Commercial Manager
T he 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 escalate, 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 effectiveJanuary 1, 2025, CBRE Project Management and Turner \&Townsend wereconsolidated into a single global business entity. As a candidate applying fora position, you should be aware that while your initial employment may be withCBRE GWS, you will subsequently transfer directly to Turner \& Townsend at adate to be determined.
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