Commercial Lead FCDO

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Commercial Lead
Reporting Relationships
Direct Manager: Regional Account Director
Matrix Manager: Regional Finance Director

Role Summary

The Commercial Lead will play a frontline leadership role in partnership with the client Regional Account Director finance colleagues and operational stakeholders to shape commercially sound client-focused outcomes across the account. The role will use central government contracting expertise strong commercial judgement and relationship leadership to guide contract governance scope management pricing decisions risk mitigation and value creation. The Lead will act as a trusted commercial partner to the client and account team building constructive relationships anticipating client needs and translating contractual requirements into practical operational solutions. The role will provide strategic leadership to the JLL operational team embedding commercial awareness client focus and clear governance while ensuring contractual arrangements remain compliant robust and aligned to agreed outcomes.

Responsibilities
The Commercial Lead will be responsible for:
Business Partnering and Contract Management
Support the Regional Account Director and account team in business
operational and commercial decision making risk mitigation and pricing advice
in partnership with the client and stakeholders
Build and maintain trusted client relationships acting as a visible commercial
point of contact for contractual scope and value-related discussions.
Lead constructive client conversations that balance contractual protection
operational practicality and long-term partnership value.
Anticipate emerging client priorities and convert them into clear commercial
actions governance recommendations and account opportunities.
Lead all aspects of central contract governance and management ensuring full compliance with Master Service Agreement and the frameworks
Communicate clear timelines ownership objectives and guidelines for all
contractual obligations
Lead value creation and service improvement initiatives with the client and
account team ensuring opportunities are identified prioritised and governed
through to delivery.
Identify market trends and changes in pricing models to develop
recommendations with a focus on value-creating outcomes for JLL and our
clients
Partner with account leaders to execute contract changes variations and
scope management

Commercial Strategy Insight and Pricing
Conduct detailed commercial analysis to support pricing decisions bid
preparations and contract negotiations
Analyze operational data across the clients property portfolio to identify
commercial opportunities and risks
Provide commercial insights for senior leadership and the client highlighting
risks opportunities trade-offs and recommended actions.
Contribute commercial input to planning cycles ensuring contract assumptions client priorities and delivery commitments are clearly reflected.
Monitor contract performance against commercial targets and KPIs

Commercial Governance and Service Assurance
Develop and maintain clear commercial governance guidance that supports
consistent decision making contractual compliance and effective account
delivery.
Support resolution of client questions relating to commercial obligations
chargeable activity and scope interpretation working collaboratively with
finance and operations colleagues.
Ensure appropriate governance and escalation routes are in place for
commercial decisions contract interpretation and client commitments.

Commercial Performance Insight and Decision Support
Lead management and oversight of all commercial reporting analyzing
operational data across the clients property portfolio
Provide clear action-oriented commercial performance updates that support
client discussions account decisions and contract governance forums.
Guide the team in preparing for commercial reviews ensuring assumptions
risks client commitments and proposed actions are accurate consistent and
timely.

Process Management and Compliance
Ensure that appropriate process and systems controls are in place and
maintained to guarantee the integrity of all contractual and commercial
transactions
Ensure all contractual arrangements are compliant with central government
requirements and recognized quality management processes
Maintain audit-ready documentation and reporting standards
People Management
Provide effective strategic leadership and direction to account team by
encouraging a culture of open and constructive collaboration and teamwork
Ensure all staff are well trained on contract management systems and
commercial processes

Core Competencies
The Commercial Lead will demonstrate the following competencies:
Essential: Extensive central government contracting experience including
deep knowledge of government procurement frameworks regulations and
compliance requirements
Essential: Strong commercial analysis skills with proven ability to interpret
complex data identify trends and provide actionable insights
Essential: Exceptional cross-geographic communication capabilities with
demonstrated ability to translate complex contractual requirements government procurement frameworks and compliance obligations into clear actionable operational solutions for English-speaking teams across 12 different European geographies. Must possess the proven ability to adapt communication style to suit diverse audiencesfrom frontline operational staff to senior stakeholders and effectively bridge the gap between commercial/contractual language and practical day-to-day operations.
Experience in contract management commercial governance client partnering performance insight and decision support.
Deep understanding of commercial drivers contract P&Ls the drivers of value
and risk and impact of changes in contract scope portfolio profile and resource levels
In-depth operational experience understanding client requirements industry
delivery and contracting models
Client focus to recognize that driving client satisfaction is our best path to
mutual growth and value-add
Anticipates and understands emerging needs of the client and trends in the
market
Demonstrated ability to build trusted senior client relationships and lead
commercially sensitive conversations with confidence clarity and
professionalism.
Able to influence outcomes across client account operational and finance
stakeholders while maintaining a balanced commercial perspective.
Strong communicator with ability to advise and influence senior stakeholders
and subject matter experts across a diverse range of topics
Ability to partner with account and sales leaders to engage with clients on
contract changes management of scope increases variations to resource
models glidepaths etc.
Can critically review commercial contract and operational information to
provide constructive and relevant feedback and advice; shares learnings from
comparable situations
Leads by example and instills strong client focus into ways of working and
process design
Proven effective strategic leader with demonstrated skills in hiring coaching
and mentoring

Experience

Government contracting experience (minimum 5 years)

University degree or professional qualification in business commercial
management finance or relevant field
10 years experience preferably in multinational organizations with regional
exposure across EMEA
Experience in leading commercial functions in matrix environments including
ability to manage through complexity and ambiguity
Business partnering and commercial management experience in complex
multi-site environments
Demonstrated track record of successful contract negotiation and management
Experience with commercial strategy pricing approaches client-facing
governance and performance management.

Location:

If this job description resonates with you we encourage you to apply even if you dont meet all of the requirements. Were interested in getting to know you and what you bring to the table!

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