Heiko Sailer

After more than 35 years of professional experience, including over 25 years in leadership roles across public companies, healthcare and social services, hospitals, industry and manufacturing, trade, etc., my strengths lie in strategic procurement management, negotiation strategies for public tenders, and building or reorganizing structures/process flows. Since the beginning of this year, I have been included in the instructor pool at the IHK Academy. Additionally, I often lead seminars on handling public procurement.

I also bring strong hands-on skills in setting up IT/telecommunications and indirect procurement, which fully complement my profile. These topics have been central to my work for over 20 years, and I have successfully implemented them in various strategic, cross-departmental projects. The tasks ranged from setting up/reorganizing procurement and tendering units to large-scale change projects.

I gladly leverage my extensive network in the IT sector and other relevant industries such as facility management, services, energy, etc.

My great talent for entrepreneurial lateral thinking, finding new approaches for financing or service delivery, has always been beneficial for employers and clients. This ability repeatedly helped to identify opportunities and successfully implement them through self-initiatives, such as partnerships. For example, in the last three years of my tenure at the trade fair, I realized a project where procurement generated revenue of €2 million.

I have more than 22 years of experience with public procurement, on both the contracting authority and supplier sides. Most of this time, I was responsible for procurement and tendering at public companies. In total, that covers over 400 EU procedures, plus many more below-threshold tenders. My preferred approach is value management, which delivers the best economic results. During this period, only two tenders were reviewed by the procurement review board, and both decisions were in favor of the procedures I was responsible for.

I also have strong expertise in facility management and construction, which I demonstrated over the last 20 years, among other roles, as Head of Technical Services at the Heckscher Clinic and its locations.

For 20 years, supply chain, warehousing, and internal and external logistics have been part of my responsibilities. As early as 1997, in a company in a highly FMCG-focused industry, I introduced a fully digital process for warehousing and picking logistics, including seamless data exchange with external logistics partners. As a result, within six months, we were able to handle 95% of transports through this process.

I was also one of five trained "crisis management team leaders" at the trade fair to take charge in crises and emergencies.

Of course, this is just a brief overview of my skills and projects. I would be happy to hear from you soon.