JLL supports the Whole You, personally and professionally.
Our people at JLL are shaping the future of real estate for a better world by combining world class services, advisory and technology to our clients. We are committed to hiring the best, most talented people in our industry; and we support them through professional growth, flexibility, and personalized benefits to manage life in and outside of work. Whether you’ve got deep experience in commercial real estate, skilled trades, and technology, or you’re looking to apply your relevant experience to a new industry, we empower you to shape a brighter way forward so you can thrive professionally and personally.
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.
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.
