championing

You are right that the relationship between sales and procurement can sometimes be a bit challenging. However, I believe that my previous experience working in sales has been incredibly helpful in my transition to procurement.

One of the main advantages of having a sales background is that it has given me a deep understanding of the sales process from start to finish. I have a strong grasp of what motivates buyers and what it takes to close deals. This has been invaluable when it comes to negotiating with suppliers, as I am able to see things from their perspective and understand their needs and goals.

Additionally, my experience in sales has taught me how to effectively communicate and build relationships with clients. This skillset has translated well into procurement, as it has allowed me to build strong partnerships with suppliers and work collaboratively with them to achieve mutual goals.

Finally, I think one of the biggest advantages of having a non-procurement perspective is the ability to question and challenge existing processes and procedures. Sometimes, when you’ve been working in the same field for a long time, it can be easy to become complacent and accept things as they are. However, coming from a different background has given me a fresh perspective and a willingness to think creatively and approach problems from different angles. This has allowed me to identify inefficiencies and areas for improvement within the procurement process and implement changes that have resulted in cost savings and increased efficiency.

Overall, I believe that my sales background has given me a unique skillset that has been incredibly beneficial in my transition to procurement. It has allowed me to view processes and procedures with fresh eyes and approach problems from a different perspective, ultimately leading to more effective procurement practices.

You joined Girteka in 2020 as Head of Procurement. What did you inherit and what was the remit?

When I joined Girteka in 2020 as Head of Procurement, I was faced with the challenge of transforming a bare-bones function into a sophisticated and efficient department. The company had been operating without a strong methodology, analysis, or understanding of negotiations. It was clear that a lot of work needed to be done to create a robust procurement function.

My remit was to build a team of procurement professionals and drive transformation across the department. This meant implementing new processes, tools, and techniques to improve methodology and efficiency. One of my first tasks was to create a methodology from scratch to calculate how efficient we were in procuring fuel, ferries, and other categories compared to the market, competition, and ourselves. We also needed to establish a system for calculating tangible benefits to the company.

As Head of Procurement, I was responsible for overseeing the entire procurement process, from identifying suppliers to negotiating contracts and managing relationships. I worked closely with other departments to understand their needs and requirements and ensure that procurement was aligned with the company’s overall strategy. I also had to ensure compliance with regulatory requirements and manage risks associated with procurement activities.

To drive transformation and improve methodology, I implemented new tools and technologies to streamline processes and make them more efficient. I also invested in training and development programs for my team to ensure that they had the skills and knowledge necessary to excel in their roles. By focusing on these areas, we were able to create a strong and effective procurement function that delivered tangible benefits to the company.

Overall, my role as Head of Procurement was to drive transformation and improve methodology across the department. By building a strong team and implementing new processes and tools, we were able to create a robust procurement function that delivered real value to the company.

Girteka has operations and presence across a diverse geographical area. What are the complexities of this geography and how is procurement structured to reflect this?

Girteka has a vast geographical presence, which presents many complexities for procurement. When it comes to structuring procurement to reflect this, one of the key decisions I had to make was whether to centralize only sourcing or the entire supply chain. Given the size and diversity of the company’s operations, it quickly became clear that it would not be feasible to efficiently procure and deliver everything to stakeholders.

After careful consideration, we decided to centralise the sourcing part of the procurement process. This involved gathering demand, consolidating it, finding suitable suppliers, negotiating contracts, and controlling the execution of those contracts. By centralizing this function, we were able to achieve greater efficiency and economies of scale. It also allowed us to standardize processes and procedures, which was important for ensuring consistency and reducing risk.

To support this centralised sourcing function, we also started implementing SAP in procurement. This will help us to control and manage the operation more effectively, and to gain greater visibility into the procurement process across the entire organization.

Overall, the procurement structure at Girteka consists of a central team operating in a Competence Centre, which supports all of the company’s operations in the sourcing function. This structure allows us to achieve greater efficiency and standardisation, while also ensuring that procurement activities are aligned with the company’s overall strategy. Of course, there are still challenges associated with the company’s diverse geographical presence, including geopolitical challenges, but we are confident that our procurement structure is well-suited to handle these complexities.

Girteka is determined to drive the digital logistics agenda. Your role in driving the improved methodology and automated digital processes within the supply chain is vital. How are the ongoing transformation and subsequent implementations progressing? What other digital milestones has Girteka achieved in recent years?

One of the key ongoing transformations we are currently undertaking is the implementation of SAP, which will allow us to consolidate all our procurement data and processes into one system.

This will provide us with greater visibility and control over our supply chain and help us to optimize our operations for greater efficiency and cost savings.