Commercial Director - Data Centre Solutions
Job Purpose:
To support the DCS 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 business strategy.
Under the direction of the Global Commercial Director DCS, provide commercial advice and support to the regional GWS DCS business to minimise risk through commercial knowledge and negotiation, maximise profits and revenue and to take proactive steps toward dispute avoidance that might impact the business.
Be an active part of the divisional senior management team ensuring commercial matters and concerns are fully understood and considered in decision making to underpin strong business performance against planned and forecasted targets.
Key Tasks:
Team/Talent Management
- 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.
Negotiate and Agree Contracts – Pre-Contract Activity
- Agree client facing contracts (maintenance and/or project agreements) on a timely basis to the mutual satisfaction of both parties.
- Be 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.
- Lead the commercial negotiations and collaborate closely with sales and solution, legal and other specialist teams.
- Achieve a signed contract document.
- Influence internal and external stakeholders via strong and effective working relationships.
- Ensure all commercial deals comply with the GWS Global Risk Policy and any other company policy.
Commercial Policy & Governance
- 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 and champion commercial best practice.
- Attend Project J&As and Reviews to promote and champion commercial best practice.
- Provide, maintain and advise on the use of standard policies, 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 demobilisation.
- 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 practises.
Commercial Solutions – Post-Contract Activity
- Provide commercial solutions to operational challenges to promote reducing risk and maximising opportunities.
- Analyse the circumstances and articulate the options and potential outcomes available.
- Influence and motivate stakeholders, internal and external, to take the best commercial solution.
- Act as a trusted advisor to internal divisional stakeholders
- Build key customer contacts to strengthen CBRE’s position in the development of long-term customer relationships.
- Consider innovative solutions.
- Identify and lead on issues which could lead to high business impact risk or litigation/disputes.
Supplier Engagement
- Promote best commercial practise 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.
Person Specification
- Degree qualified or equivalent
- Sales focused contract negotiation skills.
- Customer focussed approach.
- Demonstrate good senior management leadership
- Good mathematical/accounting skills.
- Comfortable with complex problem solving and providing solutions based advice and guidance to multiple stakeholders.
- Excellent communication skills.
- Thrive in fast paced working environment.
- Able to understand and anticipate business needs.
- Flexible approach, diligent, discrete, compliant with company policies and responsive to key business objectives. ? Wider international negotiation track record.
- Experience working with blue chip, IT, finance, media, manufacturing, and telecoms companies desirable.
- Proven knowledge and experience of contracting including workings of the Construction Act, offer and acceptance, valuations and quantifying, management of subcontractors.
- Knowledge of standard industry contracts (e.g. JCT, FIDIC etc)
- Proven ability to affect sales, maximising profit and minimising risk
- Experience of contracting in internationally
- Minimum 5 years’ experience in similar commercial leadership role
- Experience working in a matrix organisation balancing the requirements at a local level whilst also ensuring global standards and processes are adhered to
- Excellent communication and interpersonal skills and the ability to communicate to all levels.
- Strong presentation skills.
- Confident and assertive with the ability to adapt to communication style to match the situation.
- Ability to prioritise and react quickly to resolve problems.
- Self-motivated, dedicated, enthusiastic and committed
Circumstances
- This position offers excellent career prospects.
- European travel will be required.