Individual accountability
Commercial Pricing & Modelling
- Develop the commercial strategy and approach for global or regional large-scale single or major multi-x bids.
- Own and be accountable for the pricing strategy from end to end.
- Specialize in multiple product pricing strategies and have a strong understanding of each service lines, platform, and value proposition.
- Collaborate with in-country teams and the various cross functions (Solutions & Proposals, Subject Matter Experts (SMEs)) and provide guidance and challenge to internal teams on our solutioning and pricing / cost inputs.
- Manage multiple external and internal stakeholders to ensure our price offering is suitable to meet both our requirements and executives those of the client.
- Build models to simulate the various profit and loss scenarios as part of Commercial Review Board (CRB) sign-off.
- Lead CRB deal reviews and presentations on the Commercial Core and P&Ls
- Work with business leaders, Pursuit Lead and Commercial Strategy team to understand and mitigate the risks and opportunities around deals.
- Develop simplified storyboard to aid in win-price strategy.
- Participate in client facing deal negotiation and presentation, as applicable.
People Management
- Coach the pricing team and lead them to excellence through feedback and recognition.
- Promote a culture of collaboration and teamwork.
- Maintain active succession planning.
Process & Tools
- Use the internal tools developed by the Global Tools and Analytics team and provide constructive feedback to aid in the development.
- Responsible for establishing and tracking Cost benchmarking and competitor pricing analysis.
- Deploy and adopt new processes and tools as appropriate.
Collaboration/Cooperation Requirements
- Lead with OneJLL leadership behaviours.
- Champion Diversity & Inclusion
- Deliver through instilling trust and building relationship.
- Collaborate globally to share ideas and drive continuous improvements in commercial processes.
Additional
- Manage due diligence and baselining activities where required.
- Deep dive into commercials for renewals and making recommendations for future commercial improvements.
- Address critical gaps between what we sold and how we can improve the margin of existing accounts.
- Lead ad-hoc projects and initiatives.
- Client Consultancy work
- Input to Management Reporting as needed.
Requirements
- Bachelor’s Degree with 8-10 years of experience in pricing and commercial modelling on complex outsourcing contracts, ideally within the commercial real estate industry, with at least 2-3 years of experience as a people manager
- Strong analytical skills, and must be comfortable dealing with numerical data, and have strong attention to detail.
- High level of system skills and commercial acumen
- Excellent communication, negotiation, and stakeholder management skills. Confident in client facing and board level situations.
- People management skills & leadership qualities
- Able to understand and interpret complex financial and commercial situations and explain to a variety of stakeholders.
- Adaptable and able to present with gravitas and build client relationships (internal and external).
Other Personal Characteristics
- Trustworthiness - Can be relied upon to follow through on commitments.
- Focus - Set priorities and sticks to them, without veering off in all directions.
- Judgement - Exercise good sense, especially when under pressure or when faced with making sacrifices for the greater good.
- Strong excel discipline.
