How to Bridge the Gap between Sales and Procurement [Video Highlights]

Jill Robbins hosted a workshop with PharmaSource members this week about how Procurement teams can get the most from the suppliers they work with.

Drawing on her experience as a Fractional CPO for Biotechs and procurement roles within Pharma companies such as Eli Lilly and Elanco, Jill shared her advice for how to establish better, mutually beneficial relationships with strategic suppliers.

This video summarises some of the highlights of Jill’s introduction to this important topic.

Leverage your Sales Rep

One of the key points from the session is to use your supplier relationship as a source of valuable information, both into competitors and what they are seeing in your own company.

“”Leverage your Account Executive or Sales Rep as a source of valuable information. Ask open ended questions on how other pharma/biotech companies are using them. Oftentimes suppliers see what is happening within your business and at other competitors that you may miss. “

“Hold suppliers accountable to KPIs and TCO (Total Cost Optimization), which includes delivering innovative solutions Proactively manage the contract deliverables, KPI’s and overall relationship.”

This will set you apart from your competition; educate and gain insight into what your competitor are doing.

• Listen to the Podcast interview with Jill Robbins 7 tips for better Pharma Procurement