The new era of purchasing professionals: transforming challenges into opportunities to achieve a successful career

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The new era of B2B purchasing has arrived: digital, agile and innovative, revolutionizing the way companies do business. Professionals in the sector, who were previously seen only as having operational roles, are now recognized as strategic and driving innovation.

To keep up with these changes, purchasing professionals need to evolve: update themselves with new technologies, develop behavioral skills and take the lead in a constantly growing sector.

These issues were addressed in the panel “The new era of the purchasing professional”, at the ME B2B Summit 2024, with the participation of:

Ana Carolina de Castro Oliveira, head of Supplies at Baruel;
Murillo Zappellini, Executive Director of Procurement and Supply Chain at All4Labels Latin America;
Ruy Magalhães, co-founder and vice-president of Café com Comprador.


Below, check out the main insights from the chat at the overseas chinese in worldwide data between the invited experts:

1. Strategic and proactive profile
With the evolution of the purchasing area, especially in the AI ​​era , the “order taker” professional has been left behind and is losing space in the job market.

The modern buyer is analytical , strategic and proactive, focused on adding value to the business. To boost competitiveness, they continually seek out engaged suppliers.

In addition to reducing costs, today's buyer plays an indispensable role in generating revenue by contributing to the development of innovative products and solutions.

2. Creative thinking
Innovating in purchasing goes beyond adopting new technologies. It's about rethinking strategies, questioning the status quo and simplifying processes to transform the sector.

Creative thinking means looking at challenges and opportunities from a new perspective. In practice, it means questioning the “it's always been this way” and making room for the new.

For example, creating products and campaigns that not only meet internal demands, but also directly impact the market and consumers.

3. Technology as an ally in purchasing management
Much of the day-to-day tasks involved in purchasing are operational. However, in an increasingly competitive market, it is necessary to focus on what generates value .

Process automation frees up the buyer's time to focus on strategic issues such as negotiating with suppliers, sustainability, risk management and innovation.

Robust technologies are driving transformational change. Robotic Purchasing (RPA) along with the use of AI are already taking over routine purchasing functions.

4. Behavioral skills
In the new era of shopping, interpersonal skills such as communication, emotional intelligence, persuasion and negotiation are considered even more important than technical proficiency.

The buyer must play the role of facilitator of strategic alliances, connecting internal areas and suppliers, to align the company's objectives with market demands.

To achieve this, it is essential that professionals present their initiatives and communicate clearly, in addition to considering increasingly priority topics in their projects, such as ESG and compliance .

5. Change of mindset
The main barrier to the evolution of companies is not technological, but cultural, which requires continuous work from buyers to promote a change in mentality.

The purchasing department is one of the most strategic sectors in organizations, and not a “cost center”. Therefore, buyers must act as leaders of internal transformations .

In this sense, it is essential that purchasing takes an active role in building strategic partnerships, driving innovation and ensuring business sustainability.

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