Commercial Manager

The Commercial Manager supports the negotiation and delivery of commercial agreements, ensuring alignment with business objectives while effectively managing risk and governance. Working closely with cross-functional teams, the role provides commercially sound advice, supports deal progression, and contributes to negotiation strategies across a range of contract structures. With strong commercial and contractual awareness, the Commercial Manager balances value, risk, and client needs, builds effective relationships, and delivers clear, structured communication in a fast-paced environment.

Commercial Manager - Skills & Capabilities

Commercial & Strategic Skills

• Strong commercial acumen: able to assess value, margin, risk, and commercial implications of deals
• Working knowledge of deal structures: MSAs, SOWs, framework agreements, T&M, fixed price, and hybrids, with guidance on when to use each
• Applies strategic thinking by aligning contracts with business and client objectives
• Sound commercial judgment: understands when to elevate, when to negotiate, and when to compromise
• Good financial literacy: understands revenue drivers, cost structures, and margin impacts

Contracting & Legal Skills

• Strong contract drafting and interpretation skills across MSAs, SOWs, amendments, and renewals
• Good understanding of key contractual risks (liability, indemnities, IP, termination, data protection)
• Able to translate legal and contractual concepts into clear business implications
• Experience supporting contracts across different jurisdictions with guidance from specialists
• Follows governance processes: approvals, deviations, and use of standard templates

Negotiation Skills

• Solid negotiation capability, including:
  Managing timelines and stakeholder expectations
  Handling standard negotiation challenges confidently
  Applying structured concession strategies
• Outcome-focused: supports deal progression while managing risk
• Comfortable negotiating with client procurement and legal teams, with support where needed

Risk Management & Decision Making

• Commercially aware and pragmatic approach to risk (guided by policy and leadership)
• Supports decision-making by assessing risks and proposing balanced options
• Identifies delivery, operational, and contractual risks during deal development
• Understands escalation thresholds and seeks guidance when required
• Maintains clear documentation of key decisions and approval

Stakeholder & Relationship Management

• Builds effective working relationships across Sales, Legal, Finance, and Delivery
• Acts as a reliable commercial partner to internal teams
• Maintains professional client interactions while supporting commercial objectives
• Helps manage competing priorities between growth and risk control
• Works collaboratively across functions to achieve deal outcomes

Communication & Presence

• Clear, accurate and structured communication (written and verbal)
• Able to present issues with context and recommended actions
• Confident in stakeholder discussions, with developing executive presence
• Produces strong documentation: summaries, approvals, and commercial notes

Operational & Process Skills

• Supports contract lifecycle management from negotiation through execution and renewal
• Follows and contributes to improving commercial processes
• Strong attention to detail with ability to manage multiple deals simultaneously
• Organised and able to prioritise workload effectively

Commercial Manager - Key Attributes

Commercial & Strategic Thinking

• Demonstrates solid commercial judgment with awareness of risk and value
• Applies structured thinking to commercial problems
• Understands key pricing and margin considerations
• Develops confidence in making recommendations with appropriate support

Collaboration & Influence

• Works effectively with cross-functional teams
• Builds credibility through consistency and delivery
• Influences stakeholders through clear reasoning rather than authority
• Seeks input from senior colleagues when required

Negotiation & Deal Support

• Supports negotiation strategy and execution
• Balances commercial drivers with risk considerations
• Recognises key issues and escalates where appropriate
• Contributes to progressing deals toward closure

Risk & Governance Mindset

• Understands and applies governance frameworks
• Identifies risks and raises them appropriately
• Ensures decisions are documented and compliant
• Develops ability to assess risk in commercial context

Stakeholder & Client Engagement

• Builds constructive client and internal relationships
• Communicates clearly on timelines, risks, and expectations
• Supports management of challenging conversations
• Maintains professionalism under pressure

Communication & Clarity

• Communicates clearly and succinctly
• Structures information into key points and actions
• Escalates issues with context and proposed solutions
• Produces clear and accurate commercial documentation

Personal Effectiveness

• Accountable and reliable delivery mindset
• Calm and organised under pressure
• Proactive and willing to learn
• Demonstrates professional integrity and ethical conduct
• Collaborates with colleagues to inform decision-making

Disclaimer

Please be advised that effective January 1, 2025, CBRE Project Management and Turner &Townsend were consolidated into a single global business entity. As a candidate applying for a position, you should be aware that while your initial employment may be with CBRE GWS, you will subsequently transfer directly to Turner & Townsend at a date to be determined.

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