Director, Commercial Excellence

Director, Commercial Excellence

Work Dynamics

About the Commercial function
The Commercial team is a global function that exists to support the sustainable growth of Work Dynamics, with stronger profit margins. The key levers to achieve this are securing more income for the valuable scope we deliver, cross-selling higher margin products, driving productivity, finding ways to benefit from our scale and changing our commercial contract models and pricing.

The Commercial team brings together people with diverse business skills and backgrounds, enabling people to expand their account management, product, operations, sales, finance, legal or supply chain experience into a broader commercial scope. This team is a development pathway for top talent, by expanding team members account management, product, operations, sales, finance, legal or supply chain experience into a broader commercial scope.

About the role

The Commercial Delivery & Resilience Director is an essential role on the team. The Commercial Delivery & Resilience Director will report to the Head of Commercial Delivery & Resilience. This role will be responsible for two key programs for new and expanding client accounts:

• Commercial Due Diligence (also known as Client Baseline Due Diligence) - analyzing and categorizing Client spend and enabling Work Dynamics accounts to develop budgets, drive and measure cost savings and improve profit margins for the firm. Along with the rest of global Commercial Delivery & Resilience team, you will continuously improve and standardize processes, templates, and tools to support consistent and accurate due diligence assignments globally for Work Dynamics.

• Commercial Resilience - Contract Training for Account Management leadership and Facilities Managers to cultivate a culture of contractual expertise and best practice, driving client satisfaction, mitigating risk for the firm and enhancing Account team performance. You will be responsible for in depth reviews of Client contracts to identify key clauses affecting commerciality for the account.

The role will require strong financial acumen, commercial knowledge, high levels of analytical and communication skills, attention to detail, project management and a bias toward collaboration and teamwork. You will work closely with a cross-functional team of resources including Commercial Solutions, Pricing, Transition workstreams, Sales and Accounts Operations.

Key responsibilities for each program

Commercial Due Diligence

• Oversee and deliver due diligence projects by collecting, classifying and analyzing diverse data sets

• Obtain and analyze historical client real estate spend comparing sites by region, location, occupancy, square footage, and lease type or ownership status

• Identify and liaise with key stakeholders and decision makers within JLL and client organizations to assist in data gathering, determine governance structure, and escalation protocols specific to each engagement

• Create and maintain a project plan and timeline monitor and communicate status updates to key stakeholders through agreed-upon governance routines specific to each project

• Identify in-scope services to categorize facility spend as controllable or non-controllable

• Document and resolve open issues or next steps as rolling action items requiring quick decisions in a fast-paced environment

Commercial Resilience

• Gain and maintain a detailed understanding of various contracting and commercial models, service delivery options, and revenue opportunities for JLL accounts

• Provide in depth contract training tailored to various levels of the Account team structure

• Provide critical expertise and support to both JLL account leadership and clients in the understanding of the contractual requirements pertaining to their account.

• Coordinating with the wider Commercial team, ensure a clear handover of commercial information from the pursuit phase is provided to the JLL account team and supporting mobilization teams including CRB books, pricing assumptions, critical and key clauses from the Commercial Readiness document, intent and interpretation of the contract, commercial incentives, risks and any other pertinent information.

In order to apply, you must possess the following Core Competencies:

Stakeholder Engagement

• Able to communicate strongly and highlight key issues and raise risks in order to manage expectations among senior leadership internally and externally

• Able to proactively resolve issues to meet Client and Account team goals

• Able to manage and present vast amounts of complex data in a succinct and understandable fashion.

• Able to influence decisions and provide strong recommendations for managing higher risk profiles.

Commercial Acumen

• Has deep operational understanding of the Work Dynamics business model, client requirements, industry delivery and contracting models. Understands the impact of risk-reward frameworks, pricing and resource structures.

• Familiarity with complex commercial contracts and the risks and obligations of service providers in delivering required outcomes while aggressively managing costs.

• Able to succinctly communicate and negotiate commercial issues with clients and vendors.

Critical Analysis

• Able to critically review and analyze complex financial and operational data sets so to identify potential inaccuracies, or gaps in information.

• Deep knowledge of the costs and activities associated with the management of diverse commercial real estate portfolios, including office, industrial, manufacturing and retail environments.

Project Management

• Demonstrated ability to meet critical deadlines and to establish effective project schedules.

• Understanding of when and how to effectively escalate complications or unforeseen problems in projects.

Teamwork

• An enthusiastic and positive collaborator, able to work effectively as part of a distributed team globally and partner with colleagues across diverse functions.

• Shares learnings from a broad and deep range of relevant situations.

Experience

• Successful candidates are likely to have 10+ years of relevant business experience and a track record of working successfully with multi-disciplinary teams in a matrixed business environment.

• Corporate Real estate experience required, and current knowledge of the JLL Work Dynamics business models, clients and geos will be highly valuable.

• Program management experience advantageous

• Demonstrated successes in data analysis, drawing conclusions, and improvement.

• Strong organizational and time management skills

  Bachelor's degree in Finance, or work experience in related field