One for all

The daily responsibilities of a purchasing manager are very diverse. First of all, he keeps track of deliveries in a timely manner - so that each client receives his goods on time. The buyer analyzes the remaining goods in the warehouse in order to purchase only what is necessary and not to fill the warehouse with surpluses. In addition, daily it is necessary to coordinate their actions with the logistics department, since the transportation of a consignment of goods depends on it. Periodically, new contracts are to be concluded.

The purchasing manager controls the level of prices in the market and pricing within the company, if necessary - receivables. Of course, any work should be done by a professional. If the company has a special financial or accounting department or service, a financial manager, an accountant involved in reconciliations and primary documents, etc., then they must control the entire financial side of the procurement process. But the procurement specialist still needs to be aware of the situation with partners and suppliers.

Where does the purchasing manager work and what does he buy

A purchasing manager can work both in production (for example, purchasing components and raw materials) and on trading floors (purchasing goods for resale). But it is quite possible to move from one area to another or from the purchase of a certain product category to another. It doesn't matter which product category the purchasing manager wants to develop. Only in exceptional cases is special education required. For example, it is impossible to purchase industrial equipment for drilling oil wells or complex medical equipment without specialized education. In everything related to the sale or production of food products, consumer goods, a competent specialist can easily and without loss of time and labor costs switch to a new direction.

They don't teach anywhere, but experience is required

The specialty “buyer” is not taught anywhere. But the profession combines several specialties. An employee in this position must be versed in the basic economy, have the skills of a negotiator and have at least a superficial knowledge of jurisprudence and civil code. Therefore, when hiring, work experience comes to the fore. No one will hire an applicant without experience for a category manager position. You have to start from the bottom and gain experience over time. If you were successful in some positions, you are interested in and like the path of procurement, then there is every chance of making a career in this area.

The necessary knowledge and skills can be acquired in specialized publications and on Internet resources where you can consult with experts. There are resources with analytical data - they help development.

7 Habits of a Highly Effective Buyer

The task of a person who manages purchases is to provide his enterprise with the necessary goods on time and at the lowest possible price. Therefore, an ideal buyer should feel the mood of the market, trends, analyze what will be on the wave of popularity in the near future, feel the development of the seasonal factor.

When applying for a job, you need to be as honest as possible - without exaggeration, talk about your successes. You can even talk about failures at the interview to tell what you have achieved, what conclusions you have drawn and what experience you have gained.

Such a characteristic as sociability may not be indicated in. This skill is very necessary, but it is assumed by default. A procurement specialist needs to negotiate, he must be able to speak, formulate his thoughts, manage the dialogue, including the ability to manipulate opponents. You can not do without knowledge of office programs and 1C. Without them, no one works, so they don’t even write it on the list of requirements.

Buyer KPI

The work of the buyer in trade is primarily evaluated by sales - the further sale of products. In production, it is necessary to ensure the loading of components and raw materials. It is necessary to accurately calculate everything so that there is no shortage of raw materials and, conversely, so that the warehouse does not overflow. It is necessary to maintain the optimal condition of the warehouse - to purchase goods on time and at the best price, to maintain a dialogue with partners and suppliers in order to constantly be aware of what is happening on the market, to receive good prices, the necessary additional conditions, for example, deferred payment, credit limits, bonuses, bonuses, motivating to develop these relationships.

A buyer working in trade must understand for what money and under what sauce his goods will be offered. Purchasing and sales are often a single entity, which occasionally still has a conflict of interest. But these two departments must have a complete mutual understanding.

Without financial responsibility and "kickbacks"

Despite the fact that the profit of the company directly depends on the competent work of the purchasing manager, usually when hiring according to the staffing table, a person carries no more than all other employees. But sometimes the employer insists on an individual employment contract, which may reflect different conditions, depending on what task the purchasing manager faces.

Much more important is the personal responsibility of the purchaser himself. As a rule, if you do not personally immerse yourself in the topic, do not worry about every step taken or not taken, do not perceive the successes and losses of the company, including financial ones, then it is unlikely that you will succeed in becoming successful in the profession. Treat the company as if it were your own.

As for “kickbacks”, this is one of the most common stereotypes. A good buyer cannot afford them. Any corrupt component in commerce leads to the destruction of normal competition, natural market processes and corrupts the people who participate in these processes. You can always agree with the leaders of the company about the right motivation, which will be much better than any "kickback".

Career from operator to financial director

People who have just come to the purchasing department are ordering goods, tracking the balance and its movement according to a certain algorithm, monitoring prices, collecting, processing and providing various analytical information. In different companies, job titles may change, but usually a novice specialist can apply for the position of operator or analyst.

It is believed that the highest rung of the career ladder is the head of the purchasing department. In fact, in the future, the buyer may even grow to a commercial or financial director. The purchase of goods in any case is inextricably linked with its implementation. Therefore, although these are slightly different camps, there is still a commonality of goals and objectives.

Diversity and constant development is the main plus

The profession of a buyer opens up many prospects: you can develop and work in a variety of areas. If you can communicate with suppliers, achieve favorable commercial conditions, complete work on time, ensure normal pricing, all doors open for you! You can try yourself in a variety of product categories. Various companies are waiting for you, and for a fairly decent salary.

Every trade organization needs a highly professional purchasing manager. In theory, no one except such an employee knows how to find the best suppliers, negotiate, establish long-term cooperation, build an ideal procurement strategy.

Purchasing manager and his role in the enterprise

Purchasing manager- an employee whose functions are to provide the organization with the required goods, market analysis, search and control of suppliers, solving customs and transport problems.

Based on the direction in which the business is conducted, the responsibilities of the purchasing manager are determined.

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When the type of activity allows you to calculate in advance and determine with high accuracy the sale of the entire list of products, then the role of the manager will be reduced to the most accurate execution of the procurement plan.

In cases where there is a need for an exclusive purchase of clothing, footwear, furniture, perfumes, jewelry, etc., the function of the supplier will be to search for goods in optimal volumes that will be sold in the shortest possible time.

Among the purchasing managers there are such experts in their field who have unique skills for effective cooperation with people and the ability to always achieve the set goal. The fruits of their work will be the best suppliers who are always ready to sell a quality product for your company at the lowest cost, as well as provide installment payments and the opportunity to return unsold goods.

Primary Responsibilities of a Purchasing Manager are the definition of a general procurement strategy, the identification of a balance between the purchased and sold goods, the control that the sold goods satisfy the needs of the buyer and, as a result, are sold quickly and on favorable terms.

The job market has accumulated a huge number of positions for professionals in the field of supply. As a rule, they have some differences in their functions, which are reflected in the very title of the vacancy. So, for example, there is a category manager, a product line manager, a product manager, a purchasing manager, and a supply manager. Often the title of the position does not at all define the duties that will actually need to be performed. This leads to the fact that applicants make a resume for a specific position, and in fact, in the eyes of the employer, the qualification of the employee drops significantly, and recruiters spend much more time and labor resources searching for applicants for the position.

In the vast majority of cases in manufacturing companies the supplier is directly involved in the process of calculating the standards for inventories, is looking for suppliers, conducts the negotiation process, controls the delivery and storage of raw materials, and works to increase investment in the material and technical base.

In large trading companies supply department employees have a wide range of functions: category managers, product managers, brand managers. And in addition to all stages of the procurement process, their area of ​​​​responsibility includes the company's assortment policy, turnover and pricing.

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Expert opinion

Small Business Needs a General Purchasing Manager

Sergey Makarenko,

CEO of CJSC « Würth-Rus»

In my opinion, the creation of a large procurement department at the start of work is not justified. The first important step is finding clients. At this stage, sales development will be a priority. Due to the small volumes at the stage of introducing the company to the market, purchases can be made even on not the most favorable terms. It is much more important at this time to study the market. A procurement specialist is needed here to implement technical functions.

In the recent past, we opened a subsidiary. Purchasing was entrusted to the General Director. Later, an employee was hired to work with the goods, from finding suppliers to storing them in a warehouse. In fact, he was a logistician, the main thing he had to do was to establish profitable schemes for importing the product. At the next stage of the company's development, when it moved to dynamic growth, an additional professional was required, with a new vision of the work of the unit. A good purchasing manager is a specialist in entrepreneurship and commerce, finding the most profitable ways to work without fear of risk.

The purchasing department begins to work in full measure when the company has determined and occupied its niche in the market, confidently entrenched itself in its position, segmented its interests, and structured the sales chain. The key to high competitiveness is the high quality of goods, a carefully verified list of products, and competent pricing. Most of these tasks are solved by the work of the purchasing department. A competent supplier is able to find the right suppliers and goods of the highest quality, to reach agreements on favorable prices for raw materials. The abilities of this employee will largely determine the prospects of the organization in its market niche.

The last period of our activity is due to the development phase, which required the replacement of the purchaser-logistician with an enterprising worker. At the moment, our growth is from 40 to 50% per year. During the work of the previous specialist, our ceiling did not exceed 25%. I want to note that the economic situation has not changed during this time. The person I'm talking about was originally promoted to product manager. Over time, he mastered our entire range, which is 3,000 units in the company and 50,000 units in the total volume of our concern. We are aiming for 15,000, and the purchasing department is the link that is responsible for achieving the goal.

In summary, I note that the speed of decision-making by the buyer determines the level of sales. Sales employees are very subjective in their work. They will always find an excuse for low sales. Therefore, now the buyer is selling.

What should a Procurement Manager know and be able to do?

To key skills Purchasing Manager include:

• communication skills in working with colleagues, the ability to properly build and conduct a negotiation process with clients;
• knowledge of market features;
• possession of technical information.

This is the foundation on which the manager can build his work in the new firm and perform his duties with a high degree of quality.

For good work results purchasing and supply manager requires not only a large amount of knowledge, but also the ability and constant willingness to take responsibility.

Job responsibilities of a Purchasing Manager include:

1. Competent maintenance of working documentation and reports.
2. Control of settlement transactions.
3. Optimization of terms of supply through negotiations.
4. Procurement planning.
5. Warehouse stock control.
6. Compilation and constant updating of the assortment.
7. Ability to control deliveries.
8. Working with clients and ensuring the constant growth of their number.
9. Achieve the best possible prices.
10. Ability to conduct tenders.

The functions of purchasing managers in different companies are strikingly different.

In a more concrete way Purchasing manager functions include:

1. Selection of new contractors.
2. Delivery of new types of goods to the enterprise.
3. Analysis of consumers, potential buyers.
4. Delivery time control.

But this is also an open list of functions. The responsibilities of a purchasing manager include a greater number of work operations, depending on the direction of each organization.

• Restaurant

In the restaurant business, the supplier monitors the fulfillment of the deadlines for the delivery of products, controls the filling of the warehouse, looks for new suppliers with favorable working conditions and lower prices, and maintains documentation.

• Purchase of grain

The employee responsible for the purchase of grain monitors the market, conducts auctions and tender purchases. In addition, he must navigate the specifics of the market for buying and selling grain at a high level.

• Procurement of electronic components

In this direction of work, the manager, in addition to the main duties, must understand the products sold by the enterprise due to its specificity. Without a correct understanding of the goods sold, it is impossible to work efficiently and effectively.

• Purchase of building materials

When working in the construction industry, it is important to be able to navigate the market in order to find materials of high quality, while at the same time at favorable prices for the company. Cost optimization is the most important tool in this industry.

• Purchase of outdoor advertising to the agency

Without communication skills, it is impossible to meet the requirements of the agency. A good bonus for the applicant will be knowledge of foreign languages.

In addition, the job descriptions of the purchasing manager always contain control responsibilities. This is a constant dialogue with suppliers, control over the turnover of purchased raw materials, knowledge of the document flow:

• reporting documentation management;
• Contract work;
• billing.

Purchasing manager job requirements

One of the main requirements for any purchasing manager, and especially in the manufacturing sector, is a good knowledge of the supplier market. He must always be aware of current events, regularly attend industry exhibitions and other similar events. Knowledge of your product is a defining criterion in work, since it is the supplier who provides the company with an assortment and affects the quality of products. The work of a purchasing manager is often directly reflected in the manufacturing process of the final product. Therefore, the next most important knowledge for the buyer will be knowledge of production technology. The applicant can estimate the scope of the forthcoming work, having an idea of ​​the scale of the enterprise's business.

When a company does not intend to consider applicants coming from less difficult markets, it is necessary to set boundaries for applicants in the vacancy announcement. By setting certain criteria, the employer optimizes the candidate search process. It is also important to specify the nature of the activity in the announcement, for example, production, and also the industry, the scale of activity, even if the name of the company is not disclosed.

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Requirements for candidates

• Age

At the first stage of selection of applicants, the establishment of age limits will allow to weed out too young and inexperienced applicants, as well as the age category, which, as a rule, has a lower motivation. But this is close to ideal. In fact, the specifics of the industry already greatly limits the scope of the search for applicants. The age limit should not be strongly limited, as there are more experienced applicants in this category. After all, this work does not require a large number of trips, business trips, but communication skills, experience in conducting the negotiation process are necessary, and professionalism in this work comes with age.

The age limit will help if the manager's duties include promotion and sales. The implementation of this work involves business trips, active participation in various exhibitions, presentations, seminars. Such conditions are typical for small and medium-sized businesses, when the work does not imply a narrow specialization. For applicants over 50 years old, such a load is not always suitable.

Each employer has its own subjective idea that men should work in certain positions, and women in others. Often such conclusions are due to personal successful / unsuccessful experience. But still it is necessary to objectively separate the personal and gender characteristics of people. If a replacement of a specialist was required due to the fact that a female manager was ineffective in the negotiation process or chose the wrong procurement strategy, this does not mean that from now on only a man should be selected for the position. When selecting, more emphasis should be placed on motivation, purposefulness, and the ability to convince. But if the market is really specific, the use of gender filters will be justified. For example, it is objectively better for a man to work in construction, and for a woman to work in cosmetology.

• An experience

Experience, of course, is the most important selection criterion; as you know, it is never superfluous. But it is also important to use it correctly. It must be remembered that the higher the experience, the higher the pay. Therefore, high requirements for seniority for an ordinary specialist in a large purchasing department are not justified. It will take an employee from 6 months to one year to master the basic functions. During this time, you can get comfortable in your market segment, study your product in detail, get to know all the suppliers. Therefore, it is pointless to establish a requirement for a three-year experience. Undoubtedly, in rapidly developing industries, professionalism is acquired with experience, and the longer a person works, the more professional he becomes. It is logical that with the growth of professionalism, it is necessary to increase wages. Without motivation, progress is not possible. Therefore, when choosing a candidate for a managerial position, the requirements for the applicant should increase, since managerial experience is already required here.

• Education

Establishing an educational requirement, such as having a higher technical education, is justified when a company is engaged in both sales and production of its own product, and the purchasing specialist needs to be involved in the production processes in which he must understand. Therefore, the minimum requirement is to have a technical education, to take courses in a purchasing manager, ideally to know a specific production - without this, the applicant simply cannot cope with his tasks.

• Competence

The field of procurement is different in that it is characterized by multitasking and requires a broad vision. Therefore, the company's purchasing manager needs to have skills such as attentiveness, analytical mind, the ability to build strategies, work with a large amount of information, and complete work on time. The manager must be extremely organized, always meet the deadlines for deliveries, only then can he count on salary growth and career advancement. Purchasing is one of the biggest expenses for an organization. Companies value their buyers for their ability to save money, make profitable deals and, as a result, increase the company's profits.

Naturally, the manager of the purchasing department must be an excellent communicator, easy to find an approach and contact with people, be able to inspire confidence in himself, and be convincing. In this area, young, ambitious and energetic employees will feel like fish in water.

The applicant for this job needs basic knowledge about materials and raw materials, about the conditions of their transportation and storage. Modern reality also dictates the requirements for good computer skills and basic programs necessary for work.

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It is also important to study the information networks of the company and, if necessary, use it in your work.

Procurement regulations - this is the first and most important thing that a purchasing manager should know and perform flawlessly. Typically, this process consists of the following steps:

• drawing up a technical specification is a purchase request, which specifies the main conditions and requirements for the product (name, consumer properties and qualities of the product, the final price at the stage of transfer / receipt of the product, requirements for packaging, product packaging);
• calculation and provision of planned profitability and planned purchase price for goods from external suppliers;
• approval of the purchase request from the head of the organization;
• search for several suppliers according to the most favorable ratio of certain criteria (quality of goods, purchase price, conditions and procedure for payment, delivery time of the order, the availability of a technological possibility of fulfilling an order for goods with specified parameters);
• the possibility of obtaining samples of goods from suppliers;
• the possibility of providing samples of goods to the sales department (direct customer of this product);
• obtaining quantitative orders for the products of the submitted samples. Obtaining additional requirements of the sales department for ordered products, such as price, consumer properties and quality;
• reaching an agreement with the supplier on additional requirements for purchased products;
• designation of the volume of purchases based on the balance of goods in the warehouses of the enterprise, the current process of shipments of products. Receiving an invoice for the purchased goods;
• organization of the process of receiving goods from the supplier in an optimally profitable way, upon settlement: delivery by the supplier, pickup, etc.;
• informing the responsible person in the sales department about the terms of delivery (date, assortment, quantity) of the ordered goods;
• formation of a budget for the purchase of third-party products. Control and support of transactions in the order of payment, tracking the supply chain.

What is the salary for a Purchasing Manager?

The salary level of a purchasing manager depends on the volume of market coverage by the company, the experience and professionalism of the employee, and the level of responsibility. Highly paid professionals have the skills to negotiate with different suppliers and at different levels, including in foreign languages. Specialists in this category are able to memorize and analyze large amounts of information. The average salary of procurement managers ranges from 25,000 to 100,000 rubles.

Purchasing manager average salary:

The level of wages varies greatly depending on the regional location, so in Moscow the average salary is 60,000 rubles, in St. Petersburg - 50,000 rubles, in Volgograd - 32,000 rubles, in Voronezh - 33,000 rubles, in Yekaterinburg - 41,000 rubles, in Kazan - 33,000 rubles, in Krasnoyarsk - 37,000 rubles, in Nizhny Novgorod - 35,000 rubles, in Novosibirsk - 38,000 rubles, in Omsk - 32,000 rubles, in Perm - 35,000 rubles, in Rostov-on-Don - 35,000 rubles, in Samara - 36,000 rubles, in Ufa - 33,000 rubles, in Chelyabinsk - 35,000 rubles.

Range I

To start working in this direction, you need higher education, knowledge of the 1C program, knowledge of the methods and principles of inventory management. Applicants for the position of a procurement manager in Moscow without work experience can count on a salary of 35,000 rubles, in St. Petersburg - from 29,000 rubles.

Range II

With an annual work experience, applicants in Moscow are offered 40,000 - 55,000 rubles, in St. Petersburg - 33,000 - 45,000 rubles. But at the same time, a specialist needs to know the rules for processing documents, have experience in negotiating, and skills in interacting with transport companies. It is desirable that the purchasing manager has experience in working with groups of goods according to the profile of the employing company. An additional advantage will also be knowledge of English, which also increases the value of the employee for the employer.

Range III

Specialists with two years of work experience can count on a higher level of payment. It is assumed that specialists in this category will have time to gain experience with several suppliers at the same time. In addition, there should be experience working with customs authorities. In this range, wages in Moscow can reach 70,000 rubles, and in St. Petersburg - 57,000 rubles.

Range IV

Specialists with the highest qualifications must find and establish profitable relationships with new foreign suppliers, and have the skills to work with large commodity flows. Some companies require knowledge of the international Incoterms trade rules. The level of wages in this category in Moscow reaches 130,000 rubles, in St. Petersburg it reaches 110,000 rubles.

Expert opinion

The purchasing manager's bonus should depend on the sales plan

Sergey Makarenko,

General Director of Würth-Rus, Moscow

The main criterion for bonuses depends on the fulfillment of the sales plan. In addition, additional coefficients can be used. In our case, "service factor". It determines what percentage of orders were completed immediately. Our level is not less than 96-97%. In the future, after the full development of the department, I can provide employees with an annual bonus from profit calculated before tax. Linking all the parameters of the work of the unit to wages, in my opinion, is the wrong decision. In this case, wages become opaque. The solution of a multifactorial task by an employee is impossible with the simultaneous calculation of bonuses.

Expert opinion

Purchasing manager salaryshould not depend on the quantity of purchased products

Oleg Rubtsov,

Head of Procurement Department, Trade House Kristall-Lefortovo, Moscow

Our employees of the purchasing department have a fixed salary. I see the point in paying bonuses based on the performance of very complex contracts. At the same time, the remuneration of employees cannot be made dependent on the number of purchased goods. If a significant oversupply of goods from one of the suppliers is detected, for which there are no obvious reasons, it is worth considering whether there is a personal interest of the buyer responsible for this block.

How to select and choose the best purchasing manager

The selection of candidates is preferably carried out in two stages. At the first stage, personnel specialists must conduct an interview with a purchasing manager and test in order to determine personal characteristics and compliance with corporate rules. The second step is an interview with the head of the department, which reveals the degree of professionalism, qualifications and business skills.

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Traditionally, at the interview, applicants solve several tasks that are selected for each position, taking into account the functions and tasks provided for by the purchasing manager's instructions.

Several methods for compiling practical tasks

1. The case is compiled as detailed and specific as possible. A task that is not difficult from the point of view of a professional is formulated, containing the full amount of necessary information, all figures are opened for calculations. Such testing is aimed at identifying the ability to count and analyze numerical data.

1. Or the opposite option - some of the questions remain open, thus revealing the creative approach of the applicant. From the questions that arise in him, a clear picture of the collected experience and level of knowledge is formed. The ability to solve non-standard tasks, to get out of non-standard situations is revealed.

Candidates for a broader position, whose responsibilities also include supply planning, are added additional cases. The employees of the procurement department are charged not only with concluding contracts, agreeing on prices, payment procedures, terms and conditions of delivery, but also with organizing a complete logistics chain. Based on these conditions, a case is compiled.

For example, purchasing managers in the logistics of any company can recall unexpected problems with transport that require urgent decisions.

Input data in the case, something like this: there was a lack of materials required for the continuous operation of production due to a sudden delay in rail transport.

The goods are transported in gondola cars in bulk. The reasons for the downtime of the train have not been established, the delay is already 5 days, the delivery date has been shifted indefinitely. Stock will run out in a couple of days. The railway does not give specific information, it is likely that the delay will be another 4 days.

Question: identify possible solutions to the problem.

The applicant is given time to think about the issue, after which he puts forward his proposals.

From the proposed methods for solving the problem, an idea of ​​the behavior of an employee in real conditions is formed. The result of the interview depends on the proposed options, the time for reflection, the ability to navigate the question.

The solution proposed by the candidate will immediately reveal his knowledge of the basics of logistics and the existing real experience. The conditions of the task stipulate the transportation of bulk cargo, therefore, the applicant should have a question, which vehicle to choose, how and where to find it, etc.

• Test case for procurement specialists

Through questions to the purchasing manager, the applicant's ability to determine the consequences of the decisions made for the enterprise is revealed, an understanding of the main business processes is revealed.

An example would be indicative of the conclusion of a contract for the supply of materials or the provision of services. The candidate must indicate the criteria that he will take into account when choosing a supplier, it is also necessary to prioritize. From the answers received, an understanding of the principles of work of a potential employee will be formed.

An example would be the situation with the choice of different payment terms. As options, we take the payment terms with or without a discount, but we offer a payment deferral from one to two months. The candidate must tell what payments he knows, which of the proposed options he will choose and why. His decision will clearly enough show the presence of real experience in the conclusion of agreements and contracts, the practice of negotiating, and awareness of the significance of these moments for the enterprise.

For candidates for the position of a purchasing manager, whose duties will include planning the supply of raw materials, a case is given, taken from real experience, which the applicant may encounter in his practice. He is given such data:

• limiting storage capacity;
• maximum possible residues in production;
• consumption in the current period;
• the available balance for a certain raw material;
• the transport by which the delivery is made;
• the maximum capacity of the vehicle on which the delivery is made.

Based on the information provided, candidate must:

• calculate the volume of supplied raw materials for the next period;
• indicate points that require special attention;
• identify potential difficulties in the delivery process;
• draw up a delivery schedule;
• determine the probability of delay in delivery by the selected transport;
• determine the need for additional orders in the warehouse of the enterprise.

The solution of this problem shows that the applicant has knowledge of computing. Some test applicants offer such solutions, from which it is clear that the person does not even know the basics of mathematics. For a logistician in his work and planning processes, understanding the basics of logic and knowledge of mathematics is critical.

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The solution of the problem also reveals the experience of working with different types of transport (railway, road, container), understanding of the specifics of transportation, one-time delivery. It happens that applicants offer delivery by a whole train or motorcade, not understanding the obvious negative consequences. The company will pay for the demurrage of transport during unloading, if it is not possible to complete it at a time.

• Test case for import specialists

Applicants for the position of import specialists working with procurement, as well as delivery and customs clearance, in their work will often have to face all sorts of problems, options for which are given to candidates with offers to provide their vision of a solution.

Difficulties are caused by the case with the calculation of claims against the supplier. In international deliveries, logistics costs are much higher than domestic ones. A specialist who independently organizes transportation and customs clearance knows how the costs add up. Transport costs, customs duties, storage costs, etc. may be added to the direct cost. The purchasing manager must anticipate these costs. This knowledge is unlocked by tasks "calculation of the claim". The initial data will be as follows: the cost in the invoice, the volume of goods rejected for any reason, the amount of additional costs.

We give two options for calculations:

1. The subject of the claim is the quality of the goods (what costs to expose to the supplier).
2. The subject of the claim to the transport company is the quantity of goods (which is included in the calculation of the claim).

• Workplace Testing

Test cases are not suitable for all areas of work. When the issues of working with transport and procurement are being resolved, the real mastery of the situation and orientation in this area is checked by testing the applicant directly at the workplace.

As a rule, two or three candidates who have shown good results at the preliminary stage go to this stage. The candidate gets acquainted with the work of the department, tries to work, in the process asks questions to colleagues and the manager. After that, the applicant goes out again to talk with the leader, answers questions and asks his own. As a result of such an introduction into the workflow, the manager develops an understanding of the experience, knowledge and real interest of the candidate in this work.

Mandatory for the applicant is the confident use of a computer, knowledge of programs, Excel in particular. In the summary, everyone indicates that they are confident computer users, have a proper command of various programs. But often this is false information.

To verify this information, candidates are tested by checking the performance of tasks in different programs. Simple tests determine the level of knowledge of the candidate and show how professionally and quickly the work will be done in the future.

Conducting an interview using test cases, business qualities are revealed, the level of professionalism is determined, which cannot be objectively assessed on the basis of a resume alone. The questions that a candidate has during the testing process allow us to draw objective conclusions about the suitability of the position for which he is applying.

It is always important for an employer to choose the best candidate in practice, and not a person with formal experience and a beautifully written resume. A candidate that is beneficial for the employer must have real skills, experience and good knowledge, strive to be useful in the process of his activity.

Information about experts and companies

Company "Würth-Rus"- a subsidiary of the German concern Wurth - was founded in 1993. It sells a wide range of standard fasteners and mounting elements, chemical products, consumables, electric, pneumatic and hand tools. In addition, it implements warehousing systems. The company has subdivisions in Voronezh, Kazan, Krasnodar, Naberezhnye Chelny, Nizhny Novgorod, Rostov-on-Don, Samara, Saratov, Sochi, Tolyatti and Yaroslavl.

Oleg Rubtsov worked in the field of procurement in the companies "Russian Souvenir-2000", Trade House "Holding Center", Global USA. He has been working in the Kristall-Lefortovo trading house since 2001. Trading house "Kristall-Lefortovo" was founded in 1999 as the exclusive distributor of JSC "Moscow Plant" Kristall ". The company has over 500 employees. The annual turnover is more than 500 million US dollars, the sales volume for the period of operation has grown to 85 million per year. The volume of direct sales (to retail stores and networks without intermediaries) is 65 million bottles per year.

A purchasing manager is a specialist who supplies the organization with the necessary goods (raw materials, products), analyzes the market, checks and selects suppliers, and resolves transport and customs issues.

Among the purchasing managers there are real masters who are able to find a seller who sells quality goods at the lowest prices. At the same time, they can agree on a deferred payment or even discuss the implementation with the right of an unconditional return.

There are times when, due to the characteristics of some markets and companies, finding low prices is not the main task for the purchasing department. For example, when all suppliers are known, conditions are agreed and no major changes are expected. Then the issue of providing the necessary resource in the agreed quantity, place and time with optimal procurement costs comes to the fore.

REQUIREMENTS AND SKILLS

A purchasing manager must have a higher education, if not specialized, then at least close to the field of activity of the company (construction, technical, etc.). Attendance at specialized seminars and courses is greatly appreciated.

Basic requirements for the professional skills of a purchasing manager:

Analytical thinking;

Knowledge of the terms of supply under contracts;

Knowledge of transport and customs;

Ability to work with a solid amount of information;

High degree of PC proficiency;

Ability to conduct business negotiations;

Ability to make responsible decisions and find a way out of different situations;

Knowledge of English (in case of working with foreign companies).

PURCHASING MANAGER - RESPONSIBILITIES

Different companies have their own. Accordingly, the responsibilities of these professionals may vary. But here are the main ones:

Control over the filling of the warehouse;

Selection of suppliers at the best price and conditions;

Placement of orders;

Payment control;

Monitoring compliance with the deadlines for the shipment of goods, for the transportation of goods;

Settlement of issues related to claims (payment for late delivery, etc.);

Product quality control.

PURCHASING MANAGER INSTRUCTIONS

The job responsibilities of a purchasing manager consist of negotiations with suppliers (to obtain more favorable conditions), control over the circulation of goods that were purchased and paper work on the preparation of reports, contracts, invoices. also provides contacts for work with colleagues (marketing department and salespeople).

The demand for purchasing managers is still high. Companies need people who can develop a concept, taking into account production, sales and marketing. Employees who can keep in mind and analyze large amounts of information are especially valuable for enterprises.