Process Expert - Purchase To Pay

• The person will be responsible for Procurementof commodities related to Real Estate.
• Theperson receives Purchase Requisitions from end users through Manual PR,Shopping Carts which he evaluates to check the correctness and enquires backwhen he/she seeks clarification.
• Theperson uses Siemens tools to send RFQ s, get offers with cost break ups(wherever applicable), evaluate offers and negotiate them to get best possibleprices.
• Theperson has access to frame agreements and rate contracts with suppliers,performs market scan for potential sources, supplier evaluation approvalthrough cross functional team for vendor blocking/ unblocking, extension andon-boarding.
• Theperson can close the request with the best single offer as well because time isthe essence here.
• Theperson works on cost reduction using various techniques like negotiations basedon quantity, payment terms, logistics, delivery time, alternate source,design-to-cost, pooling of demand etc
• Theperson has to complete the Sourcing activity and intimate the end user onapproval within the stipulated TAT which is part of his/her SLA
• Theperson has to parallely work on No touch and Catalog push improvement.
• Theperson develops short term strategies for the commodity by working towardsSupplier Base Optimization after doing analysis on the Tail spend andimplementing MSP / alternate vendors to source the material/service.
• Theperson will maintain tracker for capturing the Savings and PVO to deriveanalyse the Tail spend vendors.
• Theperson attends Team huddles MOM and action for closure (Both Internal External).

Negotiations:

• As abuyer, you need to interact with suppliers for various deals. The success orfailure of the deal depends on how effectively you are able to negotiate withyour suppliers. To gain maximum advantage from the suppliers, you need to keepin mind certain principles of negotiation.
• Negotiationis a process in which you and your supplier with conflicting requirements reachan agreement of mutual interest. It is thus all about creating a movementbetween each other.
• Theobjective of the negotiation process is to ensure the supply of five rights:right product or service at the right price, right time, right location andright quantity. You will have to balance these rights ie a faster productdelivery may result in a higher price.

Preparing a Negotiation:

• Beforemaking a deal, you need to prepare for it. You need to gather all the importantinformation that you may need to successfully execute the best possible deal.If you are prepared, you can steer the way the negotiation moves forward andclose it to your advantage.
• Beforeyou contact the suppliers, you need to do some homework. You need to gatherinformation such as your timelines and budget for the deal.
• Youhave to prepare and decide upfront the critical issues for the deal and whatyour targets are. Every deal has some critical issues. To identify theseissues, think what your internal customers are expecting from you. Afteridentifying the critical issues, you should put a target on each issue beforeyou enter a negotiation.
• For every issue, decide a wow anda walk-away target. These are two ends of a spectrum.

Opening a Negotiation:

• Openingthe negotiation is all about starting on a friendly note and building a climatefor the negotiation, understanding the offer and listening attentively to whatthe supplier has to say.
• In most circumstances, let the supplier talk first andtry to delay your opening offer as much as possible.
• Letthe supplier give you his one-way concessions and then make your offer.

Conducting a Negotiation:

• Afteryou have understood the supplier s offer, you should present your offer
• Discuss all the negotiable requirements you identified before starting tonegotiate and bargain to get the most favorable offer on each requirement
• Partof being a good negotiator is to extract information from the other party byasking relevant questions
• The questions you ask and the manner in which youask them can impact the results of your negotiation

Closing a Negotiation:

• Duringa negotiation, you will come across several signals indicating it is time toclose the deal. When the supplier starts accepting your terms and conditionsand presents very few counter offers, the supplier is willing to close thedeal.
• Beforeclosing the deal, summarise all the points you have discussed to avoid anydisagreements at the later stage.
• Suppliersmay ask for a concession at the time of closing the deal. In such a situation,you should consider the importance of the deal, the time you have spent onnegotiation, the alternatives and the nature of supplier s demand.
• If thedemand is not critical, it is not worth negotiating at this stage. If thesupplier asks for a concession on a critical component, you must not accept it.You should handle it by giving a credible explanation.

• 3yrs-5 years of Buying Experience.
• Proficient knowledge of MS Office
• A working knowledge of SAP
• Excellent understanding of P2P process and itsvarious controls
• Must be fast learner and should be able to thinkanalytically.