Daniyar Zhantilessov is an expert in procurement with over 14 years of experience, gained through a variety of roles across multiple industries and markets. His career includes significant tenures at global organisations such as Philip Morris, Huawei Technologies, HomeCredit Bank, and leading international telecom companies like Telia and RETN. Currently, Daniyar serves as the Head of Procurement at Exness, the world’s largest retail market maker.
Daniyar holds a degree in Finance from Almaty Management University, in partnership with Arizona State University, and is a member of the Chartered Institute of Procurement and Supply Chain Management (CIPS). Since joining Exness in 2020, Daniyar has been instrumental in building and scaling the company’s procurement function from the ground up. Under his leadership, the procurement team has grown in strength and impact, earning him several promotions. His expertise in enhancing procurement productivity, developing effective sourcing strategies, and implementing best-in-class processes has delivered exceptional results. In this interview, Daniyar shares his career journey, leadership insights, and perspectives on the dynamic and evolving procurement landscape.
What are the key factors you focus on to build strong relationships with suppliers?
At our company, we prioritise trust, transparency, and collaboration to build strong, lasting relationships with our suppliers. We begin by ensuring clear communication from the outset, where both parties understand the goals, expectations, and performance metrics. Regular check-ins and feedback sessions are integral to keeping us aligned and addressing any potential issues early. We also place great importance on honoring our commitments, such as timely payments and fair treatment, which help foster goodwill and trust.
Beyond these essentials, we aim to create true partnerships by sharing our strategic goals and involving suppliers in meaningful discussions about growth and innovation. For us, it’s not just about the contract—it’s about working together for mutual success.
How do you handle conflicts or issues that arise in supplier relationships?
Conflicts are a natural part of any business relationship, and we view them as an opportunity to strengthen partnerships. When issues arise, we ensure open and respectful communication is maintained, allowing each party to express their concerns. Our goal is to address the root cause of the problem, rather than just managing the symptoms. This often involves revisiting agreements to clarify expectations or scheduling a mediation meeting to work through the issue collaboratively. While documentation ensures alignment, we always strive to find practical, mutually beneficial solutions. Ultimately, our focus is on resolving conflicts in a way that maintains and even strengthens the relationship, keeping it forward-looking and productive.
How do you measure the performance and success of your supplier partnerships?
We take a comprehensive approach to measuring supplier performance, combining both quantitative and qualitative evaluations. On the quantitative side, we track key metrics such as delivery times, product or service quality, and adherence to agreed costs. However, we also consider more subjective factors, such as a supplier’s responsiveness to our needs and their ability to adapt to changing circumstances. Tools like supplier scorecards help us maintain objectivity, while regular review meetings give us the opportunity to discuss performance in greater detail. For us, a successful supplier relationship isn’t just about meeting KPIs; it’s about fostering collaboration, aligning with our values, and creating long-term value together.
How do you encourage suppliers to contribute to innovation and value creation?
We view our suppliers as key partners in innovation, and we strive to create an environment that encourages them to bring new ideas to the table. It all starts with trust: by maintaining strong, transparent relationships, we establish a foundation where suppliers feel comfortable sharing their insights. We also foster collaboration through workshops and brainstorming sessions, where suppliers are invited to propose solutions or share innovative practices. To further encourage innovation, we recognize and reward valuable contributions, whether through contract extensions or performance incentives. By aligning their creativity with our strategic goals, we foster a partnership that is mutually beneficial, driving innovation and value creation for both parties.
How do you approach supplier diversity and inclusion in your SRM strategy?
Supplier diversity is a core part of how we approach procurement at our Company. We actively seek to engage suppliers from a wide range of backgrounds, particularly those owned by underrepresented groups, because we believe this diversity strengthens our supply chain. Our procurement process is designed to give all vendors an equal opportunity to participate, and we set specific targets to ensure we’re meeting our diversity goals. For smaller or newer suppliers, we offer support like training or mentorship to help them compete more effectively. This isn’t just a corporate responsibility effort—it’s also a smart business decision. Diverse suppliers bring fresh ideas and unique perspectives, which help us stay competitive in a constantly evolving market.
