Commercial Manager / Senior Commercial Manager

CBRE Enterprise EMEA
Role Purpose:

• To support the business by educating, influencing, and advising key stakeholders on commercial best practices in order to contribute to the long-term growth and profitability of the CBRE GWS Enterprise business in line with the wider GWS Commercial strategy.
• The Commercial role dedicated to Business Line/Sector/Region/Account(s) to support new and existing business and growth together with providing day-to-day support to the leadership teams and accounts. Be the subject matter expert on the commercial agreements, including but not limited to: commercial terms, areas of risk and reward, operational compliance, cost control, financial responsibilities and liabilities, milestone obligations. Work with the business subject matter experts (SMEs) and legal team to support dedicated business area.
• Take the lead on the commercial position of the accounts, including attending regular customer meetings, review meetings, reporting and rolling out commercial training as well as developing bespoke training for the large accounts as required.
• Support the transition of new wins, including the education and influence of the operational and procurement teams in managing, mitigating and flowing down risk, managing change on the accounts, supporting change and sharing best practice.

Key Tasks:

Negotiate and Agree Contracts – Pre-Contract Activity

• Support the legal and business teams in the timely agreement of contracts to the mutual satisfaction of both parties.
• Engage in pursuits, solutioning, expansions, re-tenders and retention strategies.
• Adopt and agree the best negotiation strategy with internal stakeholders including legal.
• Lead relevant commercial negotiations and achieve a signed contract document.
• Ensure all commercial deals comply with the GWS policy and contracting standards.

Commercial Policy/Procedure Compliance

• Promote compliance with the CBRE governance policies and procedures.
• Attend Business Reviews to promote commercial best practice.
• Provide, maintain, and advise on the use of standard documentation and templates.
• Educate and influence internal and external stakeholders.
• Check and challenge business processes for compliance.
• Educate and advise on commercial best practice
• Develop leadership commercial awareness through meetings, presentations, training courses and advice.

Advise the business on specific contractual obligations.

• Write, develop, and run commercial training courses and commercial best practices.
• Provide commercial guidance at pursuit stage through the contract lifecycle and completion.
• Support transitions, including the education and influence of the operational and procurement teams in managing, mitigating, and flowing down risk, managing change on the accounts, supporting change and sharing best practice.
• Present at Business Group, Regional Business, and local management meetings.

Commercial Solutions

• Provide commercial solutions to operational challenges to promote reducing risk and maximizing opportunities.
• Analyze the circumstances and articulate the options and potential outcomes available.
• Influence and motivate stakeholders, internal and external, to take the best commercial solution.
• Build key customer contacts to strengthen CBRE’s position in the development of long-term customer relationships.
• Consider innovative solutions.
• Take the lead on commercial issues which could lead to high business impact risk or litigation/disputes.

Supplier Engagement

• Promote best commercial practice in the appointment of suppliers / subcontractors.
• Support Sourcing/Supply Chain Solutions with the timely and contractually robust order / sub- contract placement
• Transfer risk by ensuring contractual obligations are back-to-back.
• Support Sourcing/Supply Chain Solutions with the negotiation of Preferred Supplier Agreements and/or Supplier terms
• Ensure supplier selection is appropriate.

Person Specification:

Knowledge

• Proven knowledge and experience of contracting including workings of local legal legislation, offer and acceptance, valuations and quantifying, management of subcontractors.
• Knowledge of standard industry contracts e.g. JCT, FIDIC, NEC3, MF1 (or country equivalent)
• Proven ability to affect sales and profit figures by maximising profit and minimising risk

Skills

• Customer focused approach.
• Comfortable with complex problem solving and providing solutions-based advice and guidance to multiple stakeholders.
• Excellent communication skills
• Thrive in fast paced working environment.
• Sales focused contract negotiation skills.
• Demonstrate good senior management leadership
• Good numeracy skills.
• Able to understand and anticipate business needs. Flexible approach, diligent, discrete, compliant with company policies and responsive to key business objectives.