Dennis Truax

Questioner
DISC Type : c

Vice President Procurement at Eli Lilly and Company

Indianapolis, Indiana, United States

Overview

Dennis Truax is the Vice President of Procurement at Eli Lilly and Company, where he has held progressively senior roles. He is a seasoned procurement leader with expertise in supplier relationships and risk management, leveraging an MBA from Indiana Universitys Kelley School of Business to drive productivity and value.

His community leadership is demonstrated by his service as Board Chair for the Mid-States Minority Supplier Development Council, where he supported the advancement of minority-owned businesses. During his undergraduate studies at the University of Richmond, he took on leadership roles such as being a Resident Assistant.

He served as the Board Chair for the Mid-States Minority Supplier Development Council, advancing economic development for communities of color.

Personality Overview

Price-Sensitive

Cautious & Analytical

Value Seeker

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

Topics They Care About

Supplier Diversity
Served as Board Chair for the Mid-States Minority Supplier Development Council, showing a clear commitment to advancing opportunities for minority-owned businesses.
Pharma Procurement
Possesses extensive experience leading procurement and strategic sourcing within the pharmaceutical industry from his long tenure at Eli Lilly and Company.
Supply Chain Risk
Has previously identified risk management within the supply chain as a key focus area and challenge in his procurement strategy.

Media Appearances

Dennis has no verified media appearances

Work History

3-2023
Vice President Procurement at Eli Lilly and Company
3-2022
Associate Vice President, Procurement at Eli Lilly and Company
10-2011 - 3-2022
Senior Director Procurement, Global Research & Development at Eli Lilly and Company
Financial Analyst at CareFirst BlueCross BlueShield

Education

1993 - 1995
MBA from Indiana University - Kelley School of Business
1985 - 1989
B.S. from University of Richmond - Robins School of Business

More Information

Social Presence :

Prographics :

Exp : 14 Location : Indianapolis, Indiana, United States Job Level : Senior Designation : Vice President Procurement at Eli Lilly and Company
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Insights For Selling To Dennis

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
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured
  • 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 Dennis 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 Dennis

  • 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 Dennis move?

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

  • Can Dennis take some risk or not?

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

You And Dennis

Personality Compatibility


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