Senior Commercial Manager

3 weeks ago

Singapore CBRE PTE. LTD. Full time
Roles & Responsibilities

ROLE STATEMENT:

To support the Business by educating, influencing and advising key stakeholders on commercial best practice in order to contribute to long-term growth and profitability.

OVERVIEW:

Regional commercial role dedicated to DCS in APAC to support new and existing business and growth together with providing day-to-day support to the DCS team and accounts. Be the subject matter expert on the DCS 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 DCS 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 RESPONSIBILITIES:

1 – Commercial Negotiation and Agreement of Contracts

To agree contracts on a timely basis to the mutual satisfaction of both parties.

  • Involved with the sales, tender or re-tender process
  • Adopting and agreeing the best negotiation strategy with internal stakeholders
  • Leading the commercial negotiation
  • Achieving a signed contract document
  • Influencing internal and external stakeholders
  • Complying with the GWS contracting standards and policies

Success Criteria:

  • CBRE wins new contracts
  • Signed Contract on best possible terms and compliant with GWS governance
  • Clearly defined scope and obligations
  • Good Customer Relationship

2 – Commercial Policy/Procedure Compliance.

To promote compliance with policy and procedures.

  • Attending Business Unit, Account, Contract or Project Reviews to promote best practice
  • Providing and maintaining standard documentation
  • Checking processes for compliance

Success Criteria:

  • Risks mitigated and offset
  • Profits maximised
  • Promotes positive behaviours
  • Reduction in disputes and issues

3 – Educate and advise on commercial best practice

To develop internal stakeholders' commercial awareness.

  • Advising on contractual obligations
  • Running commercial training courses
  • Providing commercial guidance at tender stage and through the contract life cycle
  • Presenting at Company, Divisional and BU management meetings
  • Staying abreast of changes in relevant laws and commercial practice

Success Criteria:

  • Practical and useful contract summaries/abstracts/deliverables (terms, pricing and scope)
  • Contractual compliance
  • Commercially astute colleagues
  • Good account/contract/project management
  • Minimise claims/disputes/issues

4 – Providing commercial solutions

  • To provide commercial solutions to minimise risk and maximise opportunities.
  • Analysing the circumstances
  • Articulating the options and potential outcomes
  • Influence and motivate stakeholders to take the best commercial solution
  • Building key customer contacts to strengthen CBRE's position in the development of long term customer relationships
  • Considering innovative solutions
  • Taking the lead on business issues which could lead to high risk or litigation/disputes – co-ordinating with the operators and legal team as required

Success Criteria:

  • Achieving the most commercially advantageous outcome
  • Avoid margin erosion
  • Customer acceptance
  • Agreed Change Control, Contract extension and/or renewal
  • Avoid formal disputes

5 – Promote Best Practice Supplier Engagement

  • To promote best practice in the appointment of suppliers.
  • Timely and contractually robust order placement
  • Transferring risk by back to back obligations
  • Supporting the negotiation of Supplier agreements

Success Criteria

  • Dispute avoidance
  • Meets CBRE contract requirements
  • Protects and promotes CBRE's service

JOB REQUIREMENTS, KNOWLEDGE, SKILLS & EXPERIENCE:

  • Degree qualified (or higher) or equivalent in a relevant discipline.
  • At least five years relevant experience in a commercial role – i.e. relevant contract management experience in facilities management service providers, or trained legal & law background
  • Sales focused negotiation skills
  • Able to work independently with experience of working in a regional or global organization
  • Self-motivated individual experienced and comfortable with complex problem solving and providing solutions-based advice and guidance to multiple stakeholders
  • Customer focused approach
  • Proven track record of working with, educating and influencing a broad range of internal and external stakeholders at all levels
  • Excellent communication skills, both verbal and written with fluency in English & local language - Chinese (role will be based in China).
  • Strong understanding of local laws & legalities in the relevant field
  • Thrive on fast-pace working in a regional and global business
  • Able to understand and anticipate business needs. Flexible approach, diligent, discrete, compliant with company policies and responsive to key business objectives
  • Strong commercial acumen and understanding of business impact and risk mitigation in relation to contract terms and operations
  • Proficient analytical skills and a measured approach to decision making
  • Experienced and comfortable with the operation of industry standard forms of contract (as applicable)
  • Experience in Data Centre sector / Facilities Management Service Provider is beneficial
  • Qualification / training in contract law desirable
Tell employers what skills you have

Negotiation
Customer Relationship
DCS
Dispute
Customer Relationships
Contract Management
Strategy
Complex Problem Solving
Procurement
Contract Law
Change Control
Pricing
Cost Control
Facilities Management

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