Commercial Manager (Data Center Solution)

CBRE Group, Inc.; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

CBRE Group, Inc. is seeking a regional commercial professional in APAC to support DCS growth. You will educate, influence and advise key stakeholders on commercial best practices, manage risk, and align contracts with business objectives.

The role leads commercial negotiations, attends customer meetings, and rolls out training across large accounts while supporting transition of new wins and changes in accounts.

Qualifications

• Degree qualified (or higher) in a relevant discipline.
• At least five years' experience in a commercial role, with contract management experience in facilities management or similar.
• Strong sales-focused negotiation skills.
• Ability to work independently in a regional/global organization.
• Excellent verbal and written English communication.
• Proven track record educating and influencing stakeholders at multiple levels.
• Strong commercial acumen with understanding of contract terms and risk mitigation.

Responsibilities

• Agree contracts in a timely manner to mutual satisfaction of parties.
• Lead the commercial negotiation with internal and external stakeholders.
• Promote compliance with contracting standards and policies.
• Educate internal teams on commercial best practices and obligations.
• Provide guidance at tender stage and throughout the contract lifecycle.
• Present at management meetings and roll out bespoke training as required.
• Develop commercial solutions to minimise risk and maximise opportunities.

Skills

Negotiation

Stakeholder management

Contract management

Strategic thinking

Training & development

Communication

Education

Degree qualified

Tools

MS Office

Excel

Job description

ROLE STATEMENT:

To support the Business by educating, influencing and advising key stakeholders on commercial best practice in order to contribute to long-term growth and profitability.

OVERVIEW:

Regional commercial role dedicated to DCS in APAC to support new and existing business and growth together with providing day-to-day support to the DCS team and accounts. Be the subject matter expert on the DCS commercial agreements, including but not limited to: commercial terms, areas of risk and reward, operational compliance, cost control, financial responsibilities and liabilities, milestone obligations. Work with the business subject matter experts (SMEs) and legal team to support the DCS business.

Take the lead on the commercial position of the accounts, including attending regular customer meetings, review meetings, reporting and rolling out commercial training as well as developing bespoke training for the large accounts as required.

Support the transition of new wins, including the education and influence of the operational and procurement teams in managing, mitigating and flowing down risk, managing change on the accounts, supporting change and sharing best practice.

KEY RESPONSIBILITIES:

Commercial Negotiation and Agreement of Contracts

To agree 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 commercial negotiation
• Achieving a signed contract document
• Influencing internal and external stakeholders
• Complying with the GWS contracting standards and policies

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 processes for compliance

Educate and advise on commercial best practice

To develop internal stakeholders’ commercial awareness.

• Advising on contractual obligations
• Running commercial training courses
• Providing commercial guidance at tender stage and through the contract life cycle
• Presenting at Company, Divisional and BU management meetings
• Staying abreast of changes in relevant laws and commercial practice

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 business issues which could lead to high risk or litigation/disputes – co-ordinating with the operators and legal team as required

Promote Best Practice Supplier Engagement

• To promote best practice in the appointment of suppliers.
• Timely and contractually robust order placement
• Transferring risk by back to back obligations
• Supporting the negotiation of Supplier agreement

JOB REQUIREMENTS, KNOWLEDGE, SKILLS & EXPERIENCE:

• Degree qualified (or higher) or equivalent in a relevant discipline.
• At least five years relevant experience in a commercial role – i.e. relevant contract management experience in facilities management service providers
• Sales focused negotiation skills
• Able to work independently with experience of working in a regional or global organization
• Self-motivated individual experienced and comfortable with complex problem solving and providing solutions-based advice and guidance to multiple stakeholders
• Customer focused approach
• Proven track record of working with, educating and influencing a broad range of internal and external stakeholders at all levels
• Excellent communication skills, both verbal and written with fluency in English
• Strong understanding of local laws & legalities in the relevant field
• Thrive on fast-pace working in a regional and global business
• Able to understand and anticipate business needs. Flexible approach, diligent, discrete, compliant with company policies and responsive to key business objectives
• Strong commercial acumen and understanding of business impact and risk mitigation in relation to contract terms and operations
• Proficient analytical skills and a measured approach to decision making
• Experienced and comfortable with the operation of industry standard forms of contract (as applicable)
• Experience in Data Centre sector / Facilities Management Service Provider is beneficial
• Training in contract law desirable