Sr. Commercial Manager - Contracts

CBRE; Washington (District of Columbia); On-site; USD 140,000 - 170,000; Full time

Job summary

CBRE's Government & Defense Sector is seeking a Senior Commercial Manager to drive commercial excellence across DoD and government portfolios, shaping pricing, partnerships, and growth. The role also serves as a strategic advisor to sector leadership and account teams, guiding negotiations and alliance models with major defense primes to secure profitable outcomes for CBRE.

The position focuses on maximizing value, strengthening customer relationships, and creating competitive commercial

Qualifications

• Lead commercial strategy for DoD and government portfolios, driving growth and value.
• Advise executives and account teams on deal strategy, pricing, and partnerships.
• Interface with Government and major defense contractors to build strategic partnerships.
• Influence solutions, win themes, and pricing to strengthen CBRE’s market position.
• Assess performance across accounts to accelerate growth and new revenue.

Responsibilities

• Lead the commercial strategy for DoD and government portfolios, driving growth, differentiation, and long-term customer value
• Serve as a senior commercial advisor to executives and Account teams, shaping deal strategy, pricing, negotiation approaches, and partnership models
• Act as a key commercial interface with Government as well as major defense contractors, advancing strategic partnerships and driving mutually beneficial outcomes
• Influence solution development, win themes, and pricing models to strengthen CBRE’s market position
• Evaluate commercial performance across Accounts and identify opportunities to accelerate growth, strengthen customer relationships, and capture new revenue

Job description

Role Purpose

Todrive commercial excellence across CBRE’s Government & Defense Sector byshaping strategy, influencing decision-makers, and enabling profitable growthacross the Department of Defense, federal civilian agencies, state and localgovernments, and major defense contractors.

Role Purpose

Todrive commercial excellence across CBRE’s Government & Defense Sector byshaping strategy, influencing decision-makers, and enabling profitable growthacross the Department of Defense, federal civilian agencies, state and localgovernments, and major defense contractors.

The role focuses on maximizing value, strengthening customer relationships,securing new business, and creating competitive commercial solutions - whetherCBRE operates as a prime contractor, subcontractor, or strategic partner tomajor defense primes.

TheSenior Commercial Manager acts as a strategic advisor to Sector leadership andAccount teams, ensuring commercial positions are compelling, competitive, andaligned with long-term business goals.

Role Duties

• Lead the commercial strategy for DoD and non-DoD government portfolios, drivinggrowth, differentiation, and long-term customer value
• Serve as a senior commercial advisor to executives and Account teams, shapingdeal strategy, pricing, negotiation approaches, and partnership models
• Act as a key commercial interface with Government as well as major defensecontractors, advancing strategic partnerships and driving mutually beneficialoutcomes
• Influence solution development, win themes, and pricing models to strengthenCBRE’s market position
• Evaluate commercial performance across Accounts and identify opportunities toaccelerate growth, strengthen customer relationships, and capture new revenue
  
  

Scope of Duties

• Develop and align commercial strategies with leadership to drive penetration indefense and government markets.
• Collaborate across the business to build scalable commercial offerings andstandardized approaches that support growth.
• Support internal teams in developing innovative solutions, customer proposals,and persuasive commercial narratives.
• Deliver high-quality analysis, bid support, customer engagement materials, andstrategic insights.
  
  

Key Tasks

Negotiate Contracts

• Lead or support commercial negotiations with government customers and majordefense contractors.
• Shape negotiation strategies that balance competitiveness, profitability, andlong-term customer relationships.
• Engage in pursuits, solutioning, expansions, recompetes, and subcontractopportunities with defense industry partners.
• Support the development of pricing strategies, value propositions, andpartnership structures that differentiate CBRE.
  
  

Commercial Policy / Procedure

• Ensure commercial decisions support sustainable growth and align with internalstandards.
• Promote simple, scalable commercial processes that enable fasterdecision-making and more compelling customer offers.
• Bring commercial insight to business reviews, shaping strategy and challengingthe status quo.
  
  

Educate and Advise on Commercial Best Practice

• Build commercial awareness across the organization through coaching, training,and targeted guidance.
• Advise leadership and Account teams on customer expectations, pricing strategy,competitive positioning, and deal structures.
• Deliver training and insights that help teams make better commercialdecisions—from pursuit to renewal.
• Represent Commercial strategy at Sector and program leadership meetings,influencing decision-making at all levels.
  
  

Commercial Solutions & Value Creation

• Identify and drive commercial opportunities to expand revenue, improve margins,and deepen customer relationships.
• Develop innovative commercial models tailored to DoD, government, and majordefense contractor customers.
• Analyze scenarios, articulate commercial options, and recommend paths thatmaximize business value.
• Guide internal stakeholders and external partners toward commerciallyadvantageous decisions.
• Build strong customer relationships across government and defense industry tosupport long-term partnership and account expansion.
• Lead high-impact commercial initiatives, including strategic partnerships,large-scale proposals, and major contract negotiations.
  
  

Supplier & Subcontractor Engagement

• Support Procurement in negotiating strategic agreements with suppliers anddefense industry partners.
• Drive partnership models that optimize cost, performance, and innovation.
  
  

CBRE carefully considers multiple factors to determine compensation, including a candidate’s education, training, and experience. The minimum salary for the position is $140K per year and the maximum salary for the position is or $170K per year. The compensation that is offered to a successful candidate will depend on the candidate’s skills, qualifications, and experience. Successful candidates will also be eligible for a discretionary bonus based on CBRE’s applicable benefit program.

Equal Employment Opportunity: CBRE is an equal opportunity employer that values diversity. We have a long-standing commitment to providing equal employment opportunity to all qualified applicants regardless of race, color, religion, national origin, sex, sexual orientation, gender identity, pregnancy, age, citizenship, marital status, disability, veteran status, political belief, or any other basis protected by applicable law.

Candidate Accommodations: CBRE values the differences of all current and prospective employees and recognizes how every employee contributes to our company’s success. CBRE provides reasonable accommodations in job application procedures for individuals with disabilities. If you require assistance due to a disability in the application or recruitment process, please submit a request via email at [e-mail] or via telephone at [phone] (U.S.) and [phone] (Canada).