Borja Sáez, MBA

Wildcard
DISC Type : csi

Lead Regional Purchasing at Viking

Basel Metropolitan Area, Switzerland

Overview

Borja Sáez is the Lead Regional Purchasing at Viking, where he directs global procurement and logistics for the cruise line. He is a results-oriented supply chain leader with expertise in cost optimization and supplier strategy. He recently graduated with honors from the EHL Hospitality Business School with an MBA.

Outside of his direct role, Borja is passionate about continuous professional development, actively studying for his APICS CSCP certification and exploring advanced negotiation strategies. He remains engaged with his alma mater, EHL, participating in events on the future of hospitality and serving as a jury member for student presentations.

His MBA capstone project explored using AI-driven forecasting to optimize procurement strategies within the cruise industry.

Personality Overview

Curious But Skeptical

Requires Proof

Friendly But Slow

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

AI in Procurement
For his MBA capstone, he explored how AI-driven forecasting can optimize procurement strategies, directly linking it to his work in the cruise industry.
Future of Hospitality
Attends industry events focused on how technology and sustainability are shaping the future of hospitality and serves as a jury member for new MBA presentations at EHL.
Strategic Negotiation
A graduate of Harvard's negotiation mastery program, he shows a keen interest in the subject by reading books from leading experts on influence and negotiation.

Media Appearances

Borja has no verified media appearances

Work History

1-2025
Lead Regional Purchasing at Viking
1-2023 - 12-2024
Senior Manager, Regional F&B Sourcing at Viking
3-2020 - 1-2023
Purchasing Manager at Viking
9-2018 - 3-2020
International Account Manager at OVAG International AG
4-2016 - 8-2018
Sourcing and Contract Manager at EF Educational Tours

Education

3-2023 - 7-2025
Master of Business Administration - MBA from EHL
2017 - 2017
Negotiation mastery from Harvard Business School Online

More Information

Social Presence :

Prographics :

Exp : 17 Location : Basel Metropolitan Area, Switzerland Job Level : Mid-senior Designation : Lead Regional Purchasing at Viking
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Insights For Selling To Borja

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Persuade objectively how your product will help them achieve their goals
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Borja is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Borja

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Borja move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Borja take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Borja

Personality Compatibility


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