Commercial Manager – GWS Local

Commercial Manager
– GWS Local Job ID 107482 Posted 10-Jan-2023 Service line GWS Segment Role type Full-time Areas of Interest Building Management, Property Management Location(s) Boston
– Massachusetts
– United States of America, Columbus
– Ohio
– United States of America, Hartford
– Connecticut
– United States of America, New York City
– New York
– United States of America, Newark
– New Jersey
– United States of America, Philadelphia
– Pennsylvania
– United States of America, Providence
– Rhode Island
– United States of America GWS Local is a tailored facility management solution at a local level with access to the Global CBRE GWS platform.

We manage soft services through trusted best-in-class partners and self-delivery of hard services.

Utilizing an AGILE delivery model with structure, governance, and accountability through employee empowerment.

Partnership with Local also provides access to our “Best in Class” additional services: Sustainability and Energy Programs, Project Management, Moves & Changes, Security Consulting, Workplace Strategy, and Host Workplace Experience.

This position may be performed remotely in a major US city within the NorthEast Business Unit on Eastern Time Zones due to the necessity of being required to go onsite to the local office occasionally.

WHO YOU ARE You thrive in fast paced working environments with deep knowledge of contract negotiations and contractual risks.

You understand and deliver a flexible customer-focused approach, diligent, discrete while ensuring compliance with company policies and responsive to key business objectives.

You are highly experienced and comfortable with complex problem-solving to be able to provide solutions-based advice and guidance to multiple stakeholders.

You showcase your excellent communication skills in all areas including the ability to cultivate relationships on all sides throughout contract negotiations.

JOB PURPOSE The purpose of the role is to support the GWS Americas 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 Regions in line with the wider GWS Local business strategy.

The Commercial Manager role dedicated to GWS Americas Local to support new and existing business and growth together with providing day-to-day support to the Local Americas 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 Americas 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.

KEY TASKS and RESPONSIBILITIES 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, influencing internal and external stakeholders in achieving a signed contract document.

Ensure all commercial deals comply with the GWS Global Risk Policy and contracting standards.

Commercial Policy/Procedure Compliance Promote compliance with the GWS governance policies and procedures including Regional and Global Pricing Committee reviews; Commercial governance and approvals and Project Procedures.

Educate and influence internal and external stakeholders.

Attend Business Reviews, and any other reviews as directed, to promote commercial best practice.

Check and challenge business processes for compliance.

Provide, maintain and advise on the use of standard documentation and templates.

Educate and advise on commercial best practices Develop senior leadership commercial awareness through meetings, presentations, training courses and advice.

Write, develop and run commercial training courses.

Advise the business on specific contractual obligations.

Provide commercial guidance at pursuit stage through the contract lifecycle and demobilization.

Present at Business Group, Regional Business and local management meetings.

Stay up to date on changes in law and liaise with local in-country counsel to stay abreast of local law changes and changes in commercial practices.

Commercial Solutions Provide commercial solutions to operational challenges to promote reducing risk and maximizing opportunities.

Consider innovative solutions.

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.

Take the lead on issues which could lead to high business impact risk or litigation/disputes.

Supplier Engagement Promote best commercial practices in the appointment of suppliers / subcontractors ensuring supplier selection is appropriate.

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.

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

The requirements listed below are representative of the knowledge, skill, and/or ability required.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION A Bachelor’s degree or 4-year equivalent required.

A degree or equivalent in Law such as Post Graduate qualification and IACCM membership preferred.

EXPERIENCE A minimum 5 years’ experience in similar commercial leadership role required.

A minimum of 10 years’ experience running multi region wide team is desirable.

SKILLS Skillfully honed sales focused contract negotiation.

Successful client negotiation track record is strongly preferred.

Thrive in fast paced working environment.

Ability to understand and anticipate business needs.

Customer focused approach.

Flexible customer and business objective focused approach, diligent, discrete, compliant with company policies and responsive to key business objectives.

Comfortable with complex problem solving and providing solutions-based advice and guidance to multiple stakeholders.

Excellent communication skills in all areas including cultivating relationships during contract negotiations.

Experience with blue chip, IT, finance, media, manufacturing, and telecoms companies desirable.

KNOWLEDGE Proven knowledge and experience of contracting including workings of local legislation, offer and acceptance, valuations and quantifying, management of subcontractors.

Proven ability to affect sales and profit figures by maximizing profit and minimizing risk.

Solid mathematical and accounting skills.

CORE COMPETENCIES The ability to resolve commercial issues to the benefit of CBRE via strong negotiation and influencing skills.

Proven control of sales pursuits and managing costs, understanding of terms and conditions and financial acumen with ability to analyze data.

Sound communication and interpersonal skills and the ability to communicate to all levels that includes strong presentation skills.

Demonstrate senior management leadership.

Confident and assertive with the ability to adapt to communication style to match the situation.

Ability to prioritize and react quickly to resolve problems.

Self-motivated, dedicated, enthusiastic and committed.

The ability to resolve commercial issues to the benefit of CBRE via strong negotiation and influencing skills, proven control of sales pursuits and managing costs, understanding of terms and conditions and financial acumen with ability to analyze data.

TRAVEL Light travel will be required, approximately up to 10% and/or around 6 trips annually.

Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future CBRE is an equal opportunity/affirmative action employer with a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

New York Residents: CBRE carefully considers multiple factors to determine compensation, including a candidate’s education, training, and experience.

The minimum salary for the Commercial Manager position is $120,000 annually and the maximum salary for the Commercial Manager position is $140,000 annually The compensation that is offered to a successful candidate will depend on the candidate’s skills, qualifications, and experience.

Successful candidates will also be eligible for a discretionary bonus based on CBRE’s applicable benefit program.

CBRE is an equal opportunity employer that values diversity.

We have a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

We also provide reasonable accommodations, as needed, throughout the job application process.

If you have a disability that inhibits your ability to apply for a position through our online application process, you may contact us via email at recruitingaccommodationscbre.com or via telephone at 1 866 225 3099 (U.S.) and 1 866 388 4346 (Canada).

NOTE: Some, but not all, of our positions may have an additional requirement to comply with COVID-19 health and safety protocols, including COVID-19 vaccination proof and/or rigorous testing.

If you have questions about the requirement(s) for this position, please inform your Recruiter.

CBRE GWS CBRE Global Workplace Solutions (GWS) works with clients to make real estate a meaningful contributor to organizational productivity and performance.

Our account management model is at the heart of our client-centric approach to delivering integrated real estate solutions.

Each client is entrusted with a dedicated leader and is supported by regional and global resources, leveraging the industry’s most robust platform.

CBRE GWS delivers consistent, measurably superior outcomes for our clients at every stage of the lifecycle, and across industries and geographies.

Find out more (https://www.cbre.com/real-estate-services/directory/global-workplace-solutions) CBRE, Inc.

is an Equal Opportunity and Affirmative Action Employer (Women/Minorities/Persons with Disabilities/US Veterans)