Pricing Director, SEA

Purpose of this role

As a valued business partner to the Pursuit Lead, drive the development of the pricing solution that adapts to client buying behaviours and market conditions for new business, expansion, and renewal pursuits. This includes helping shape the overall value proposition, commercial model, completing related client deliverables, participating in client presentations as needed and continually improving our business and financial modelling tools, pricing process and expertise.

Individual accountability

Commercial Pricing & Modelling

• Lead or oversee bids in the local SEA market and regional bids if applicable.

• Develop the commercial strategy and approach for local SEA market bids

• Own and be accountable for the pricing strategy from end to end.

• Specialize in multiple product pricing strategies and have a strong understanding of each service lines, platform, and value proposition.

• Collaborate with in-country teams and the various cross functions (Solutions & Proposals, Subject Matter Experts (SMEs)) and provide guidance and challenge to internal teams on our solutioning and pricing / cost inputs.

• Manage multiple external and internal stakeholders to ensure our price offering is suitable to meet both our requirements and executives those of the client.

• Build models to simulate the various profit and loss scenarios as part of Commercial Review Board (CRB) sign-off.

• Lead CRB deal reviews and presentations on the Commercial Core and P&Ls

• Work with business leaders, Pursuit Lead and Commercial Strategy team to understand and mitigate the risks and opportunities around deals.

• Develop simplified storyboard to aid in win-price strategy.

• Ensure adherence of Pricing Governance Across SEA- (e.g. RACI/induction/ Pricing Sign off/ Pricing Sheet update based on SEA legislation movement)

• Participate in client facing deal negotiation and presentation, as applicable.

People Management

• Coach the pricing team and lead them to excellence through feedback and recognition.

• Promote a culture of collaboration and teamwork.

• Maintain active succession planning.

Process & Tools

• Use the internal tools developed by the Global Tools and Analytics team and provide constructive feedback to aid in the development.

• Responsible for establishing and tracking Cost benchmarking and competitor pricing analysis.

• Deploy and adopt new processes and tools as appropriate.

Collaboration/Cooperation Requirements

• Lead with OneJLL leadership behaviours.

• Champion Diversity & Inclusion

• Deliver through instilling trust and building relationship.

• Collaborate globally to share ideas and drive continuous improvements in commercial processes.

Additional

• Manage due diligence and baselining activities where required.

• Deep dive into commercials for renewals and making recommendations for future commercial improvements.

• Address critical gaps between what we sold and how we can improve the margin of existing accounts.

• Lead ad-hoc projects and initiatives.

• Client Consultancy work

• Input to Management Reporting as needed.

Requirements

• Bachelor’s Degree with 8-10 years of experience in pricing and commercial modelling on complex outsourcing contracts, ideally within the commercial real estate industry, with at least 2-3 years of experience as a people manager

• Strong analytical skills, and must be comfortable dealing with numerical data, and have strong attention to detail.

• High level of system skills and commercial acumen

• Excellent communication, negotiation, and stakeholder management skills. Confident in client facing and board level situations.

• People management skills & leadership qualities

• Able to understand and interpret complex financial and commercial situations and explain to a variety of stakeholders.

• Adaptable and able to present with gravitas and build client relationships (internal and external).

Other Personal Characteristics

• Trustworthiness - Can be relied upon to follow through on commitments.

• Focus - Set priorities and sticks to them, without veering off in all directions.

• Judgement - Exercise good sense, especially when under pressure or when faced with making sacrifices for the greater good.

• Strong excel discipline.