Arnaud Thoni

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DISC Type : cd

Global Head of Procurement - Sales & Marketing at The HEINEKEN Company

Amsterdam, North Holland, Netherlands

Overview

Arnaud Thoni leads Global Procurement for Sales & Marketing at The HEINEKEN Company, leveraging broad experience from Warner Bros. and Argon & Co. He channels his expertise in marketing, sustainability, and innovation to drive commercial success while mitigating environmental impact. He holds a Master of Science from Grenoble Ecole de Management.

He is passionate about fostering learning and growth, demonstrated by his engagement with students from his alma mater. Arnaud believes in the power of sharing ideas and connecting with peers and partners across the industry to inspire progress and drive change.

His career is marked by a unique and intentional shift from financially driven roles to becoming a leader in sustainable business practices.

Personality Overview

ROI Conscious

Demanding

Judgemental

They respond well to confident salespeople.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

Sustainable Procurement
A core focus of his current and previous roles at Heineken, aiming to reduce waste and carbon emissions from commercial activities and supply chains.
Marketing Procurement
Leads this function globally at Heineken and is a frequent keynote speaker at industry events like ProcureCon Marketing Connect, focusing on innovation and strategy.
Team Development
Vocal about his aspiration to develop a diverse team, recently posting about exciting vacancies and opportunities for growth within his group at Heineken.

Media Appearances

Arnaud has no verified media appearances

Work History

9-2021
Global Head of Procurement - Sales & Marketing at The HEINEKEN Company
4-2018 - 9-2021
Global Sustainability & Innovation Manager - Commerce at The HEINEKEN Company
11-2017 - 4-2018
Global Category Manager - Media & CMI at The HEINEKEN Company
2-2015 - 10-2017
Senior Manager, Strategic Sourcing EMEA at Warner Bros. Entertainment Group of Companies
1-2014 - 2-2015
Consultant at Argon & Co

Education

2006 - 2007
Master of Science (MSc) from Grenoble Ecole de Management
2020 - 2020
Certificate from Harvard Business School Online

More Information

Social Presence :

Prographics :

Exp : 15 Location : Amsterdam, North Holland, Netherlands Job Level : Mid-senior Designation : Global Head of Procurement - Sales & Marketing at The HEINEKEN Company
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Insights For Selling To Arnaud

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Be crisp while making the pitch
  • Make sure that they have the necessary authority, they could present false stature sometimes

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don’t expect them to change their mind quickly if they say no once
  • Avoid repeating yourself or making generalizations

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Arnaud is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Arnaud

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Arnaud move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Arnaud take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Arnaud

Personality Compatibility


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