Sheldon Kotara

Wildcard
DISC Type : csi

Facility Procurement Category Manager at HEB

San Antonio, Texas, United States

Overview

Sheldon Kotara is a seasoned procurement and construction professional at H-E-B, currently managing facility categories like roofing, parking lots, and building exteriors. His experience spans managing construction estimating teams for new stores and remodels, and overseeing strategic sourcing for non-retail fixtures and IT equipment.

Personality Overview

ROI Driven

Requires Proof

Friendly But Slow

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Facility Procurement
Manages procurement for roofs, parking lots, and building structures for over 300 H-E-B stores and facilities, focusing on annual maintenance programs and long-term solutions.
Construction Management
Previously managed H-E-B's Construction Estimating Team, responsible for budgeting, bidding, and buying for new stores, remodels, and other large-scale development projects.
Strategic Sourcing
Has experience as a Sr. Commodity Development Manager, procuring non-retail fixtures, food service equipment, and IT items for all stores.

Media Appearances

Sheldon has no verified media appearances

Work History

9-2016
Facility Procurement Category Manager at HEB
4-2010
Sr. Commodity Development Manager (Buyer) at HEB
1-2006 - 5-2010
Sr. Manager - Construction Estimating Dept. at HEB

Education

Sheldon has no verified education history

More Information

Social Presence :

Prographics :

Exp : 20 Location : San Antonio, Texas, United States Job Level : Middle Designation : Facility Procurement Category Manager at HEB
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Insights For Selling To Sheldon

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sheldon is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Sheldon

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Sheldon move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Sheldon take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Sheldon

Personality Compatibility


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