ACCOUNT MANAGER I - TRANSPORT, LOGISTICS & 3PL

Support bpost’s growth by expanding and strengthening collaboration with existing customers, opening new markets, building strong relationships with prospects, and realizing new business opportunities with new customers. Account Managers combine prospecting (hunting) and portfolio development (farming) activities. The hunting activity focuses on prospects who are not yet customers, with the primary objective of acquiring new customers. The farming activity concerns a portfolio of existing customers who already make extensive use of our products, with a focus on retention and securing long-term relationships. Sales activities such as upselling and cross-selling remain essential for these customers. Key Responsibilities Research and analyze markets and sectors in which bpost operates in order to identify potential commercial opportunities for products and services within the assigned customer portfolio. Understand business needs based on existing market connections, with guidance from management. Manage the full sales cycle, from lead identification to contract signature. Present and propose bpost’s products and solutions. Develop and maintain relationships with existing and potential customers to further strengthen commercial relationships and achieve defined sales objectives. Maintain regular contact with customers and conduct customer visits. Farming : identify opportunities with existing customers and drive growth through upselling and cross-selling while building long-term relationships with key stakeholders. Identify and map the various external decision-makers within the assigned organizations. Hunting : identify and develop new customers (through data, networking, events, and analysis) via proactive prospecting (cold calling, networking, events, digital outreach, etc.). Maintain contacts as the portfolio grows, act as the first point of contact for new customers, and manage the necessary relationships with internal stakeholders. Analyze and understand the solutions already used by the customer and identify potential expansion opportunities by leveraging a wide range of existing procedures, precedents, and known examples from other customers, in order to help customers select the most appropriate solutions and convince them to adapt and/or expand their existing products and services with bpost’s offerings. Negotiate and close contracts with customers using standardized contractual procedures and customer agreements, in compliance with applicable rules and legislation. Formulate proposals in case customers request non-standard conditions and submit them for approval to management. Define the approach plan based on known examples from other customers, initiate the sales process by handing over the project to the tribes, and follow up on the implementation of the sales action plan to ensure proper project execution and timely adjustments. Determine the number of customers to be contacted each quarter in order to achieve set objectives. Identify key customers and develop a sales plan. Collaborate with internal teams (marketing managers, business analysts) to generate leads and ensure an excellent customer experience. Identify the added value that bpost can deliver to the customer’s business objectives and market challenges in order, with guidance from management or based on reference cases and documentation applicable to most customers, to define an initial concrete action plan. Visit customers to identify the added value bpost can deliver. Translate imposed business objectives into the personal portfolio and submit them for validation to management. Record and maintain customer interactions in the CRM tool (customer and prospect interactions, quotations, and pipeline status).