Key Responsibilities
1 – Commercial Management of Client X Account
a. Margin improvement opportunity identification through Commercial deep dives (scrutiny of contract terms, P&L and client activity). Improvement plans signed off by Account Exec team and linked to financial forecasts and risk and opportunity process. Compliance improvement and/or risk mitigation actions also included.
b. Opportunity realisation through execution of improvement plans e.g.
- Negotiate, agree, and execute contract variations, including for Project Management on account.
- Settle disputes, pursue entitlements and defend claims (including within supply chain as a point of escalation).
c. Deliver Commercial Programs on Client X account including deployment of specific and relevant commercial initiatives proven to positively impact margin across Client X contract.
Success criteria:
- Account margin growth and precedents set for sustainable long-term profitability.
- Account margin deterioration avoided, and downside risks mitigated.
- Client satisfaction
2 – Commercial Best Practice
a. Contribute to the ongoing improvement and raising the bar for commercial and contract management process and tools across Client X account. Participate in functional workstreams/teams across the wider Commercial Excellence organisation where applicable, leading the thinking and delivering on action points.
b. Provision of up-to-date Contract Exec Summaries and commercial guidance materials for the on-account teams.
c. Deliver on-account training bespoke to terms and lifecycle stage of the Account contracts, both internally and client facing.
d. Maintain exec sources of contract data, locally and aggregated. Review and interpret said data to provide management insight and benchmarking.
Success criteria:
- Commercial acumen enhanced across the Client X account team.
- Margin opportunity identification originating freely around the account – development of a commercial culture across the CBRE account team.
- Business controls (policies and processes) serve to protect and enhance margin e.g. optimised contractual change control processes.
- Management insight on commercial factors readily available when needed.
Person Requirements
Essential:
· Degree qualified or equivalent. All degree subjects considered.
· Ability to demonstrate relevant knowledge, skills and experience, with typically around 5+ years in a comparable commercial role, including but not limited to contract negotiation and on-going account management (up to 2 of the 5 years could be performed as part of a structured training program or graduate scheme).
· Strong commercial acumen and proven ability to affect sales and profit figures.
· Excellent communication skills, both verbal and written with fluency in English.
· Strong analytical skills and a measured approach to decision making, including good understanding of management accounts, in particular P&L.
· Self-motivated individual, experienced and comfortable with complex problem solving and providing solutions based advice and guidance to multiple stakeholders.
· Client focused approach.
· Proven track record of working with, educating and influencing a broad range of internal and external stakeholders at all levels.
Desirable:
· Post Graduate qualification
· Additional language skills
· Facilities Management or Real Estate sector experience
