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The APAC Commercial Director is responsible for all commercial matters for one of JLL’s main global clients, with all IFM services in-scope. The role is dedicated to the Asia contract and region, to support and execute strategic outsourcing, cost savings and vendor management programs (Supply Chain Management & Procurement, SCMP). Aside from the supply chain scope, the Commercial Director ensures contract compliance and continuous improvement of the commercial relationship with the client.
The key assignment for the Commercial Director is to:
Forge stronger relations with the long term suppliers on the account, increasing their performance and value
Optimize the supply base and site execution of non-recurring spend for performance
Increase the maturity of SCMP processes and SCMP people capability on the account
Maintain and build on the current partnership with the client
The Commercial Director must be an outstanding leader with a service mind-set and a keen ability to think strategically, innovatively and creatively to the benefit of both JLL and the client, being able to switch flawlessly between an operational and a strategic mode. The Commercial Director is a multi-disciplined subject matter expert in Integrated Facility Management (IFM), in order to manage the complex initiatives and integrated long-term outsourcing programs this account requires.
The Commercial Director reports directly to the Regional Account Director. The Commercial Director is functionally responsible for his supply chain professionals team within the account, and their development.
The main recurring services procured are cleaning, security, landscaping and transportation. A significant part of the spend is 1-off spend, for small projects, spare parts and the like. The account requires high levels of activity related to vendor management, including regular RFP execution management. The Commercial Director oversees timely management of these multiple RFP and contract negotiations.
Manage the client contract
Contract advice, management of amendments and contract summaries. Comprehensive analysis showing implications of major clauses and methodologies
Review and approve Contract Change Requests (CCR’s)
Business partner to senior leaders
Provide strategic SCMP direction across functional areas and programs that involve strategic outsourcing and vendor management across multiple IFM disciplines
Regular updates on all aspects relating to suppliers (e.g. quarterly business reviews, risk assessments, major contract renewal strategies etc.)
Lead process of developing vendor management strategy, identifying, sourcing, and securing resources based on business requirements/results
Driving change and improvements
Develops the IFM and SCMP vision to the client, JLL, vendors and Strategic Partners
Sets up and implements the strategic improvement agenda for the commercial domain
Drives these improvements (around vendor partnership, people development, continuous improvement) through the site leads and their commercial teams
Revenue generation
Manage formal client RFx’s (new sites, services, acquisitions) to deliver additional revenue to JLL, and to increase the value of JLL for the client
Assist site teams to deliver commercially acceptable proposals to the client to take on additional services
Functional leadership
Direct and matrix management of country teams to deliver RFx’s, pricing and negotiation process
Provide account support including training on systems, sourcing, vendor performance and relationship management
Set savings targets and goals for IFM, SCMP programs, and developing metrics for tracking performance.
Operational leadership
Implement, and operate integrated outsourcing strategies, standards and guidelines, training, costing parameters and tools/templates against the rules and standards set by JLL and client.
Manage the project tracking system, compliance to and associated reporting
Approve major contracts and singe source approvals ( > US$50k)
Assist with developing and delivering get well plans for the commercial function and specific suppliers
Sounds like you? Here is what we’re looking for:
Ideal Experience
Business / Commerce Degree with at least 15 years’ experience in procurement, purchasing, sourcing and negotiation
Management experience in integrated outsourcing and supply chain management and procurement.
Practical knowledge of facilities management, maintenance operations and engineering and risk management and the related procurement knowledge.
Execution of vendor contracts between the company and the vendor, drawing upon good contract management skills, negotiation and problem solving
Competency in financial modelling and TCO analysis
Leadership
Exceptional relationship management and conflict management capabilities
Proven ability to lead by example, with strong influencing skills
Experience managing multi country procurement teams
Commercial
Highly competent in drafting and understanding contract terms and conditions and negotiating outcomes in accordance with JLL’s risk parameters.
Ability to influence (major regional and qualified local) suppliers to join JLL’s supplier base
Ability to negotiate value from large and complex supply categories and suppliers
Relationship builder
Highly experienced in building relations clients and suppliers throughout Asia Pacific, with a good understanding of the range of cultures, business practices, commercial standards, ethical and legal standards
Resilient
A flexible, resourceful and proactive individual who is able to produce results with minimal guidance and under tight deadlines.
You will have the ability to work well under pressure and at high volume without compromising quality.
If this job description resonates with you, we encourage you to apply even if you don’t meet all of the requirements below. We’re interested in getting to know you and what you bring to the table!
Personalized benefits that support personal well-being and growth:
JLL recognizes the impact that the workplace can have on your wellness, so we offer a supportive culture and comprehensive benefits package that prioritizes mental, physical and emotional health.
About JLL –
We’re JLL—a leading professional services and investment management firm specializing in real estate. We have operations in over 80 countries and a workforce of over 102,000 individuals around the world who help real estate owners, occupiers and investors achieve their business ambitions. As a global Fortune 500 company, we also have an inherent responsibility to drive sustainability and corporate social responsibility. That’s why we’re committed to our purpose to shape the future of real estate for a better world. We’re using the most advanced technology to create rewarding opportunities, amazing spaces and sustainable real estate solutions for our clients, our people, and our communities.
Our core values of teamwork, ethics and excellence are also fundamental to everything we do and we’re honored to be recognized with awards for our success by organizations both globally and locally.
Creating a diverse and inclusive culture where we all feel welcomed, valued and empowered to achieve our full potential is important to who we are today and where we’re headed in the future. And we know that unique backgrounds, experiences and perspectives help us think bigger, spark innovation and succeed together.
