Commercial Manager - Facilities Management (National Business Development/Pursuits)

Black & McDonald Limited; Markham; Hybrid; CAD 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a Commercial Manager to lead and support various teams in Facilities Management. This role offers a unique opportunity to leverage your commercial acumen and operational expertise across diverse projects. You will be instrumental in developing service delivery models, pricing strategies, and ensuring compliance with contractual obligations while fostering strong relationships with clients and stakeholders. This position not only promises professional growth and advancement but also allows you to make a significant impact in a dynamic environment. If you thrive in a fast-paced setting and are passionate about facilities management, this is the perfect opportunity for you.

Qualifications

• 7+ years in commercial or operations roles, ideally in facilities management.
• Strong background in service delivery models and pricing strategies.

Responsibilities

• Lead commercial reviews and support estimating activities for bids.
• Design service delivery models and collaborate with teams for alignment.

Skills

Analytical Skills

Problem-Solving

Communication Skills

Presentation Skills

Collaboration

Education

Bachelor’s degree in Business or Engineering

Master’s degree (MBA, MSc)

FM designations (FMA, FMP, C.E.T.)

Tools

Excel

Job description

Position: Commercial Manager
Location: Markham Preferred or Vancouver
Structure: Full-time position, hybrid work option

ABOUT THIS CAREER OPPORTUNITY

The Facilities Management Commercial Manager (“Commercial Manager”) has responsibility for participating as part of various teams within Black & McDonald’s Facility Services business with a primary focus on Facilities Management (FM) across the country. Reporting to the Senior Commercial Manager, this is a progressive position for an experienced FM operations individual with opportunity for growth, advancement and influence. This individual will be instrumental in contributing to our team’s success and evolving capabilities, enabling us to be effective in supporting the growth of our Facility Services business. They will be challenged to both learn and apply their current experience and knowledge, with key role details that include:

1. Commercial Review. Leading or supporting the review, assessment and advisement on various pursuits, bids and opportunities, including review and assessment of RFx and contractual documents from a commercial and operational perspective.
2. Estimating. Leading or supporting estimating activities on all assigned pursuits, bids and opportunities (new, renewal and expansions), including development of the service delivery model, staffing, and subcontractors.
3. Operational Support. Leverage technical expertise and experience in the review and development of solutions through advisement of the bid team and FM Operations on risk, strategy, and solution development with respect to contracts being pursued or renewed.

KEY RESPONSIBILITIES:

• Service Delivery Model Development
  • Design robust commercial service delivery models for pursuits, focusing on contract structure, staffing plans, scheduling, subcontracting strategies, and innovative approaches.
  • Collaborate with operational and financial teams to align models with our strategic and financial goals, ensuring they are tailored to client requirements.
• Pricing Estimation & Financial Modeling
  • Lead the contract pricing estimation process, developing detailed projections for labour, materials, and overhead costs to support competitive bids.
  • Work with operations to ensure pricing strategies are both financially sound and competitive.
• Contractual Review & Risk Identification/Mitigation
  • Conduct thorough reviews of all contractual terms and conditions, identifying and mitigating commercial risks and recommending negotiation strategies to protect the business.
  • Partner with our legal counsel to ensure all proposals are compliant and aligned with industry standards.
• Technical and Commercial Alignment
  • Collaborate closely with Proposal Managers to integrate commercial aspects into the technical solution, creating a cohesive and compelling proposal.
  • Contribute valuable insights and edits to ensure final proposals reflect a strong commercial offering that aligns with client expectations.
• Support to Negotiations & Client Engagement
  • Support contract negotiations, clarifications, and Best and Final Offer (BAFO) processes, actively contributing to our positioning in discussions with clients and stakeholders.
  • Build strong relationships, presenting commercial strategy and capabilities with confidence and clarity.
• Industry Knowledge & Compliance
  • Maintain understanding of union agreements, compliance requirements, and industry regulations that may impact our commercial approach.
  • Stay informed on industry trends, competitor activities, and client requirements, adjusting commercial strategies to meet evolving market demands.
• Continuous Improvement & Stakeholder Collaboration
  • Champion continuous improvement initiatives to streamline the commercial bid process, making it more efficient and impactful.
  • Facilitate alignment across diverse internal teams, ensuring smooth communication and consistent engagement throughout the pursuit lifecycle.
  • Provide input as requested, to the Pursuits Team for the development of a robust submission including technical narratives review, lifecycle planning, energy performance and schedule/plan development.
  • Participation and support of the pursuit process, as required, e.g. site visits, bid reviews, bid/no bid discussions, proponent meetings, presentations, debriefs, etc.

PREFERRED QUALIFICATIONS AND EXPERIENCE:

• Education:
  • Bachelor’s degree in Business, Engineering, or related field; Master’s degree is an asset (MBA, MSc); FM designations preferred but not required, e.g. FMA (BOMA), FMP (IFMA), C.E.T.
• Experience: emphasize
  • 7+ years of experience in a commercial, operations, or business development role, ideally within facilities management, property management, engineering, construction, or other parallel industry.
  • Proven success in developing service delivery models and pricing strategies for complex, multifaceted service contracts.
  • Solid background in commercial contract structures, risk assessment, and negotiation strategies.
• Technical Knowledge:
  • Good understanding of facilities management services, including hard services (e.g., mechanical, electrical, plumbing, building operations, etc.), soft services (e.g., janitorial, landscaping/snow, pest control, waste management, etc.), and specialized support services (e.g., project management, energy, sustainable practices and asset management).
  • Familiarity with union labour agreements, compliance standards, and regulatory frameworks within facilities management and technical services within the built environment.
• Skills:
  • Exceptional analytical and problem-solving abilities, including strong Excel knowledge.
  • Strong communication and presentation skills, with the ability to convey operational and commercial concepts to all stakeholders.
  • Collaborative mindset with an ability to work cross-functionally and engage with diverse stakeholders.
  • Proactive, driven, and thrives in a fast-paced, deadline-oriented environment.

Black & McDonald welcomes and encourages applications from persons with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the recruitment and selection process.