Ricardo Pascual

Evaluator
DISC Type : Dsc

Procurement Director at Sonepar

Madrid, Community of Madrid, Spain

Overview

Ricardo is an award-winning Chief Procurement Officer with over 20 years of experience leading global procurement teams and transformations. He specializes in driving EBITDA improvement, cash optimization, and implementing digital and ESG strategies. He holds a Global Strategic Management certificate from Harvard Business School. People who have worked with him describe him as rigorous, committed, and an excellent communicator.

He is deeply engaged in the professional procurement community, actively sharing knowledge and opportunities with his network. Ricardo frequently serves as a keynote speaker at international events for industry leaders in Spain and Latin America, demonstrating a passion for elevating the procurement function and mentoring other professionals in the field.

Unique fact: Ricardo is the recipient of the prestigious "Best CPO" award from AERCE (Spanish Association of Purchasing and Supply Professionals).

Personality Overview

Fast But Analytical

Thorough Evaluator

Quality Focused

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Procurement Transformation
His entire career focuses on designing and executing award-winning procurement transformation projects to generate sustainable value.
EBITDA Value Creation
He has a proven track record of delivering measurable business impact through direct EBITDA improvement for corporations and private equity portfolios.
AI in Procurement
He follows and shares insights on the practical application of AI, including new operating models and AI agent workforces for procurement.

Media Appearances

Ricardo has no verified media appearances

Work History

2025
Procurement Director at Sonepar
2022 - 2025
Procurement Director at Urbaser
2016 - 2022
Procurement Director at Verallia
2012 - 2015
Procurement Director at Grupo ADO-Avanza
2010 - 2012
Procurement Director at Gestamp

Education

Global Strategic Management from Harvard Business School
PDD Management from IESE Business School

More Information

Social Presence :

Prographics :

Exp : 27 Location : Madrid, Community of Madrid, Spain Job Level : Mid-senior Designation : Procurement Director at Sonepar
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Insights For Selling To Ricardo

During A Call Or A Meeting

DO's

  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ricardo is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Ricardo

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Ricardo move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Ricardo take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Ricardo

Personality Compatibility


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