Arnaud CAILLY-PICKTHALL

Questioner
DISC Type : c

HEAD OF CONTRACTS & PROCUREMENT - ANGOLA at TotalEnergies

France

Overview

Arnaud is a seasoned procurement leader at TotalEnergies, currently heading Contracts & Procurement in Angola. With extensive international experience in Nigeria and France, he specializes in strategy, compliance, supplier management, and change management. He holds a Master of Management from EDHEC Business School and has a background in the automotive industry with PSA Peugeot Citroën.

He has successfully managed and implemented complex procurement tools and processes, including SAP, ARIBA, and IVALUA, across multiple global affiliates.

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Global Procurement Strategy
His career involves leading procurement strategy, compliance, and performance management for TotalEnergies across international locations including Angola, Nigeria, and France.
Supplier Relationship Management
A key focus in his past roles involved managing the full supplier lifecycle, including qualification, local content development, performance, and CSR audits.
Procurement Transformation
He has significant experience in change management, designing and implementing new organizations, processes, methodologies, and IT solutions like SAP and Ariba.

Media Appearances

Arnaud has no verified media appearances

Work History

1-2018
HEAD OF CONTRACTS & PROCUREMENT - ANGOLA at TotalEnergies
7-2011 - 12-2017
HEAD OF CONTRACTS & PROCUREMENT METHODS (Strategic sourcing activities) - NIGERIA at TotalEnergies
1-2011 - 6-2011
SENIOR STRATEGIC SOURCING ANALYST (Internal consultant) - FRANCE & AFFILIATES at TotalEnergies
3-2008 - 12-2010
SENIOR CONSULTANT at BY.O GROUP
1-2006 - 3-2008
INDUSTRIAL PURCHASER at PSA Peugeot Citroën

Education

2003 - 2005
Master of Management from EDHEC Business School
2000 - 2003
Licence from Université Évry Paris-Saclay

More Information

Social Presence :

Prographics :

Exp : 19 Location : France Job Level : Mid-senior Designation : HEAD OF CONTRACTS & PROCUREMENT - ANGOLA at TotalEnergies
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Insights For Selling To Arnaud

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Arnaud is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Arnaud

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Arnaud move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Arnaud take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Arnaud

Personality Compatibility


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