EP 11 — PepsiCo’s Heleen Du Toit on The Power of Tactical Empathy in Procurement and Negotiation

In this episode of Smarter Sourcing, John speaks with Heleen Du Toit, VP of Procurement, Rigid Packaging at PepsiCo. Heleen shares her perspective on the vital role of balancing experience and skills for career growth. She touches on the importance of tactical empathy in negotiation, drawing from Chris Voss's book Never Split the Difference. 

 

Heleen also discusses the future of sourcing and procurement, emphasizing a shift from cost to value through the use of market intelligence and artificial intelligence. She offers valuable insights on leadership, negotiation, and adapting to the evolving landscape of the industry, along with practical advice and forward-thinking strategies. 

 

Topics discussed:

• The importance of balancing hands-on experience with a strong skill set for continued career growth and adaptability in the industry.
• Insights on negotiation strategies, emphasizing the concept of tactical empathy.
• Developing strong operational skills and the ability to solve complex problems as key components for success in procurement.
• The shift from focusing purely on cost to emphasizing value and leveraging market intelligence and artificial intelligence in procurement.
• Investing in diverse, highly talented teams and matching the right people to the right roles to drive business success.
• How the pandemic has changed the strategic role of procurement and sourcing within companies, emphasizing agility and responsiveness.
• The importance of ongoing education, mentoring, and adapting to new business strategies and technological advancements.
• The necessity of a strong understanding of how actions drive business growth and margin, integrating cost models and macroeconomics.