Those who master artificial intelligence in purchasing rise to the salary and career elite.

The changing landscape of procurement – ​​AI expertise as a ticket to the next salary bracket

Digitalization is transforming B2B procurement at a speed that seemed unimaginable just a few years ago. Artificial intelligence is the game-changer, revolutionizing not only processes and supply chains but also fundamentally altering personnel requirements and salary structures. While traditional cost-cutting targets, on-time delivery, and security of supply continue to drive procurement performance, the focus is increasingly shifting to intelligent, data-driven decisions and a rethinking of role profiles. New skills are becoming the entry ticket to an exclusive salary bracket that separates the wheat from the chaff.

The new elite of B2B procurement – ​​a paradigm shift through artificial intelligence

Digital platforms like ACCIO.com exemplify the disruption in procurement, where conventional sourcing processes are being displaced by AI-powered solutions. The focus is shifting from isolated price negotiations to the holistic optimization of supplier networks, inventory levels, and demand forecasts – all underpinned by algorithms and automated data analytics. To succeed as a procurement professional in this environment, you need not only strong AI expertise but also a fundamental understanding of digital tools and data-driven decision-making logic. The "modern procurement professional" is evolving into an architect of data-driven value creation and becoming a strategic partner for management and specialist departments.

Salary Report 2025 – Modern market forces create new incentives

The analysis of the 2025 Purchasing Professional Salary Report – with nearly 2,000 participants from Germany, Austria, and Switzerland – sheds light on the new economic realities of the purchasing world and shows that salary no longer depends solely on position and company size. Instead, factors such as industry affiliation, level of digitalization, assumption of strategic responsibility, and actively driving sustainability and automation dominate earning potential. The results clearly illustrate that those who actively participate in the digital transformation and strategically utilize AI benefit financially to an unprecedented degree.

Industry salary disparities: Digital industries are leading the way in compensation and transformation

The analysis shows that the industrial sector leads the way with an average salary of €97,000. The differences become even more pronounced when broken down by industry: IT and telecommunications top the list with €112,000 – both sectors with a high degree of digitalization and a traditionally strong willingness to adopt new technologies such as AI early on. Service companies follow with around €91,000, where the level of digitalization and the integration of intelligent procurement and supply chain solutions are the main drivers of salary.

In contrast, the construction industry lags behind the trend with salaries of around €74,000, which can be explained primarily by lower levels of digitalization and more conservative procurement structures. The retail sector averages €92,000, but shows above-average gains in areas such as e-commerce and data-driven retail. In the public sector, salaries range from €80,000 (administration) to €104,000 in infrastructure companies – the latter often due to higher investments in digitalization and automation.

Career levels and positions – From operations to AI-driven leadership

The wide range of positions is reflected in a significant salary range: Operational buyers start at around €55,000. Those who develop their skills towards strategic procurement earn approximately €80,000. Purchasing managers rise to an average of €114,000 – provided they manage complex, digitized value creation networks.

At the top are the CPOs (Chief Procurement Officers), who earn an average of €163,000. Crucial to this development is the willingness to actively engage with future-oriented topics such as sustainability, risk management, digitalization, and, above all, the use of artificial intelligence. Leaders with a clear focus on these areas are disproportionately compensated, as they are considered key drivers of transformation and competitiveness.

Performance evaluation and compensation – Why AI performance is setting new standards

The analysis of the salary report reveals that purchasing professionals whose performance is not systematically evaluated face an average loss of 19 percent compared to the general average. Operational buyers are particularly affected, as traditional performance indicators such as cost reduction and on-time delivery dominate, while digital skills and innovative capacity are often barely considered.

In companies that utilize advanced evaluation methods and explicitly incorporate factors such as risk management, digitalization, or sustainability into their assessments, employees receive significant salary bonuses – especially in leadership roles like Chief Procurement Officer or Head of Purchasing. Therefore, those who demonstrably bring innovation and digital intelligence to the company have a clear advantage.

Regional salary differences – Digital hubs and structurally weaker regions

A comparison of the locations reveals significant differences: In Baden-Württemberg, salaries in purchasing are ten percent above the national average, and in Bavaria, five percent above. These regions are characterized by a strong industrial base, a high concentration of innovation, and a large number of digitally oriented companies.

Berlin is a special case. Purchasing managers here earn an average of €128,000 – driven by the appeal of technology-oriented industries and the concentration of startups and digital companies. Conversely, regions like Saxony (-22 percent), Saarland (-28 percent), and Mecklenburg-Western Pomerania (-32 percent) are significantly below average, which corresponds to lower industrial dynamism and slower progress in digitalization.

The conclusion: Remuneration in purchasing is determined less by geographical location and more by economic structure and the ability to implement digitalization and AI initiatives.

A mix of procurement methods – versatility brings returns

A remarkable finding: 43 percent of purchasing professionals are responsible for a mix of direct and indirect procurement, which translates into a salary increase of around ten percent. Direct purchasing remains the most lucrative area, but the highest growth rates are seen precisely in the combination of activities – such as the integration of projects or capital goods together with indirect materials and services.

Purchasing managers specializing in indirect procurement achieve an exceptional salary of EUR 122,000, reflecting the growing importance of services and project-based procurement in modern business models.

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Business-to-business (B2B) trading platforms have become a critical part of global trade dynamics and thus a driving force for exports and global economic development. These platforms offer significant benefits to companies of all sizes, particularly SMEs – small and medium-sized businesses – which are often considered the backbone of the German economy. In a world where digital technologies are becoming increasingly prominent, the ability to adapt and integrate is crucial to success in global competition.

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• Business-to-Business (B2B) trading platforms

Procurement segments – Direct material purchasing offers top salaries

The dominance of direct material procurement remains unbroken: 69 percent of industry professionals work in this sector and benefit from particularly high salaries. The highest salaries are earned by lead buyers at €123,000, supply chain managers at €138,000, and purchasing directors at €139,000. Chief Procurement Officers (CPOs), who are responsible for top management in direct material procurement, earn the absolute highest salaries – up to €196,000 per year is possible.

Project procurement and the purchase of capital goods complement the traditional range of services. Combined with comprehensive responsibility for digitalization and AI-supported optimization opportunities, this creates a new "procurement intelligence" that clearly sets companies apart from the competition.

Gender equality – progress and challenges

Although the gender pay gap in purchasing has narrowed slightly in recent years, women still earn an average of 21 percent less than their male colleagues. A significant portion of this difference is attributable to higher rates of part-time work and the continued lower representation of women in leadership positions. The remaining gender gap is still a substantial 11 percent.

A striking positive finding: In strategic procurement, the difference is now only three percent, indicating that equal opportunities and pay are more readily achieved, particularly in highly skilled, digital roles. Nevertheless, the need for targeted support of female specialists and managers remains, especially in the context of new demands for AI skills.

Working hours, satisfaction and fairness – soft factors as salary levers

The focus on working conditions has increased significantly in purchasing. While part-time work remains rare at 2.4 percent, overtime is widespread. 28 percent of employees work at least five hours of overtime per week. At the management level, this figure rises to as high as 69 percent, often with the aim of successfully managing complex transformation projects and driving innovation.

The correlation between personal satisfaction, career development opportunities, perceived fairness, and salary could hardly be stronger: Those who are very satisfied with their development opportunities earn €114,000, while dissatisfied employees only reach €82,000. Participants who rate their compensation as very fair earn an average of €119,000, while those who perceive it as "not fair at all" have to make do with €69,000. Emotional factors thus become a significant component of overall compensation.

The role of digitalization – where AI expertise makes the decisive difference

The figures clearly demonstrate that 39 percent of companies are already using artificial intelligence in their purchasing departments or are planning to implement it. Employees in these companies earn an average of 21 percent more. Depending on the sector, this increase can even reach up to 38 percent – ​​a difference that is particularly noticeable in innovation-driven industries such as IT, manufacturing, or specific retail sectors.

Digitalization and the ability to successfully implement AI initiatives are thus becoming key criteria not only for company performance but also for individual compensation. Those who acquire relevant skills early on gain a competitive advantage that translates directly into attractive salaries.

The new skillset – These skills are now in demand

The demands placed on the competency profile of purchasing professionals are undergoing fundamental change. In addition to traditional specialist and industry expertise, AI literacy, the application of digital sourcing tools, as well as analytical thinking skills and systems understanding are gaining significant importance.

Specifically, successful buyers today are characterized by the following skills:

• AI literacy refers to the ability to understand algorithms, models, and operating principles of AI systems and to actively use them in everyday business.
• Secure handling of digital platforms, accelerated sourcing processes and the integration of new software solutions into the existing system landscape
• Data-driven decision-making across the entire purchasing portfolio
• Leveraging real-time analytics for the early identification and management of risks and opportunities within the supply chain
• Ability not only to consume innovations, but to actively shape them – for example, new sourcing methods, automation, or sustainable initiatives.
• Soft skills such as agility, resilience, and strong communication skills are essential for successfully driving digital change in heterogeneous teams.

Only those who specifically develop this skillset will be able to systematically unlock the new salary opportunities.

The effects of digitalization on compensation – A catalyst for salary and career

The empirical data speaks for itself: Digitalization acts as an independent salary driver in purchasing. In companies that rely on digital technologies and implement AI in sourcing and supply chain management, both entry-level salaries and top compensation increase significantly.

This is creating a clear polarization of the labor market: Those who can "only" demonstrate traditional purchasing skills risk falling behind in income growth in the medium term. Digital natives and experienced professionals who continuously develop their skills and actively participate in transformation projects are moving into the sphere of the new purchasing elite.

The importance of the platform economy – marketplaces and digital ecosystems as a career engine

Digital B2B platforms like ACCIO.com or specialized marketplaces for purchasing and supply chain management are becoming key drivers of transformation. They require not only a rethink of operational procurement but also entirely new skills in transparent, data-driven purchasing management.

The use of these platforms enables the orchestration of global, real-time sourcing, the analysis of price dynamics, and more efficient management of supply and ESG risks. Intermediaries are increasingly being replaced by intelligent algorithms – transforming job profiles. This new "digital procurement intelligence" requires an affinity for AI and data analytics and simultaneously offers the best salary opportunities.

AI expertise as the ultimate salary return – purchasing managers at a crossroads

The pressure to modernize in procurement is irreversible. Those who consistently familiarize themselves with digital tools, AI systems, and a data-driven mindset can expect a salary increase of 21 to 38 percent – ​​and secure their role as decision-makers in the economic and technological elite.

Traditional purchasing and supply chain skills remain important, but are no longer sufficient to succeed in today's competitive market. Salary reports from the DACH region and international benchmarks clearly demonstrate that skills such as AI literacy and digital sourcing expertise are the key drivers of compensation and career advancement.

Career decisions, skills development, and market value analysis are becoming the new normal for anyone pursuing ambitious goals in purchasing. Those who invest in the right skills now not only shape the future of their company but also their individual career path – and stand out from the crowd.

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