Manager of Sourcing Indirect Spend

NICHOLAS M. LLOYD

**** ****** ****, *** *******, CA 91775

858-***-**** / *******@*****.***

Diverse sourcing experience including Fortune 500 and tech-startup firms. Specializing in meeting complex IT, outsourcing & operations requirements while minimizing risk.

Contract Evaluation, Negotiation, SOW & Contract Writing / Dispute Resolution

Strategic Sourcing / Vendor & Project Management / IT and Purchasing Planning

Accounting / Finance / ERP / Cost Analysis / Business Law

Objective: Obtain a challenging position which utilizes my technology & services strategic sourcing and vendor management skills.

Summary:

Experienced: 20+ year’s procurement experience, negotiating fixed price, T&M and hybrid price structures.

Analytical: Enterprise requirements analysis, contract recommendations, consultation and execution.

Leadership: Spearheaded & led cross functional strategic sourcing and process improvement teams.

Change Agent: leveraged sector & company spend by consolidated requirements across enterprise.

Value-Added Results: Routinely uncovered opportunities to add value and negotiate flexible contracts – providing options and solutions while avoiding pitfalls and risks.

Professional Experience

IT SOURCING DIRECTOR

Anthem / WellPoint Blue Cross, Thousand Oaks, CA April 2014 to November 2016

Problem Solving: Negotiated Interactive Voice Response (IVR) software agreement and implementation SOW resulting in $645k savings with a fixed price contract. Payment milestones based on meeting IVR call quality and Acceptance Criteria. Other provisions negotiated: Software Acceptance testing w/ refund, maintenance SLA credits, increased from 1 to 10 support contacts and right to transfer provisions. (Unprecedented from this sole-source supplier.)

Innovative: In IT staff augmentation, negotiated $1.2 million savings with Syntel for no-charge training and ramp-up on multiple IT projects. Significantly reduced termination costs despite high supplier investment.

Risk Mitigation: Contracted for work flow process automation with RFP and negotiation. Resulting in $550k in negotiated savings and fixed price contract structure holdback contingent upon Acceptance.

Leadership: Led order to payment process improvement including defining new process and implemented approval expediting.

Mentored less experienced team members on IT sourcing & contracting.

Negotiated over $6 Million in annual savings. (cost reductions and avoidance)

CONTRACT MANAGER 3

Southern California Edison, (SCE) Supply Management, June 2011 to December 2013

Collaborative: Increased Supply Management reputation and inter-department collaboration by being trusted business partner for SCE’s Revenue Service Organization, Design and Engineering Services (DES) and other departments.

Trained and mentored Engineers on scoping & writing SOW’s resulting in better pricing, fewer disputes and change orders and increased project success.

Contract Improvements: Negotiated ~$1.5 Million cost avoidance in Summer Discount Program demand response 3 year contract renewal. Introduced, designed and negotiated Service Level Agreement (SLA) with discounts in the event SLA's were not met.

Negotiated $5 to $20 million dollar, complex contracts including SoCal wide energy efficiency (EE) & Demand Response programs to reduce peak electricity demand, meeting cost, regulatory & business objectives.

Negotiated significant cost avoidance and new SLA’s in Agricultural Pump and Interruptible program renewal. (Reduced cost escalation from 21.4% to 3.1% over 5 year term.)

CONTRACT MANAGER

NetApp, w/Buxton Consulting, Sunnyvale, CA, Dec 2010 to June 2011.

Contract negotiations and strategic sourcing for various indirect department’s spending including Facilities, Construction, Legal, Finance, Tax & Travel.

IT VENDOR & CONTRACT MANAGER

Johnson and Johnson / LifeScan, via Kelly Law, March 2008 to August 2010

Diverse Experience: Managed sourcing for IT & clinical trial spend for LifeScan medical devices including RFP, Source selection, negotiation and Service Level Agreement creation and provided guidance on contract administration.

Negotiated complex IT contracts for LifeScan and other J&J companies including licensing, software and Professional services, leveraging spend across the enterprise.

Averaged 30% savings, beyond corporate negotiated rates. (Including Oracle and Deloitte new systems implementation services and niche software licensing and hosting.)

Change Agent: Created and conducted IT manager training on negotiation planning, selecting optimum licensing structure and writing SOW’s that reduce risk while maximizing value in professional services.

Mentored and trained Medical Device and Diagnostics sourcing teams to standardize on best IT sourcing practices across operating companies.

Outsourcing: Negotiated call-center outsourcing contract with $1.2 Million savings and option to double savings with offshoring in subsequent years.

Enterprise Leveraging: Evaluated spend of over a dozen J&J operating companies for savings-opportunities by leveraging supplier spend across enterprise. Summarized recommendations in PowerPoint for VP CIO council.

Risk Avoidance: Discovered and resolved dispute over medical product Quality software licensing. Software was licensed for use by one Company, but was used as a shared-license for multiple J&J Operating companies. (OpCo) Negotiated a small upgrade-charge to a shared, multi-OpCo company concurrent license from a 60% to 15% premium; saving the company $335k. (400% savings while avoiding legal dispute, enhancing scalability, reducing maintenance and simplifying administrative costs.)

Scalable Licensing: Negotiated $900k first year savings and $8-12 Million 4 year savings in manufacturing automation software despite high prior cost. Improved terms: Maintenance down from 18 to 16% with 4 year price hold, 30% reduction in service rates, investment protection through License expansion options: Site, Sector and Enterprise.

SR. CONTRACT ADMINISTRATOR

Cadence Design Systems, via TekSystems, San Jose, CA / July 07 to January 08

Savings while meeting needs: Manage IT contract renewal process responsible for savings and reducing contract risk. Reduced annual global IT maintenance cost by $250k while meeting service levels, despite additional software purchases. Including Oracle / Siebel maintenance which was negotiated down 50% while Oracle had wanted 10% increase.

Negotiated reductions in licensing cost including SAP Financial planning ($125k / 25% savings) and EMC VMware ($75k / 20% savings) improving license terms including limiting future maintenance increases.

Managed global IT staffing services spend, keeping pricing constant year over year despite rising emerging market exchange rates.

CONTRACT ADMINISTRATOR

San Diego Data Processing Corporation / San Diego, CA / February 2007 - June 2007

Negotiated favorable terms in software licensing and services agreements including price caps and expanded maintenance at no additional charge.

Managed RFP and contract negotiation for new software implementations including help desk system and Docket Management System.

Terminated contract for software implementation that did not meet acceptance criteria, avoiding payment for implementation services.

SENIOR BUYER

Alliant Energy, Wisconsin Power and Light, and Interstate Power / Madison, WI March 2004 - Jul 2006

Collaborative: Managed contract review process to ensure buy-in of legal, risk, finance and budget-owning department. Drafted and reviewed SOW (Statements of Work) and negotiated terms and conditions from approved contract templates for professional services, new system implementations and implementation of hardware and software systems.

Complex Negotiations: Improved pricing tier in Microsoft 3 year Enterprise Agreement renewal despite reduced license quantities. Negotiated 30% off Gartner IT Research contract, and coordinated and conducted IT research teleconferences. Negotiated 60% discount off List in comprehensive Oracle License Agreement with improved pricing structure and renewal option.

Diverse Experience: Managed relationships including industry specific vendors and IT and Telecom providers, including: HP, EMC / VM Ware, Oracle, Sun MicroSystems / See Beyond, Symantec / Veritas, Verizon & AT&T (SBC). Concurrently managed several large negotiations while resolving vendor disputes.

Negotiated contracts for HR department for new ASP systems implementations including political contributions and on-line training meeting strict regulatory requirements and under budget.

Scalable Contracts: Negotiated 5 year telecom infrastructure agreements with Alcatel, Fujitsu and SBC, resulting in 20% savings, declining price structures, easy termination without volume commitments. Consolidated help desk dispatch service to one provider, resulting in savings and simplified manageability.

Negotiated a 5 year Sun MicroSystems unlimited usage subscription software agreement, resulting in $1.1 Million (40%) savings including Middleware, ETL and Development software.

Managed maintenance contracts by negotiating escalation caps and explored alternatives when maintenance became cost prohibitive. Negotiated $1.2 million in documented savings, contributing 25% toward divisions’ 2005 Operations (O&M) savings goal.

Risk Avoidance Negotiated 30% reduction in T&M hourly rate in Microsoft network OS conversion, avoiding costly work volume commitments.

Negotiated 35% savings ($500k+) and reduced project risk by changing from T&M to fixed-price in Complex Billing Solution implementation.

Mitigated risk and avoided lawsuit by negotiating replacement of counterfeit servers, paying only Sun Microsystems’ cost.

Innovative Sourcing: performed Company’s first reverse auction with 15% savings over last year's cost. Lead cross functional Six Sigma team in establishing company’s maintenance renewal and negotiation procedures and guidelines.

INTERIM PURCHASING MANAGER

American Express, International Purchasing Service / Ft. Lauderdale, FL Oct 2001 - Apr 2003

Diverse Commodity Management Experience: Fulfilled purchasing requirements for the following: ATM's ($200M (M for Million annual spend), Printing Equipment Leasing ($45M), Statement facility production ($25M), Point of Sale ($25M) and Office Equipment ($5M).

Negotiated savings of 30% in ATM warehousing and data management, 35% in ATM 7-Eleven Marketing project, 27% in OCR systems integration and 35% in ATM survey project.

Innovative: Implemented Ariba Internet ordering for above commodities, contributing to the automation of $1.2 Billion purchase volume in 2002 through Ariba procurement system.

Analyzed entire Amex spend to identify potential for savings and vendor consolidation. Identified opportunity of strategically managing subscription services commodity across Amex, which had the potential of eliminating thousands of invoices.

Best in class sourcing: Awarded 2001 Chairman’s Quality Award by submitting a Procurement Department report explaining how the bypass initiative benefited shareholders.

SENIOR PROCUREMENT AGENT

Florida Power & Light / Miami, FL Sep 2000 - Sep 2001

Created custom contracts to fulfill requirements for workload of a dozen large ($500K to $35M), and complex agreements for Fortune 500 company. Negotiated and wrote contracts and SOWs in IT, including software licensing, consulting, construction, and professional services and systems integration.

Negotiated custom software development contract, with volume discounts and late fee rebates. Also negotiated $16 million annual computer product contract with break/fix dispatch service, saving $948K over 2 years in services alone. Codified unwritten service provisions into break-fix SLA-contract with discounts for not meeting Key Performance Indicators.

Managed contract review and negotiation process with budget-owner to satisfy business requirements. Also led negotiation of company and IT attorney’s concerns to satisfy legal requirements; ensuring all concerns were satisfied in the final contract.

Performed post contract award vendor relationship management and problem resolution.

ADVANCED PURCHASING AGENT

Electronic Data Systems (EDS) at Herman Miller / Zeeland, MI Jun 1999 - Sep 2000

Broad Experience: Managed capital equipment, computer hardware and software, consulting, facility improvements and MRO. Negotiated and implemented outsourcing, including utility bill paying/reporting, payroll processing and temporary labor, improving service levels and reducing costs.

Averaged 20% to 30% savings in contract negotiations for $1.9 billion revenue firm.

Responsible for strategic sourcing process, including selecting team, researched market, create and issued RFP, evaluate proposals and negotiated contract.

Department expert for reviewing contract terms and conditions. Determined and negotiated optimal cost structures for services, consulting and software licensing agreements.

Process Improvement: Led continuous improvement team in reducing past due MRO orders; implementing new procedures and enhancements in ERP system.

IT BUYER / D.B.A. / E-COMMERCE ANALYST

Inca Computer Company / Bloomfield Hills, MI Oct 1997 - Sep 1998

Problem Solver: Reduced $250K of overstock inventory when contractor overbought. Established national return, exchange and repair policies and procedures.

Determined and purchased appropriate component inventory level for PC manufacturing operation. Negotiated shipping contracts to satisfy national logistics needs. Coordinated supplier evaluation efforts between R&D and purchasing. Worked with consultants to implement min/max automated requisition and MRP system. Initiated and approved component engineering change orders to remain competitive.

Assisted account executives in large sales by leveraging vendor relationships. Implemented e-commerce system, providing sales force with real time order status. Provided purchasing consulting for outsourced manufacturing.

Lawsuit Avoidance: Discovered supplier was selling counterfeit Microsoft software, reducing company risk exposure.

PURCHASING MANAGER

MicroSystems Service & Support, Inc. / Pontiac, MI Feb 1992 - Jan 1997

Innovative solution provider: Cofounder of Value Added Reseller IT solutions provider. Developed and managed Purchasing procedures and process to provide real-time order tracking. Ensured Purchasing contributed to the success of all departments by leveraging manufacturer programs to provide no-cost products, marketing leads and preferred technical support. Made Purchasing department a significant and consistent profit center. Created strategic supplier relationships to meet company’s profitability and client’s business technology needs. Enabled company to become a total solution provider by satisfying manufacturer reseller requirements including developing business plan. Was single point of contact for largest clients.

Researched and determined the best multi-vendor IT solutions for technicians to present to clients. Maintained accounting system for our company, and implemented similar solutions for clients. Optimized usage of limited capital by negotiating alternative financing with suppliers including assignment of proceeds, leasing and joint purchase orders.

Education & Training

OAKLAND COMMUNITY COLLEGE / Royal Oak, MI

SAN JOSE CITY COLLEGE / San Jose, CA (AA)

GRAND VALLEY STATE UNIVERSITY / Holland, MI

LAKELAND COLLEGE / Madison, WI

AA in Business Administration & Humanities

Courses Include:

Accounting / Tax Economics History

Management Political Science Quality

Business Law Psych/Sociology Statistics

Applications: Microsoft Word, Excel, Project, PowerPoint, Internet Explorer Outlook, Corel WordPerfect, GroupWise, Lotus Notes, Ariba eProcurement, Oracle applications, SAP, Peoplesoft ERP

Professional and Technical Training

Formal training on Oracle, Ariba and Peoplesoft ERP & purchasing software

Extensive computer technology and product training

Certified Purchasing Manager, CPM (Education credits needed to renew)

Dr. Karrass Negotiation workshop

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