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Role Purpose

To drive commercial excellence across CBRE’s Government & Defense Sector by shaping strategy, influencing decision-makers, and enabling profitable growth across the Department of Defense, federal civilian agencies, state and local governments, and major defense contractors.

The role focuses on maximizing value, strengthening customer relationships, securing new business, and creating competitive commercial solutions - whether CBRE operates as a prime contractor, subcontractor, or strategic partner to major defense primes.

The Senior Commercial Manager acts as a strategic advisor to Sector leadership and Account teams, ensuring commercial positions are compelling, competitive, and aligned with long-term business goals.

Role Duties

- Lead the commercial strategy for DoD and non-DoD government portfolios, driving growth, differentiation, and long-term customer value

- Serve as a senior commercial advisor to executives and Account teams, shaping deal strategy, pricing, negotiation approaches, and partnership models

- Act as a key commercial interface with Government as well as major defense contractors, advancing strategic partnerships and driving mutually beneficial outcomes

- Influence solution development, win themes, and pricing models to strengthen CBRE’s market position

- Evaluate commercial performance across Accounts and identify opportunities to accelerate growth, strengthen customer relationships, and capture new revenue

Scope of Duties

- Develop and align commercial strategies with leadership to drive penetration in defense and government markets.

- Collaborate across the business to build scalable commercial offerings and standardized approaches that support growth.

- Support internal teams in developing innovative solutions, customer proposals, and persuasive commercial narratives.

- Deliver high-quality analysis, bid support, customer engagement materials, and strategic insights.

Key Tasks

Negotiate Contracts

- Lead or support commercial negotiations with government customers and major defense contractors.

- Shape negotiation strategies that balance competitiveness, profitability, and long-term customer relationships.

- Engage in pursuits, solutioning, expansions, recompetes, and subcontract opportunities with defense industry partners.

- Support the development of pricing strategies, value propositions, and partnership structures that differentiate CBRE.

Commercial Policy / Procedure

- Ensure commercial decisions support sustainable growth and align with internal standards.

- Promote simple, scalable commercial processes that enable faster decision-making and more compelling customer offers.

- Bring commercial insight to business reviews, shaping strategy and challenging the status quo.

Educate and Advise on Commercial Best Practice

- Build commercial awareness across the organization through coaching, training, and targeted guidance.

- Advise leadership and Account teams on customer expectations, pricing strategy, competitive positioning, and deal structures.

- Deliver training and insights that help teams make better commercial decisions—from pursuit to renewal.

- Represent Commercial strategy at Sector and program leadership meetings, influencing decision-making at all levels.

Commercial Solutions & Value Creation

- Identify and drive commercial opportunities to expand revenue, improve margins, and deepen customer relationships.

- Develop innovative commercial models tailored to DoD, government, and major defense contractor customers.

- Analyze scenarios, articulate commercial options, and recommend paths that maximize business value.

- Guide internal stakeholders and external partners toward commercially advantageous decisions.

- Build strong customer relationships across government and defense industry to support long-term partnership and account expansion.

- Lead high-impact commercial initiatives, including strategic partnerships, large-scale proposals, and major contract negotiations.

Supplier & Subcontractor Engagement

- Support Procurement in negotiating strategic agreements with suppliers and defense industry partners.

- Drive partnership models that optimize cost, performance, and innovation.