4 March 2010 | Christophe Revirron
Christophe Revirron, procurement director at Merck Serono SA, has high expectations for the future of the profession
Buying involves selling
When I was interviewed for the role at Merck Serono I was asked how I found my way into procurement when I have a background in sales and marketing. I answered that the two professions are similar – they’re about selling ideas and ways of doing things differently.
Gaining the edge
Procurement’s responsibility at Merck Serono is to secure a competitive advantage in the way we spend. We have to be smarter than rivals in the way we source.
Good feedback is rewarding
When my internal customers say that my team members are also part of their team, we can encourage them to bring in new ideas, including better specifications and briefs.
We now get inundated with requests from internal customers.
It’s a good sign for the future that people in the business are asking for more procurement support.
Sourcing the right people
It is very difficult in procurement to find the right talent. You need a mix of international exposure, business skills and a procurement background.
Finding people who can move into senior management roles is hard because procurement is changing
so rapidly.
More mature individuals tend to have old-style management techniques, but the function is getting much more strategic.
Expect the unexpected
Long-term career plans I’ve learnt are a waste of time. Be open to unexpected career moves, explore unknown areas and take some risks. Also the pace of the business requires agility, so you need to be ready for the next challenge.
Procurement is the right area to be in. I have high expectations of how it will develop as a function.
CV: Christophe Revirron
Job history:
2009-present: Procurement director, pharmaceuticals, Merck Serono
2007-2009: Senior director, global commercial purchasing, UCB Pharma
2005-2007: Associate director, purchasing – marketing services, UCB Pharma
2003-2005: Project leader/global brand manager urology, UCB Pharma
Education:
MBA from Rouen Business School; studied economics, psychology and computer architecture at HEC Montréal; undertook preparatory classes for the French grandes écoles
Hobbies and interests:
Playing sports with my children and renovating the house
Favourite film: Barry Lyndon
Guiltiest pleasure: Playing video games with my kids
Most treasured possession: My 18th-century farmhouse
Greatest fear: Not having enough time to do things – it’s a nice fear to have
