The aim of this Commercial Management lecture “Sourcing to Sales, Cause & Effect” is to raise awareness and to demonstrate the importance to Sales Leaders and Account Executives of thinking, designing and working at 360° with their peers in Procurement for the sake of a higher Customer Experience overall.

Traditionally, Sales Leaders and Account Executives are expected to lead and progress on topics related to business development, marketing, revenue and profits (“commercial front office” roles & responsibilities), often the most visible part in companies.

This course is designed to demonstrate the importance of Sourcing/Procurement, Suppliers Relationships and Contract Management (“commercial back office” roles & responsibilities) and their direct consequences on the success of the front-line functions (re: cause & effect).

Sales Leaders and Account Executives will have the opportunity to grasp and understand the closed loop of the commercial model to date that impacts the Customer Experience overall (and no longer a Sales model in silo).

This cross-functional awareness is becoming even more important these days considering the digital’s and new automation technologies’ expansion. Indeed, the current overall digital deployment is helping Sourcing/Procurement, Suppliers Relationships and Contract Management to shift from supportive roles to business-driven functions.

This digital transformation will be successful and completed when/if we integrate the front office experience and insights with the back office operating model (Sourcing > Contract > Procurement > SRM > Operations) to deliver a superior commercial value at the end to Customers.

 

Vincent Faramaz

Partner – Costbrokers SA

Senior Scientist HEG – Procurement and SRM

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