Martin Kelly

Questioner
DISC Type : c

Head of Procurement at South West London and St George's Mental Health NHS Trust

Greater London, England, United Kingdom

Overview

Martin Kelly is a Chartered Procurement & Supply Professional leading procurement strategy for the South West London & St Georges Mental Health NHS Trust. His expertise lies in delivering value for money in compliance with public sector legislation. He holds a BA (hons) degree from St Mary’s University, Twickenham and is a Member of the Chartered Institute of Procurement and Supply.

Personality Overview

Price-Sensitive

Systematic

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  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

NHS Procurement
As Head of Procurement, he is responsible for ensuring the Trust meets NHS Procurement Standards and demonstrates value for money in all sourcing activities.
Community Leadership
Holds multiple voluntary leadership roles, including on the Executive Committee of the London Universities Purchasing Consortium and as a school's Co-Chair of Governors.
Medical Device Sourcing
He serves as the Chairman of the Medical Devices Group, indicating a specialized interest and expertise in this specific area of healthcare procurement.

Media Appearances

Martin has no verified media appearances

Work History

8-2007
Head of Procurement at South West London and St George's Mental Health NHS Trust
1-2000 - 8-2007
Supplies Manager at SW London Support Services Partnership
4-1996 - 1-2000
Purchasing Officer at St George's Healthcare NHS Trust

Education

BA (hons) from St Mary’s University, Twickenham
English Language and Literature from Clapham College

More Information

Social Presence :

Prographics :

Exp : 29 Location : Greater London, England, United Kingdom Job Level : Mid-senior Designation : Head of Procurement at South West London and St George's Mental Health NHS Trust
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Insights For Selling To Martin

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martin 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 Martin

  • 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 Martin move?

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

  • Can Martin take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Martin

Personality Compatibility


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