To support the GWS DCS AMER business by educating, influencing and advising key stakeholders on commercial best practices to contribute to the long-term growth and profitability of the business in line with the wider DCS
Under the direction of the Global Commercial Director, DCS provide commercial advice and support to the regional GWS DCS AMER business to minimize risk through commercial knowledge and negotiation, maximize profits and revenue and to take proactive steps toward dispute avoidance that might impact the business.
Identify commercial talent and develop potential commercial successors. Educate, mentor and manage commercial managers on all areas of the business.
Develop a multi-region commercial team with consistent commercial messages across all regions. Identify areas of growth and development within the commercial team.
Shape Leadership team thinking. Promote the capabilities of the commercial team throughout the business.
Support the Commercial Negotiation and Agreement of Contracts – Pre-Contract Activity
Support the legal and business teams to agree client facing contracts on a timely basis 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 the GWS Global Risk Policy, GWS contracting standards and any other company policy.
Commercial Policy/Procedure Compliance
Promote compliance with the GWS Global Risk Policy and procedures including Regional and Global Pricing Committee reviews; Commercial governance and approvals and Project 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 demobilization.
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 practices.
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 issues which could lead to high business impact risk or litigation/disputes.
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.
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 and EXPERIENCE
Bachelor's degree (BA/BS) from 4-year college or university. Minimum six years of related experience. Prior Supervisory experience preferred.
CERTIFICATES and/or LICENSES
Ability to comprehend, analyze, and interpret the most complex business documents. Ability to respond effectively to the most sensitive issues. Ability to write reports, manuals, speeches and articles using distinctive style. Ability to make effective and persuasive presentations on complex topics to employees, clients, top management and/or public groups. Ability to motivate and negotiate effectively with key employees, top management, and client groups to take desired action.
Requires in-depth knowledge of financial terms and principles. Ability to calculate complex figures. Ability to forecast and prepare budgets. Conducts financial/business analysis including the preparation of reports. REASONING ABILITY
Ability to solve advanced problems and deal with a variety of options in complex situations. Requires expert level analytical and quantitative skills with proven experience in developing strategic solutions for a growing matrix-based multi-industry sales environment. Draws upon the analysis of others and makes recommendations that have a direct impact on the company.
OTHER SKILLS and ABILITIES
Strong process skills, negotiating, decision-making and analytical skills are necessary. Demonstrated ability in project management processes, tools and techniques.
Ability to build and maintain effective professional/client relationships.
Intermediate skills with Microsoft Office Suite including MS Project.
SCOPE OF RESPONSIBILITY
Decisions made with in-depth understanding and interpretation of procedures, company policies and business practices to achieve general results. Responsible for setting department deadlines. Errors in judgment may cause long-term impact to co-workers, supervisor, department and/or line of business.
Internal Number: 19010273
With broader and deeper capabilities than any other company, CBRE is the leading full-service real estate services and investment organization in the world.
CBRE Group, Inc. is the world’s largest commercial real estate services and investment firm, with 2017 revenues of $14.2 billion and more than 80,000 employees (excluding affiliate offices). CBRE has been included in the Fortune 500 since 2008, ranking #214 in 2017. It also has been voted the industry’s top brand by the Lipsey Company for 17 consecutive years, and has been named one of Fortune’s “Most Admired Companies” in the real estate sector for six years in a row. Its shares trade on the New York Stock Exchange under the symbol “CBRE.”
CBRE offers a broad range of integrated services, including facilities, transaction and project management; property management; investment management; appraisal and valuation; property leasing; strategic consulting; property sales; mortgage services and development services.