The main purpose of this role is to support the business and its customers by educating, influencing and advising key stakeholders on commercial best practice in order to contribute to long-term growth and profitability. This requires enabling the development of new business opportunities from initiation through contract negotiation (both with customers and suppliers) to implementation in order to support the business’ growth aspirations.
1) Negotiate and Agree Contracts
To agree both customer and supply-chain 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 negotiation involving key business and legal stakeholders
- Achieving a signed contract document
- Influencing internal and external stakeholders
- Complying with the CBRE contracting standards and policies
Success criteria:
- CBRE wins new contracts
- Signed contract achieved on best possible terms and compliant with CBRE governance
- Timely negotiation of supplier contracts
- Customer and supplier contracts have clearly defined scope and obligations
- Good customer and supplier relationships
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 and challenging processes for compliance
- Support timely and contractually robust order placement
Success criteria:
- Risks mitigated and offset
- Profits maximised
- Positive behaviours promoted
- Disputes and issues reduced
3) Educate and advise on commercial best practice
To develop internal stakeholders’ commercial awarenes:
- Advising on contractual obligations
- Running commercial training courses
- Providing commercial and contractual guidance at tender stage and through the contract life cycle
- Presenting at company, divisional and business unit management meetings
- Staying abreast of changes in law 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 issues which could lead to high risk or litigation/disputes
Success criteria:
- Achieving the most commercially advantageous outcome
- Avoid margin erosion
- Achieve customer acceptance
- Avoid formal disputes/litigation
- Maintain relationships
5) Promote Best Practice Supplier Engagement
To promote best practice in the appointment of suppliers:
- Transferring risk by back to back obligations
- Negotiation of Supplier Terms
Success criteria:
- Timely and contractually robust order placement
- Dispute avoidance
- Meets CBRE contract requirements
- Protects and promotes CBRE’s services
