Sales Manager - Pure e-Players (e-commerce)

The Sales Segment Manager 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…)