About the Role :
To support the GWS Local 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 business in line with the wider GWS Local business strategy.
The Commercial role dedicated to GWS Local to support new and existing business and growth together with providing day-to-day support to the Local team 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 the GWS Local business.
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.
What You'll Do :
Team/Talent Management
- Identify commercial talent and develop potential commercial successors.
- Educate, mentor and manage commercial managers on all areas of the business.
- Develop a commercial team with consistent commercial messages.
- Identify areas of growth and development within the commercial team.
- Promote the capabilities of the commercial team throughout the business.
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.
- Fully involved in pursuits, solutioning, expansions, re-tenders and retention strategies.
- Adopt and agree the best negotiation strategy with internal stakeholders including internal or external legal support.
- Leading the commercial negotiations.
- Achieving a signed contract document.
- Influence internal and external stakeholders.
- Ensure all commercial deals comply with policies, procedures and contracting standards.
Commercial Policy/Procedure Compliance
- Promote compliance with the GWS governance policies and procedures
- Attend Business Reviews, and any other reviews as directed, 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 senior leadership commercial awareness through meetings, presentations, training courses and advice.
- Advise the business on specific contractual obligations.
- Write, develop and run commercial training courses.
- Provide commercial guidance at pursuit stage through the contract lifecycle and demobilisation.
- Present at Business Group, Regional Business and local management meetings
- Stay up-to-date of changes in law and liaise with local in-country counsel to stay abreast of local law changes and changes commercial practises.
Commercial Solutions
- Provide commercial solutions to operational challenges to promote reducing risk and maximising opportunities.
- Analyse 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 issues which could lead to high business impact risk or litigation/disputes.
Supplier Engagement
- Promote best commercial practise 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.
What You'll Need :
- Minimum Bachelor Degree in a relevant field
- At least 10 years of relevant experience, of which 5 years has to be in a similar commercial leadership role
- Sales focused contract negotiation skills
- Comfortable with complex problem solving and providing solutions-based advice and guidance to multiple stakeholders
- Excellent communication skills
- Able to thrive in a fast paced working environment
- 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 JCT, FIDIC (or country equivalent).
- Proven ability to affect sales and profit figures by maximizing profit and minimizing risk.
