Pablo Marchant

Questioner
DISC Type : c

Jefe de Negociación de Insumos y Servicios at SMU S.A. (Unimarc, M10, Alvi, y Super10)

Santiago, Santiago Metropolitan Region, Chile

Overview

Pablo Marchant is the Head of Negotiation for Supplies and Services at SMU S. A. , with extensive experience in management control, strategic sourcing, and e-procurement, particularly within the IT field. He holds a diploma in Strategic Supply Management from the Universidad de Chile.

Pablo is passionate about fostering sustainable business practices, especially for SMEs. He is actively involved in professional networking to create strategic alliances and shows an interest in how new technologies like AI intersect with personal and professional branding.

He recently received recognition as a promoter of the "Pymes con Impacto" program, supporting sustainable business practices for over 500 organizations.

Personality Overview

Systematic

Not Easily Convinced

Cautious & Analytical

They prefer to fully evaluate every situation.  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.

Topics They Care About

Strategic Sourcing
His career at SMU S. A. has centered on negotiation, e-procurement, and strategic sourcing for IT and other services, as reflected in his job titles and skills.
Business Sustainability
He actively promotes sustainability and competitiveness for small and medium-sized enterprises (SMEs) through his involvement with the "Pymes con Impacto" program.
Strategic Partnerships
He actively seeks to create strategic alliances for SMU by participating in commercial networking events with organizations like the Santiago Chamber of Commerce.

Media Appearances

Pablo has no verified media appearances

Work History

12-2020
Jefe de Negociación de Insumos y Servicios at SMU S.A. (Unimarc, M10, Alvi, y Super10)
7-2018 - 12-2020
Negociador Senior TI at SMU S.A. (Unimarc, M10, Alvi, y Super10)
4-2014 - 8-2018
Consultor PMO at Action Professional Adviser SPA
5-2013 - 4-2014
Control de Gestion Senior at SMU S.A. (Unimarc, M10, Alvi ,Ok Market y Telemercados)
12-2009 - 5-2013
Consultor PMO at Action Consulting Ltda.

Education

2019 - 2019
Curso Metodología Ágil from Universidad de Chile
2019 - 2019
Diplomado en Gestión Estratégica de Abastecimiento from Universidad de Chile

More Information

Social Presence :

Prographics :

Exp : 17 Location : Santiago, Santiago Metropolitan Region, Chile Job Level : N/A Designation : Jefe de Negociación de Insumos y Servicios at SMU S.A. (Unimarc, M10, Alvi, y Super10)
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Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo 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 Pablo

  • 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 Pablo move?

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

  • Can Pablo take some risk or not?

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

You And Pablo

Personality Compatibility


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