BatenborcH International speaks with René Bergschneider

Starting Out: A Career Born in Challenging Times

René began his career in a turbulent period during the mid-1980s. “It was the middle of an economic crisis, and many graduates were struggling to find jobs,” René recalls. Faced with the decision to pursue further studies or enter the workforce, he chose the latter. Joining PTT Post as part of a management trainee program, René spent nine months immersed in various aspects of the business. The program provided him with hands-on experience across multiple divisions, from logistics to marketing, and laid the foundation for his future success.

“That program was pivotal,” René says. “It gave me a broad understanding of the organization and equipped me with practical skills that have been valuable throughout my career.”

A Journey Through Leadership and Sales

Over the years, René progressed through a variety of roles within PostNL, steadily climbing the ladder to his current position as Director of Sales in the mail division. His role today encompasses overseeing four sales teams, with a personal focus on managing enterprise-level clients. “I am responsible for ensuring our largest customers receive the attention they deserve while also driving innovation and results within my teams,” René explains.

For René, the secret to effective leadership lies in staying grounded. “I believe in leading from the front,” he says. “That means staying close to the action, understanding what our customers need, and working with the team to deliver solutions. You can’t understand a client’s challenges from behind a desk.”

The Passion for Sales and Customer Connection

René’s passion for sales is palpable. He speaks enthusiastically about the importance of building strong partnerships with clients. “Sales isn’t just about transactions; it’s about creating relationships based on trust and mutual benefit,” René says. At PostNL, this philosophy has led to initiatives like PostLab sessions, where customers collaborate with PostNL experts to explore new ways of optimizing their direct marketing strategies. “We use data and insights to show customers the ROI of their campaigns compared to industry benchmarks. It’s about helping them grow their business, not just fulfilling orders.”

René’s approach is rooted in curiosity and a genuine desire to understand what drives his clients. “Asking the right questions is essential,” he notes. “You need to dig deeper, understand what keeps your clients up at night, and work together to find solutions. That’s where the real value lies.”

"When you don’t express your expectations clearly, it leads to confusion and inefficiency."

Lessons from the Past: Growth Through Challenges

Looking back, René acknowledges that his path hasn’t always been smooth. Early in his management career, he faced significant challenges when he took on a leadership role in his early 30s. “I was eager to prove myself and jumped into a marketing sales manager role without much experience,” René recalls. “It was tough—managing a team was entirely new to me, and I didn’t always handle situations as well as I could have.”

These early struggles taught René some of his most important lessons. “Management isn’t something you learn overnight. It takes experience—real-life challenges—to truly understand how to lead effectively,” he says. “I also learned the importance of clear communication. When you don’t express your expectations clearly, it leads to confusion and inefficiency.”

Today, René describes his management style as collaborative and transparent. “I’ve learned to trust my team and involve them in decision-making. It’s not about doing everything yourself but about working together to achieve the best outcomes.”

Navigating Industry Challenges

The mail and logistics industry has seen seismic changes during René’s tenure. The rise of digital communication has significantly reduced mail volumes, forcing companies like PostNL to adapt. “Every year, we’re handling fewer letters,” René explains. “But we can’t simply pass all the associated costs onto our customers. We have to find smarter, more efficient ways to operate.”

Innovation has become a cornerstone of PostNL’s strategy. From exploring digital markets to optimizing logistical networks, the company is constantly looking for ways to stay ahead. “The challenge is balancing cost efficiency with customer satisfaction,” René says. “We need to deliver value while remaining competitive in a rapidly changing landscape.”

René also emphasizes the importance of collaboration within the industry. “The decline in mail volumes isn’t just our problem—it’s a sector-wide challenge,” he says. “We need to work together to find sustainable solutions.”

Balancing Work and Life

René’s dedication to his work is evident, but he also understands the importance of maintaining balance. “I’ve never counted my hours—I work hard because I love what I do,” he says. However, he’s quick to point out the importance of managing energy effectively. Drawing a parallel to his experience running marathons, René advises his team to pace themselves. “You can’t give 100% at the start of the week and expect to finish strong. It’s about finding a rhythm that works for you.”

As a leader, René also feels a responsibility to support his team’s well-being. “Work-life balance is a constant challenge, especially in a demanding role. It’s important to ensure that my colleagues aren’t burning out and that they feel supported.”

Coaching the Next Generation

One of René’s greatest joys is mentoring young professionals. “I love sharing my experience and helping new colleagues develop their skills,” he says. “Everyone has their own way of doing things, but I try to guide them in understanding the fundamentals of sales and customer relationships.”

René encourages his mentees to embrace challenges and learn from them. “You can’t grow if you avoid difficult situations,” he says. “Face them head-on, learn what you can, and move forward. Experience is the best teacher.”

The Heart of PostNL: Its People

Reflecting on what makes PostNL special, René is unequivocal: “It’s the people. My colleagues are incredibly committed and supportive, and that’s what makes this company so great.” He also praises the opportunities for growth and development within the organization. “I’ve been here almost 40 years, but it doesn’t feel that way because I’ve had so many different roles. There’s always something new to learn.”

For René, laughter is an essential part of the workday. “I believe you should enjoy what you do, and at PostNL, I laugh every day. That’s what makes the hard work worthwhile.”

Looking Ahead

As René approaches his 40th anniversary at PostNL, he remains as passionate as ever about his work. His dedication to his clients, colleagues, and the company’s mission is evident in every aspect of his career. “I’m proud of what we’ve achieved, but I’m also excited about what’s next,” René says. “The world is changing, and with it, so are we. I’m looking forward to continuing to innovate, learn, and grow.”

René Bergschneider
Director of Sales
PostnL
Waldorpstraat 3
2521 CA Den Haag
www.postnl.nl

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