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All about the role:
The Negotiation Excellence Manager (Direct Material & Sourced Products) is a newly created, high-impact role within our Procurement organization. Reporting to the Procurement Excellence Vice President, this leader will act as a strategic partner to procurement category leaders and sourcing teams to drive performance improvements in cost, quality, delivery, and innovation through world-class negotiation practices.
A primary mission for this role is to establish a dedicated framework of methodologies, playbooks, and training programs – to elevate Electrolux's commercial negotiation capabilities across Direct Materials and Sourced Products categories. You will spearhead high-stakes negotiations in critical spend areas and with key suppliers, providing expert guidance or direct leadership to secure best-value agreements for Electrolux. Additionally, this role will standardize negotiation preparation, risk profiling, and stakeholder alignment processes, ensuring every major negotiation is thoroughly planned (with clear objectives, data-driven cost breakdowns, and defined fallback positions) and that all internal stakeholders are aligned on strategy and risk mitigation.
In essence, you will be building Electrolux's negotiation excellence engine – combining cutting-edge techniques (leveraging game theory and advanced analytics) with proven procurement negotiation frameworks (like should-cost modeling and supplier risk management) to consistently achieve superior outcomes. This position is integral to creating a best-in-class procurement organization with a digital culture and mindset, enabling our value-based sourcing strategy and delivering value to the company with agility and speed.
What you'll do:
As Negotiation Excellence Manager (Direct Material & Sourced Products), you will transform the company's negotiation capability into a strategic, data‑driven, value‑creating function. You will define methodologies, lead high‑stakes negotiations, develop advanced analytical tools, and elevate global procurement negotiation skills. Your work ensures fact‑based, market‑aligned, and maximized value outcomes.
Negotiation Strategy & Governance
- Develop and maintain negotiation frameworks, playbooks, templates, and SOPs.
- Establish standardized processes for planning, executing, and reviewing negotiations.
- Ensure consistent best‑practice adoption across Procurement and Sourcing.
- Define approval workflows (BATNA, concessions, escalation thresholds, risk frameworks).
Lead & Support High-Stakes Negotiations
- Lead or coach high‑stakes negotiations in critical categories.
- Support multi‑round negotiation design (e‑auctions, competitive bidding, cost‑based rounds).
- Drive structured concession strategies using analytical levers (TCO, bundling, specs optimization, supplier rationalization, benchmarks).
- Facilitate cross‑functional alignment with Finance, Engineering, Quality, and Supply Chain.
Analytics & Intelligence
- Build data‑driven cost analyses and identify negotiation levers.
- Apply game theory and scenario analysis to define negotiation tactics.
- Partner with BI/Data teams to develop dashboards, fact packs, and supplier analytics.
- Validate supplier cost claims using indices, FX, inflation, and benchmark data.
Capability Building & Training
- Design and deliver negotiation training (core, advanced, category‑specific).
- Introduce innovative methods (competitive simulations, cost breakdown analysis, game‑theory‑based strategies).
- Coach category managers on preparation, argumentation, concessions, and closing.
Cross-Functional Alignment
- Align negotiation strategies with Category Management, Engineering, Supplier Development, Finance, and Legal.
- Ensure integration with cost roadmaps, supplier strategies, and product pipelines.
- Provide insights on markets, supplier efficiency, and cost evolution.
- Partner with Digital Program teams to embed data and technology into the negotiation process.
Continuous Improvement & Results Tracking
- Lead post‑negotiation reviews and drive continuous improvement.
- Measure performance (savings, value creation, compliance).
- Identify systemic gaps (process, tools, skills) and lead improvements.
- Ensure negotiated savings are realized and properly tracked.
Who you are:
- Procurement Experience: 5 - 7 years in strategic sourcing or category management, leading major regional/global negotiations. Strong preference for Direct Materials experience.
- Negotiation Expertise: Deep knowledge of traditional and analytics‑driven negotiation methods, including game theory. Proven success in complex, high‑value negotiations.
- Parametric Bidding: Experience developing category‑specific RFQs and structured cost‑driver‑based bid analyses.
- Cost & Financial Acumen: Strong cost breakdown and should‑cost modeling skills. Ability to challenge supplier pricing with facts. Experience with tools like Teamcenter PCM, aPriori, or advanced Excel cost models.
- Market Knowledge: Solid understanding of raw materials and commodity dynamics, including managing volatility and supply risks through pricing mechanisms or indexed contracts.
- Analytical & Digital Skills: Strong analytical mindset. Advanced Excel skills required. Experience with Power BI, SQL, Azure, and e-sourcing tools (SAP Ariba, Coupa) is an advantage.
- Project Management: Demonstrated ability to lead complex projects and manage multiple initiatives simultaneously, establishing clear plans and driving execution with a strong ownership mindset. Proven success in delivering results in demanding environments and steering complex sourcing or transformation projects to completion.
- Stakeholder Management: Excellent communication and influencing skills, with experience working in global, cross‑functional, and multicultural environments.
- Change Leadership: Demonstrated capability in driving process and cultural change, introducing new frameworks, and training or mentoring teams. Continuous improvement mindset.
KPIs and Success Metrics:
Success in this role will be measured by clear performance indicators, such as:
- Cost Savings & Value Delivery: Annual savings achieved through negotiations (e.g., direct material cost reductions, cost avoidance, improved terms) contributing to procurement targets.
- Negotiated Spend Coverage: Share of spend or key projects using the structured negotiation methodology, showing adoption of CoE practices.
- Capability Building: Number of team members trained or certified, improvements in their negotiation performance, and development of playbooks, workshops, and knowledge‑sharing activities.
- Process Adoption & Compliance: Adherence to standardized negotiation planning and usage of tools such as e‑auctions and cost‑modeling templates.
- Stakeholder Satisfaction: Feedback from internal stakeholders on negotiation outcomes and the overall value delivered by the Negotiation CoE.
Where you'll be:
This position is available in the following Electrolux locations:
- Shanghai, China
- Bangkok Thailand
- Curitiba, Brazil
Benefits highlights:
- Flexible work hours/hybrid work environment
- Discounts on our award-winning Electrolux products and services
- Family-friendly benefits
- Insurance policy plan
- Extensive learning opportunities and flexible career path
As part of Electrolux, we will continuously invest in you and your development. There are no barriers to where your career could take you.
Find out more: https://www.electroluxgroup.com/en
