JOB SUMMARY
In country commercial role dedicated to DCS in the Americas to support new and existing business and growth together with providing day-to-day support to the DCS team and accounts. Is the Subject Matter Expert (SME) 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. Works with the business SMEs and legal team to support the DCS business.
Travel as needed (25% target)
ESSENTIAL DUTIES AND RESPONSIBILITIES
Takes 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.
Supports 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.
Support the Commercial Negotiation and Agreement of Contracts
Support the legal and business teams in the timely agreement of contracts to the mutual satisfaction of both parties.Involved with the sales, tender or re-tender process.Adopt and agree the best negotiation strategy with internal stakeholders including internal or external legal support.Support the legal and business teams in the negotiationAchieving a signed contract documentInfluencing internal and external stakeholdersEnsure 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.4.Check and challenge business processes for compliance.
Educate and Advise on Commercial Best Practices
Develop internal stakeholders' commercial awareness through meetings, presentations, training courses and advice.Provide summaries and training on contract obligation in co-ordination with SMEsRunning commercial training coursesProviding commercial guidance at tender stage and through the contract life cyclePresent at Business Group, Regional Business and local management meetingsStay 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.
Commercial Solutions
Provide commercial solutions to minimize risk and maximize opportunities.Analyzing the circumstances and articulating the options and potential outcomes available.Influence and motivate stakeholders to take the best commercial solutionBuilding key customer contacts to strengthen CBRE's position in the development of long term customer relationshipsConsidering innovative solutionsTaking the lead on business issues which could lead to high risk or litigation/disputes - coordinating with the operators and legal team as required
Promote Best Practice Supplier Engagement
Promote best commercial practice in the appointment of suppliers / subcontractors.Support Sourcing/Supply Chain Solutions with the timely and contractually robust order / sub-contract placementTransfer 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
Performs other duties as assigned.
SUPERVISORY RESPONSIBILITIES
No formal supervisory responsibilities in this position. Provides informal assistance such as technical guidance, and/or training to coworkers. May lead project teams and/or plan, and supervise assignments of lower level employees.
QUALIFICATIONS
This person will need to have 3 years of Data Center Commercial Managers experience.
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) or equivalent in Law
Post Graduate qualification. Minimum 5 years experience in a commercial role.
Experience of Data Center sector highly desirable.
Experience working with blue chip, IT, finance, media and/or telecoms companies desirable.
CERTIFICATES and/or LICENSES
IACCM certification preferred.
COMMUNICATION SKILLS
Excellent written and verbal communication skills. Strong organizational and analytical skills. Ability to provide efficient, timely, reliable and courteous service to customers. Ability to effectively present information.
FINANCIAL KNOWLEDGE
Requires knowledge of financial terms and principles. Ability to calculate complex figures such as percentages, discounts, and/or commissions. Conducts basic financial analysis.
REASONING ABILITY
Ability to comprehend, analyze, and interpret documents. Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.
OTHER SKILLS and/or ABILITIES
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.
Additional language skills highly desirable.
Collaborative approach with ability to maximize short term requirements and output whilst building long-term productive relationships.
Thrives 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.
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.
SCOPE OF RESPONSIBILITY
Decisions made with understanding of procedures and company policies to achieve set results and deadlines. Responsible for setting own project deadlines. Errors in judgment may cause short-term impact to co-workers and supervisor.
