Cluster Head — Business Intelligence, Analytics & Enablement

1. Objective

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.

2. Main tasks

Lead and develop the BIAE cluster

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

Commercial Intelligence & Market Insights

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

Data Analytics & Customer Intelligence

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

Sales Enablement & Commercial Capability

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

Cross-cluster coordination and stakeholder management

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

Compliance and data governance

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