspiring collaborations and the latest technologies. At the same time, they have access to exciting job opportunities and training programs.
Will you take bpost to its new destination? Check out bpost.be/jobs to watch employee videos, take a tour of bpost and discover all open jobs.
