Creating a Transformative Culture at Salesforce
CPO Jennifer Browne brings experience and vision to new role.
When Jennifer Browne stepped into her current role as chief procurement officer at Salesforce in October 2022, it was a pivotal time for the cloud-based software company when several departments were about to go through a transformation. “We needed to balance their operational margins while maintaining a commitment to our core values of trust, innovation, equality, sustainability, and customer success,” Browne says. “We wanted to make sure that what we do in this industry wasn’t lost in the transformation process.”
She says the expertise of her team is critical to the transformation process the company is going through. “Transformation isn’t possible without their investment of time and their understanding of what they do and why, so I take the time to explain why this is important.”
With women making up one-fourth of the jobs in supply chain management industrywide, Browne is quick to put that data into perspective. “Women make up only 6% of CEOs at public companies. In supply chain jobs and leadership, they’re better represented than most public companies.”
She believes there’s more work to be done to encourage more women and minorities to enter the industry. “It’s important for companies to level the playing field. Companies need to support women executives through various life changes that can often take them off the fast track. That means providing better family leave programs and flexible return-to-work policies that support women and keep them engaged with the business,” Browne says.
Though Browne didn’t have any formal training or certification in supply chain management, each job she’s held has exposed her to different aspects and challenges of procurement. Since starting at Salesforce 11 years ago, Browne has held seven different positions. Before that, she was deputy director of purchasing and contract administration for the City and County of San Francisco and was a buyer for several clothing retailers where she was exposed to supply chain operations.
She attributes her career success to her astute understanding of the supply chain business. “I’ve always had a drive to marry where the company is currently with where it wants to be in the future. I try to meet the company with where they are in the moment with its processes, products, and teams needed to perform in the future,” Browne says.
Equality has been at the heart of Salesforce’s business, and that commitment extends to supply chain management. Diverse suppliers are a critical part of the company’s success, so it seeks to work with minority- and women-owned businesses that not only share Salesforce’s values but also operate with integrity, respect, and transparency.
To attract a robust roster of diverse suppliers, Salesforce has launched several initiatives, including a sponsorship program for Black women to connect them with leaders who can advocate and invest in their career growth. An equality mentorship program pairs employees of color with executive mentors to guide them throughout their careers.
Despite Salesforce’s support, however, cash flow continues to plague most diverse businesses in the company’s network. “They have difficulty getting their foot in the door at larger companies. They tend to have longer payment terms, usually 60 days, so cash flow can be a problem,” Browne explains. To assist these businesses, Salesforce has trimmed its payout policy for diverse and small businesses to net 15 days instead of the usual 60 days.
Browne’s priority for the next few years is to continue to build out their supplier relationship strategy, which will take their supplier engagement further out into the future. “We want to take a more strategic approach to supplier opportunities, help suppliers streamline their business operations and provide stronger support to them.”
As the transformation progresses, Browne says she will strive to navigate the process for her procurement teams and suppliers. “I always try to keep a vision for what’s possible,” she says.
