Michael Norris

Captain
DISC Type : DS

Global Head of Procurement at Total Marketing Support Limited

Greater Northampton Area, United Kingdom

Overview

Michael is the Global Head of Procurement at Total Marketing Support, a DS Smith company, specializing in supply chain management for marketing services and packaging. He holds a BSc (Hons) from the University of Hertfordshire, and colleagues frequently describe him as knowledgeable, professional, honest, and efficient in his work.

Outside of his procurement leadership role, Michael is involved in his local community, having served as a Parent Governor at Kingsthorpe College. This indicates a personal interest in education and community development, showing a commitment to activities beyond his corporate responsibilities.

He has a strong dislike for lazy, AI-generated sales emails, particularly those that fail at basic personalization like using a generic "[First Name]" placeholder.

Personality Overview

Output-Driven

Decisive But Calm

Long-Term Thinker

They are very professional in their approach and can weigh multiple perspectives together.  Reading between the lines and seeing beyond your words comes naturally to them. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Sustainable Procurement
Attended The Economist Sustainability Week and frequently posts about developing sustainable procurement strategies and packaging innovations.
Procurement Technology
Shows keen interest in new tech by attending industry events like Jaggaer's "REV on the Road" and listing Oracle and SAP as interests.
Personalized Outreach
Publicly criticized a poorly executed, AI-generated sales email, showing a strong preference for genuine and well-researched communication.

Media Appearances

Michael has no verified media appearances

Work History

6-2024
Global Head of Procurement at Total Marketing Support Limited
1-2022 - 5-2024
Parent Governor at Kingsthorpe College
10-2019 - 6-2024
Global Head of Sourcing - Retail at Total Marketing Support Limited
3-2019 - 9-2019
EMEA Category Director - POSM, Packaging & Premiums at Tag at Tag
4-2015 - 3-2019
EMEA Strategic Sourcing Lead - POSM & Premiums at Tag

Education

1995 - 1999
BSc (Hons) from University of Hertfordshire

More Information

Social Presence :

Prographics :

Exp : 27 Location : Greater Northampton Area, United Kingdom Job Level : Mid-senior Designation : Global Head of Procurement at Total Marketing Support Limited
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Let them know of potential risks but suggest mitigation methods alongside
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Michael

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Michael take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Michael

Personality Compatibility


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