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 client's 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 client's 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 audiences—from 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:

Remote –London, GBR

If this job description resonates with you, we encourage you to apply even if you don’t meet all of the requirements. We’re interested in getting to know you and what you bring to the table!

At JLL, we harness the power of artificial intelligence (AI) to efficiently accelerate meaningful connections between candidates and opportunities. Using AI capabilities, we analyze your application for relevant skills, experiences, and qualifications to generate valuable insights about how your unique profile aligns with the specific requirements of the role you're pursuing.

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