Commercial Director

CBRE Group, Inc. (NYSE:CBRE), a Fortune 500 and S&P 500 company headquartered in Dallas, is the world's largest commercial real estate services and investment firm, with more than 155,000 employees serving clients in more than 100 countries. The company helps property owners, investors, and occupiers across the full real estate lifecycle, from leasing, sales, and valuation to facilities management, project management, and investment management. Within CBRE, Global Workplace Solutions (GWS) Enterprise is the IFM delivery engine, serving CBRE's largest global occupier clients through a single account model, a dedicated client leader, and the ability to self-deliver technical services.

About the role

To lead, shape, and drive commercial strategy and negotiation across complex, high-value enterprise pursuits, supporting the long-term growth and profitability of the CBRE GWS Enterprise business. The Commercial Director serves as a trusted advisor to senior business leadership throughout the sales and contract lifecycle—from opportunity qualification through to contract execution and beyond—developing differentiated commercial models, shaping risk and reward mechanisms, and positioning CBRE as a strategic partner in long-term outsourcing relationships. This role will specifically support the Financial Professional Services (FPS) Sector for banking and insurance clients.

Responsibilities

• Lead the development of negotiation strategy for complex, high-value pursuits, working alongside Sales and Business Development leadership from opportunity qualification through to contract execution.
• Shape differentiated commercial models that go beyond standard service agreements—including outcome-based contracts, gain-share and risk/reward mechanisms, managed service partnerships, and performance-linked commercial structures—to deliver long-term mutual value.
• Serve as the primary commercial voice in senior client-facing negotiations on the most complex and strategically important pursuits, advising leadership on deal shape, BATNA positions, and acceptable risk tolerances.
• Drive the development of innovative pricing strategies and financial models that support long-term profitable growth while remaining competitive in the marketplace.
• Challenge and refine risk allocation across the contract, ensuring CBRE's risk exposure is balanced against appropriate reward and that commercial terms protect long-term margin.
• Collaborate with Sales, Legal, Finance, and Operations to develop compelling, differentiated commercial propositions in response to complex RFPs/RFIs.
• Lead and coach bid teams in developing innovative commercial responses that reflect market-leading thinking and differentiate CBRE in competitive pursuits.
• Ensure all pre-contract commercial positions are clearly documented and handed over effectively to post-contract account management teams.
• Support legal and business teams in the timely agreement of contracts to the mutual satisfaction of all parties.
• Ensure all commercial deals comply with GWS policy and contracting standards.
• Identify commercial talent and develop potential commercial successors; educate, mentor, and manage Commercial Managers and Directors on all areas of the business.
• Develop a commercial team to support the business with consistent commercial messages and best-in-class negotiation capability.
• Shape Leadership team thinking on commercial strategy and risk appetite; promote the capabilities of the commercial team throughout the business.
• Promote compliance with CBRE governance policies and procedures; attend Business Reviews to promote commercial best practice.
• Provide, maintain, and advise on the use of standard documentation and templates; educate and influence internal and external stakeholders.
• Check and challenge business processes for compliance; develop senior leadership commercial awareness through meetings, presentations, training courses, and advice.
• Advise the business on specific contractual obligations; write, develop, and run commercial training courses and best practices.
• Provide commercial guidance at pursuit stage through the contract lifecycle and completion; present at Business Group, Regional Business, and local management meetings.
• Provide commercial solutions to operational challenges to promote reducing risk and maximizing opportunities; analyze circumstances and articulate options and potential outcomes.
• Influence and motivate stakeholders, internal and external, to adopt the best commercial solution; build key customer contacts to strengthen CBRE's position in long-term relationships.
• Consider innovative solutions; take the lead on commercial issues that could lead to high business impact risk or litigation/dispute.

Requirements

• 8-10 years in commercial leadership, deal structuring, or negotiations roles within a complex outsourcing, professional services, or management consulting environment.
• Track record of leading negotiations on large, complex contracts with annual values of $50M or more.
• Experience developing and implementing differentiated commercial models including outcome share structures and partnership frameworks.
• Line management and team development experience.
• Degree qualified or equivalent; advanced degree or relevant postgraduate qualification preferred.
• Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future.

Skills

• Skilled negotiator and influencer across complex, multi-party deal environments.
• Proven ability to lead high-value sales pursuits from a commercial perspective.
• Strong expertise in developing and championing innovative commercial models including outcome-based, gain-share, and partnership structures.
• Sound understanding of commercial contracting in complex outsourcing and services agreements—from pricing and payment mechanics through to transition, change control, and risk and reward mechanisms.
• Strong financial acumen to scenario plan, model, and evaluate deal profitability and pricing strategy in order to advise and influence the business.
• Credibility and confidence engaging at C-suite level; cross-functional leadership capability.
• Experience in commercial deal structuring in complex outsourcing or professional services environments, with familiarity with the IFM/facilities management sector and deals in the $50M–$500M+ range.
• Strong knowledge of differentiated commercial models—outcome-based contracts, gain-share, risk/reward, and partnership structures—across a range of pricing approaches including cost-plus, fixed price, and hybrid models.
• Comfortable with the full range of commercial contract provisions in outsourcing and services agreements—from pricing and payment mechanics through to transition, change control, and risk and reward mechanisms.
• Strategic thinker with the ability to identify creative commercial solutions in ambiguous deal environments; comfortable coaching and developing bid teams through complex pursuits.

Pay

The minimum salary for the position is $185,000 annually and the maximum salary is $210,000 annually. The compensation offered to a successful candidate will depend on the candidate’s skills, qualifications, and experience. Successful candidates will also be eligible for a discretionary bonus based on CBRE’s applicable benefit program.