Key Account Manager - Public clients (non postal)

The BDM Public is responsible for developing, positioning and marketing non-postal products and services within the public sector. The BDM builds sustainable relationships with public organizations, maximizes the value of won framework agreements and ensures 100% compliance with public procurement legislation. The BDM drives pipeline growth through both hunting and farming activities, following the strategic marketing plan in close collaboration with the KAMs. The BDM holds a networking role with a strong focus on further strategic market development within our segment. A strategic relationship with the bpost entities is essential. 1. Business Development – Hunting Farming The BDM identifies and develops commercial opportunities in the field of non-postal products and services. A clear timeline including the description of the offer must be included in the pipeline. Tasks Process Ownership • Translate market insights into the strategic sales plan for non-postal solutions. • Actively detect new opportunities within existing framework agreements and among assigned and unassigned public customers. • Present value propositions aligned with the needs of public organizations. • Coordinate internal alignment, including product teams, legal, PMs and others. • Develop offering strategies in line with public procurement legislation. • Achieve structural pipeline growth. Process Architecture • Report on progress, risks and commercial feasibility. • Support the end-to-end implementation of solutions and processes. • Conduct risk analyses, including procurement-related risks. • Document pipeline and MSD input. 2. Quality Compliance The BDM safeguards the quality of service and ensures 100% compliance with relevant public procurement laws (including the Public Procurement Act, framework agreements, selection and award criteria, execution modalities, etc.). Tasks • Translate tender obligations into operational and commercial agreements. • Analyze and resolve issues within the framework agreement scope. • Identify risks related to contractual or legal deviations. • Identify optimizations within processes, service delivery and KPIs. 3. Contract Framework Agreement Management The BDM owns the commercial rollout and maximization of all assigned framework agreements for non-postal products. Tasks Process Ownership • Coordinate internal and external meetings regarding operational execution. • Monitor contract obligations derived from the tender. • Prioritize initiatives that contribute to value creation within the framework agreement. • Ensure compliance with SLAs and KPIs. Process Architecture • Develop or update commercial and operational processes for non-postal activities. • Define KPIs, SLAs and reporting structures. • Update and distribute relevant documentation (technical sheets, procedures, guidelines). • Collaborate closely with the implementation team and PMs. 4. Relationship Management Stakeholder Management The BDM is the central point of contact for strategic public sector relations regarding all non-postal solutions for unassigned customers. Tasks • Plan and execute structured customer visits according to the commercial plan. • Identify opportunities and challenges and address them proactively. • Report transparently and keep MSD and pipeline updated. • Monitor communication, progress and follow-up within framework agreements. • Collaborate with KAMs in preparation for new tenders (non-postal).