Apac Commercial Director, Work Dynamics

About JLL
- We’re JLL—a leading professional services and investment management firm specializing in real estate. We have operations in over 80 countries and a workforce of over 91,000 individuals around the world who help real estate owners, occupiers and investors achieve their business ambitions. As a global Fortune 500 company, we also have an inherent responsibility to drive sustainability and corporate social responsibility. That’s why we’re committed to our purpose to shape the future of real estate for a better world. We’re using the most advanced technology to create rewarding opportunities, amazing spaces and sustainable real estate solutions for our clients, our people and our communities.
Our core values of teamwork, ethics and excellence are also fundamental to everything we do and we’re honored to be recognized with awards for our success by organizations both globally and locally.
Creating a diverse and inclusive culture where we all feel welcomed, valued and empowered to achieve our full potential is important to who we are today and where we’re headed in the future. And we know that unique backgrounds, experiences and perspectives help us think bigger, spark innovation and succeed together.
APAC Commercial Director, Work Dynamics
Asia Pacific - Multiple locations

The Commercial function has been created to support Work Dynamics (WD) growth with stronger profit margins, using a standardized governance process when reviewing opportunities (new business and/or renewals) and improving the understanding of contractual risks WD can have in the future. The key levers to achieve this are securing more income for the valuable scope we deliver, cross-selling higher margin products, driving productivity, finding ways to benefit from our scale and changing our commercial contract models and pricing.

The Regional Commercial Executives will play the frontline role for the Commercial team engaging with account managers, sales leaders, supply chain leaders and other functional groups in WD to drive commercial projects generating margin growth regionally and globally. Working closely with Commercial Delivery, regional leadership, Sales and Accounts, this role will be responsible for providing Commercial support on varying complexities of deals from RFP to contract and through to execution. The Commercial Executive function also support on specific contractual challenges or reshaping of contracts for individual accounts as requested by Divisional Presidents.

The Commercial team will bring together people with diverse business skills and backgrounds and is intended to be a development pathway for talent, enabling people to expand their account management, product, operations, sales, finance, legal or supply chain experience into a broader commercial scope.

The Commercial Executives will be responsible for a diverse range of commercial projects including:
Partner with Solution Directors to support the deal creation focusing on the Commercial terms and for client negotiations (as required)
Working with Account leaders to execute contract design changes and scope management identified in Account Commercial reviews and in Account Annual Plan
Working with the Commercial Delivery Directors, provide expert input to the Commercial Readiness Program, Due Diligence, Transition and start-up of deals approved in CRB to strengthen governance and consistency of handover from Sales to Transition to Account Management.
Providing required Commercial support to business transformation changes with a focus on value-creating outcomes for JLL and our clients (e.g. JBS transitions, Operations automation initiatives)
Identifying market trends and changes in pricing models and developing recommendations for changes to JLL and/or JLL WD standard pricing
Supporting new Account Managers transitioning into role
Working with the Commercial Program Development Director, provide expert input to the continual development of the Commercial Excellence playbook and training for new account leaders.

Commercial Experience
Has in-depth operational experience of the WD business model, client requirements, industry delivery and contracting models. Understands the impact of risk-reward frameworks, pricing and resource structures.
Sales and growth-oriented - looks for ways to help JLL win well and manage risk to secure reward. Aware of competitor strategies and strengths.
Deep understanding of account P&Ls; the drivers of value and risk, impact of changes in contract scope, portfolio profile and resource levels.

Influence & Negotiating
Strong communicator, able to advise and influence senior stakeholders and SMEs across a diverse range of topics.
Sophisticated negotiating skills; able to partner with account and sales leaders to engage with clients on contract changes, management of scope increases, variations to resource models, glidepaths etc.

Critical Analysis
Can critically review financial, contract and sales information for