ECA Case Study: Executive Search

Senior Manager, Sales & Marketing

Procurement Services Firm


Sales, Marketing

San Francisco, CA

Post-MBA (1-2 years)

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Position Details

Client / Situation
  • Our client is a growing procurement services and solutions firm focused on source-to-pay project leadership and they needed a strategic thinker with proven business acumen and excellent relationship-building skills
  • They required the consultant to help their Pharmaceutical / Biotech clients procure services for their marketing and sales organization in North America, and build on their successful track record by conducting spend analysis, analyzing markets, and leading supplier price and contract negotiations
Objectives / Mandate
  • Develop and execute strategic sourcing initiatives across Sales and Marketing for Pharmaceutical / Biotech clients
  • Lead, motivate and develop a cross-functional team to collaboratively develop and execute strategies
  • Engage and build relationships with key business partners to ensure sourcing solutions meet business needs
  • Procure services for clients’ marketing and sales function, including market research, media agencies, marketing technology, and marketing operations
  • Conduct spend analysis, analyze markets, and identify sourcing value levers
  • Execute competitive RFIs/RFPs and oversee supplier price and contract negotiations

ECA’s Sales Practice Lead

This is a picture of Ken Kanara in a suit, the President of ECA
Ken Kanara

Ken has placed numerous Sales consultants with ECA clients. He would be happy to discuss your upcoming initiative.

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