About us: To lead, shape, and drive commercial strategy and negotiation across complex, high-value enterprise pursuits, supporting the long-term growth and profitability of the
CBRE GWS
Enterprise business. The Commercial Director serves as a trusted advisor to senior business leadership throughout the sales and contract lifecycle
- from opportunity qualification through to contract execution and beyond
- developing differentiated commercial models, shaping risk and reward mechanisms, and positioning CBRE as a strategic partner in long-term outsourcing relationships. What you'll do: Negotiate and Agree Contracts
- Pre-Contract Activity Lead the development of negotiation strategy for complex, high-value pursuits, working alongside Sales and Business Development leadership from opportunity qualification through to contract execution. Shape differentiated commercial models that go beyond standard service agreements
- including outcome-based contracts, gain-share and risk/reward mechanisms, managed service partnerships, and performance-linked commercial structures
- to deliver long-term mutual value.
Serve as the primary commercial voice in senior client-facing negotiations on the most complex and strategically important pursuits, advising leadership on deal shape, BATNA positions, and acceptable risk tolerances. Drive the development of innovative pricing strategies and financial models that support long-term profitable growth while remaining competitive in the marketplace. Challenge and refine risk allocation across the contract, ensuring CBRE's risk exposure is balanced against appropriate reward and that commercial terms protect long-term margin. Collaborate with Sales, Legal, Finance, and Operations to develop compelling, differentiated commercial propositions in response to complex RFPs/RFIs. Lead and coach bid teams in developing innovative commercial responses that reflect market-leading thinking and differentiate CBRE in competitive pursuits. Ensure all pre-contract commercial positions are clearly documented and handed over effectively to post-contract account management teams. Support legal and business teams in the timely agreement of contracts to the mutual satisfaction of all parties. Ensure all commercial deals comply with GWS policy and contracting standards Identify commercial talent and develop potential commercial successors. Educate, mentor, and manage Commercial Managers and Directors on all areas of the business. Develop a commercial team to support the business with consistent commercial messages and best-in-class negotiation capability. Identify areas of growth and development within the commercial team. Shape Leadership team thinking on commercial strategy and risk appetite. Promote the capabilities of the commercial team throughout the business Commercial Policy / Procedure Compliance Promote compliance with CBRE governance policies and procedures. Attend Business Reviews 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 and commercial best practices. Provide commercial guidance at pursuit stage through the contract lifecycle and completion. Present at Business Group, Regional Business, and local management meetings. Commercial Solutions 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 commercial issues which could lead to high business impact risk or litigation/dispute Success Measures GWS Enterprise achieves its Win / Keep / Grow targets. Contracts signed with differentiated commercial structures
- outcome-based, gain-share, and partnership models successfully negotiated and implemented.
Best possible contract terms achieved on complex, high-value pursuits; scope, pricing, and risk allocation clearly defined. Long-term profitable growth secured; margin protected and erosion avoided. CBRE positioned as a strategic partner; strong, enduring client relationships and renewals secured. Risks appropriately allocated; commercial disputes minimized. Well-developed, commercially astute team with strong negotiation capability. Core Competencies These are the capabilities we consider essential for success in this role. Skilled negotiator and influencer across complex, multi-party deal environments. Proven ability to lead high-value sales pursuits from a commercial perspective. Strong expertise in developing and championing innovative commercial models including outcome-based, gain-share, and partnership structures. Sound understanding of commercial contracting in complex outsourcing and services agreements
- from pricing and payment mechanics through to transition, change control, and risk and reward mechanisms.
Strong financial acumen to scenario plan, model, and evaluate deal profitability and pricing strategy in order to advise and influence the business. Credibility and confidence engaging at C-suite level; cross-functional leadership capability. Commercial Knowledge & Skills Experience in commercial deal structuring in complex outsourcing or professional services environments, with familiarity with the IFM/facilities management sector and deals in the $50M
- 500M+ range. Strong knowledge of differentiated commercial models
- outcome-based contracts, gain-share, risk/reward, and partnership structures
- across a range of pricing approaches including cost-plus, fixed price, and hybrid models. Comfortable with the full range of commercial contract provisions in outsourcing and services agreements
- from pricing and payment mechanics through to transition, change control, and risk and reward mechanisms.
Strategic thinker with the ability to identify creative commercial solutions in ambiguous deal environments; comfortable coaching and developing bid teams through complex pursuits What you'll need: 8-10 years in commercial leadership, deal structuring, or negotiations roles within a complex outsourcing, professional services, or management consulting environment. Track record of leading negotiations on large, complex contracts with annual values of $50M or more. Experience developing and implementing differentiated commercial models including outcome share structures, and partnership frameworks. Line management and team development experience. Education based agreements, gain Degree qualified or equivalent; advanced degree or relevant postgraduate qualification preferred Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future
