Manager Sales à United States

Role Purpose

The Regional Commercial Manager role is responsible for driving commercial strategy and revenue growth through effective commercial governance, contract management, negotiations and strategic business development. This key position bridges operations, procurement and financial management to optimise commercial performance and safeguard against financial risk. The role has direct responsibility for the delivery and continuous development of all commercial processes and procedures at both a Divisional and individual project level.

The successful candidate will have proven skills in commercial awareness, client liaison, project management and team leadership. They will also have an extensive understanding of the industry within which they specialise, along with flexibility, a talent for negotiation and an ability to problem solve in difficult and challenging situations. Typically demonstrating a track record of managing and developing a commercial team and showing capability of being a mentor / role model to employees who may choose to start their journey to become a qualified commercial professional.

The role will lead the commercial team to provide support and apply commercial governance through every stage of the Project lifecycle. Applying systems and reporting structures at key stages to ensure the continuous application and development of high standards of delivery is maintained along with a strong commercial robustness in place at all times.

Responsibilities

• Lead and mentor a team of commercial professionals
• Lead complex contract negotiations with key clients and partners to maximise value and minimise risk
• Develop and implement commercial strategies that align with organisational objectives and market conditions
• Analyse market trends, competitor activities, and business performance to identify growth opportunities
• Manage client relationships and serve as primary point of contact for commercial matters
• Oversee pricing strategies, discount structures, and proposal development
• Collaborate with cross-functional teams including legal, finance, and operations to ensure contract compliance
• Monitor contract performance and KPIs, implementing improvements as needed
• Identify and mitigate commercial risks through effective contract management

• Oversee the preparation of the monthly CVR process with commercial team. Including project review meetings and associated commercial reports.
• Report and explain the commercial progress to senior divisional staff
• Provide commercial data to Planning, Estimating and Business Development Teams
• Provide advice to all project staff on commercial and contractual matters
• Lead on all commercial aspects with Customer and stakeholders
• Ensure that business commercial processes are adhered to at all levels
• Establish supply chain requirements and liaise with procurement to develop solutions and management plans
• Undertake and mange dispute resolutions
• Apply legislative compliance and liaise with legal experts
• Apply commercial vetting of client and sub-contract tenders & contract terms
• Provide support and governance in the preparation and execution of Subcontract agreements
• Ensure Management and reporting of Commercial Risk and Opportunity
• Create and maintain a robust business wide approach to contract administration ensuring correct and timely issuing of all notices and applications is applied business wide and at all times.
• Enforce Cash flow management rules and processes
• Ensure correct levels of approvals are being applied and documented across all governance gateways for all projects
• At required level Participate and apply approvals governance in CRBs meetings providing appropriate feedback / outcomes
• Undertake / take part in preconstruction contractual and commercial negotiations / meetings with the client
• Maintain accurate records and ensure all project teams do the same, in accordance with good practice and any internal process requirements
• Ensure that all Project documentation of any nature is filed in the appropriate project folder
• Comply with all internal policies and processes and maintain the highest ethical standards

Qualifications and Experience

• Degree qualification - Quantity Surveying & Commercial Management, Finance, Economics, Law or related field.
• 7+ years of progressive experience in commercial management, contract negotiation, or related roles
• Proven track record of successful contract negotiations and relationship management
• Experience gained in commercial environments demanding financial goals and business growth.
• Experience with CRM systems and contract management tools

Skills

• Strong analytical skills with the ability to interpret complex financial and contractual data

• A natural communicator and negotiator comfortable with presenting to all levels in difficult and complex circumstances
• Advanced negotiation and conflict resolution abilities
• Thorough understanding of contract law and commercial principles
• Strategic thinking with strong business acumen
• Results-driven with exceptional problem-solving capabilities
• Ability to build and maintain relationships at all organisational levels
• Adaptable to changing business environments and priorities
• Detail-oriented with strong organisational skills
• Experience in relevant industry sector

Project Services is a wholly owned subsidiary of JLL, global real estate services firm that provides comprehensive, integrated property related expertise, including management, transaction and advisory services, to investors and occupiers locally, regionally and globally.

Project Services delivers design & build solutions using a network of partner trade package subcontractors and suppliers. Through strong growth and outstanding regional client service, the Project Services business has become JLL UK & I leaders of design & build services provider