Led the re-write of multiple client proposals, folding in the language of procurement and the end client. Positioned the proposals on a value based pricing, not transaction basis, increasing margin and revenue. Supported the negotiation and contracting processes.
RAIL INDUSTRY PROCUREMENT TRANSFORMATION
Led the organisation and people workstream as part of Europe's largest procurement transformation in 2019. Created a team vision involving over 100 colleagues, designed the new target operating model, business case, organisational design and all new descriptions. Facilitated the Union consultation process and developed a blueprint for a Commercial Academy.
BANKING SECTOR COLLABORATION
Accountable for the relationship management of the most strategic supplier in the organisation. Led the development of a global supplier management capability. CIPS award winning. Introduced a joint account planning framework with the tier one strategic suppliers, driving financial, operational, risk and relationship value. Changed the executive supplier management mindset from transactional to collaborative.
INSURANCE SECTOR TRANSFORMATION
Led a CIPS award winning procurement transformation and in less than 12 months. Board level sponsorship achieved, key stakeholders and suppliers bought in. Drove the level of procurement spend influence from 5% to 90% (world class) in less than 24 months. Delivered multi-million pound sustainable cost reduction benefit. Won the CIPS Best Supplier Management award and a finalist in the Procurement Leaders best supplier collaboration award.
EUROPEAN SALES DIRECTOR TRAINING
Developed and delivered a 2 day procurement training experience for Sales Directors across Europe within a global technology organisation. Focus on how early collaboration with procurement delivers greater benefit than bypassing and engaging directly into the business. Role play negotiation and building negotiation strategies formed a core part of the training, together with insight on procurement behaviours, motivations and performance metrics.
RECRUITMENT SECTOR BID SUPPORT
Assisted the bid review for a global recruitment organisation, bidding into a large mutual life insurance organisation. Drafted the executive review, supported the pricing proposal, blended in the language of procurement, and connected the common values of both parties. Feedback based facilitation of the client pitch rehearsals.
COACHING AND PERSONAL DEVELOPMENT
With a focus on soft skill development, self-awareness and emotional intelligence, have coached sales and procurement talent at all levels on specific focus areas to include influencing strategies, great boardroom conversations and political savviness.
Led the creation and delivery of multiple assessment centre experiences and interviews for a UK rail organisation, leading to the successful hire of over 35 talented procurement professionals in three months.