Commercial Manager

Negotiation Skills

• Proven negotiation capability, covering:
  • Managing timelines and stakeholder expectations.
  • Handling standard negotiation challenges confidently.
  • Applying structured concession strategies.
• Outcome-focused, balancing risk and deal progression.
• Able to negotiate with client procurement/legal teams (with supported guidance).

Risk & Decision Making

• Commercially aware approach to risk management (policy-driven).
• Assesses risks to inform decision-making and propose balanced options.
• Identifies delivery, operational, and contract risks during deal development.
• Follows escalation thresholds, seeking guidance when required.
• Maintains documented approvals and key decisions.

Stakeholder & Relationship Management

• Builds cross-functional relationships with Sales, Legal, Finance, and Delivery.
• Acts as a reliable commercial partner for internal teams.
• Manages client interactions while advancing business objectives.
• Balances growth and risk, managing competing priorities.
• Collaborates across functions to achieve deal outcomes.

Communication & Presence

• Clear, structured, and contextual communication (written and verbal).
• Ability to present issues with recommended actions.
• Executive presence in stakeholder discussions.
• Produces high-quality documentation (summaries, approvals, commercial notes).

Operational & Process Expertise

• Supports the contract lifecycle (negotiation → execution → renewal).
• Contributes to process improvements in commercial operations.
• Attention to detail, handling multiple deals simultaneously.
• Organised and able to prioritise workload effectively.

Key Attributes

Commercial & Strategic Thinking

• Demonstrates commercial judgment with awareness of risk and value.
• Structured approach to solving commercial problems.
• Understands pricing and margin considerations.
• Builds confidence in making supported recommendations.

Collaboration & Influence

• Works effectively with cross-functional teams.
• Builds credibility through consistency and delivery.
• Influences stakeholders through clear reasoning (not authority).
• Solicits input from senior colleagues when needed.

Negotiation & Deal Support

• Supports negotiation strategy and execution.
• Balances commercial drivers with risk considerations.
• Recognises key issues and escalates as appropriate.
• Contributes to deal progression toward closure.

Risk & Governance Mindset

• Understands and applies governance frameworks.
• Identifies risks and proactively raises them.
• Ensures documentation and compliance in decisions.
• Develops risk assessment abilities in commercial contexts.

Stakeholder & Client Engagement

• Builds constructive internal and client relationships.
• Communicates clearly on timelines, risks, and expectations.
• Manages challenging conversations professionally.
• Maintains professionalism under pressure.

Communication & Clarity

• Communicates clearly and succinctly, structuring information.
• Presents issues with context and proposed solutions.
• Escalates problems with structured reasoning.
• Produces accurate and well-organised commercial documentation.

Personal Effectiveness

• Accountable and reliable, with a taking ownership mindset.
• Remains calm and organised under pressure.
• Proactive and eager to learn, seeking mentorship.
• Demonstrates professional integrity and ethical conduct.
• Collaborates to inform collective decision-making.

Disclaimer

Please note that, as of January 1, 2025, CBRE Project Management and Turner & Townsend were consolidated into a single global entity.

• Initial employment may be with CBRE GWS, but transfer to Turner & Townsend is expected at a later stage, at a date to be determined.