The posting
Company Overview
Throughout our worldwide network of experts, clients and communities, we are renowned for our leadership in fire protection engineering – a legacy of responsibility we have proudly upheld since 1939. Today, our expertise extends broadly across closely related security and risk-based fields – from accessibility consulting and risk analysis to process safety, forensic investigations, security risk consulting, emergency management, digital innovation and more. Our engineers and consultants collaborate to solve complex safety and security challenges, ensuring our clients can protect what matters most. For over 80 years, we have helped mitigate risks that threaten lives, property and reputations. Through technology, expertise and industry-leading research, we remain dedicated to our purpose of making our world safe, secure and resilient. At Jensen Hughes, we believe that creating and sustaining a culture of trust, integrity and professional growth starts with putting our people first. Our employees are our greatest strength, and we value the unique perspectives and talents they bring to our organization. Our wide range of Global Employee Networks connect people from across the organization, supporting career development and providing forums for individuals to share experiences on topics they're passionate about. Together, we are cultivating a connected culture where everyone has the opportunity to learn, grow and succeed together.
Job Overview
The Senior Engineer - Business Development will report to the Al Khobar Team Leader. This is a technical, client-facing engineering role. You will be the engineering lead at the front end of our projects: understanding the client's facilities, hazards and compliance needs, defining the right engineering scope, and preparing technical and commercial proposals across fire protection engineering, fire and life safety, process safety, risk studies and emergency response. The role has a strong focus on the oil and gas sector, Civil Defense and built environment work, and specialist risk and safety studies. The candidate must be a degree qualified engineer with a sound working knowledge of the applicable codes and standards (Saudi Aramco SAES, HCIS/SAF, SBC and NFPA), and the confidence to communicate clearly with client engineers, project managers and decision makers. Deep industry knowledge, an established client network in KSA and a proven track record of winning and growing engineering work are essential requirements for this role.
In this role, you will be based in our Al Khobar office and will spend much of your time out of the office meeting clients across KSA. You will be responsible for meeting the sales and business development targets of the Al Khobar office. This role offers an exciting range of opportunities to develop your career within a supportive and diverse team who always strive to do the right thing for our people, clients and communities.
Responsibilities
- Establish and proactively maintain a strong professional relationship with key decision makers and influencers within assigned accounts
- Meet clients face to face on a regular basis, visiting client offices and project sites across KSA to build relationships and uncover new work
- Act as the technical point of contact for clients during pursuits, leading technical and clarification meetings and explaining our engineering approach to fire protection, process safety, risk studies and emergency response
- Review client technical documents such as RFPs, plot plans, P&IDs, fire protection drawings, specifications and hazard registers to understand the facility, its hazards and the studies or design work needed
- Define the engineering scope of work, methodology, deliverables, schedule, assumptions and exclusions for each proposal, in line with the applicable codes and standards (Saudi Aramco SAES, HCIS/SAF, SBC, NFPA)
- Prepare technical and commercial proposals for RFPs and RFQs, working with the unit leads and discipline engineers
- Estimate engineering effort and man-hours with the unit leads, and prepare fee estimates that reflect the technical effort and risk
- Raise technical and commercial clarifications on client RFP and contract documents, and flag high risk terms (liability, payment terms, scope creep) before submission
- Run bid/no-bid reviews and make sure every submission goes out on time
- Register opportunities and keep the pipeline and CRM up to date
- Follow up submitted proposals with clients through to award, and capture technical and commercial lessons learned from wins and losses
- Manage vendor registration and prequalification with key clients such as Saudi Aramco, SABIC, SEC, Ma'aden and NEOM
- Support project managers with client coordination after award, including scope changes, variation orders and collections follow-up
- Drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
- Gather and analyze market and industry intelligence, metrics, and trends, including upcoming projects and changes to HCIS, Civil Defense and SBC requirements, to determine customer needs
- Identify opportunities early in the sales cycle across oil and gas, petrochemicals, power and utilities, Civil Defense and built environment projects, data centers and giga projects, and position Jensen Hughes with the client before the RFP is issued
- Deliver technical presentations and capability briefings to clients, negotiate, and close business while working in coordination with the Al Khobar unit leads
- Represent Jensen Hughes at client meetings, industry events and professional bodies (e.g. SFPE, NFPA, Saudi Council of Engineers)
- Prepare monthly reports and presentations by sector and client covering pipeline, proposals submitted, win rate and backlog
- Own the quotation process from enquiry to award, working with the unit leads and technical staff to deliver accurate, compliant and competitive offers
- Maintain a sound technical understanding of Jensen Hughes service offerings so you can discuss scope with client engineers with confidence and coordinate with our technical teams, including fire protection engineering and FEED studies, fire protection coverage, SAIS/HCIS compliance, Civil Defense fire and life safety for the built environment, process safety, hazard studies, QRA, BRA, FRA and FERA, and emergency response
Qualifications & Experience
- Bachelor’s degree in engineering (fire protection, mechanical, chemical, electrical or civil) is mandatory; a Master’s degree is an advantage. Candidates without an engineering degree will not be considered
- Minimum 10 years of professional experience in engineering consultancy or contracting, including at least 5 years in business development, proposals or client account management, along with an established network of clients in KSA
- Saudi Council of Engineers (SCE) registration, or eligibility to register
- Proven ability to win new work, define client requirements and manage proposal development, including cost estimates, work plans and review of terms and conditions
- Strong technical understanding of oil and gas fire protection (Saudi Aramco SAES/SAIS, HCIS/SAF), Civil Defence fire and life safety for the built environment (SBC 201, SBC 801, NFPA), process safety and hazard studies, risk studies (QRA, BRA, FRA, FERA) and emergency response, with security as a secondary area, along with proven success in relationship building, networking, and enhancing client relationships while attaining BD/Sales targets
- Strong negotiation, presentation, and leadership abilities along with proven track record in securing large contracts and partnerships and established connections with industry stakeholders and decisionmakers
- Strong technical writing in English with the ability to produce clear, client ready proposals, and good Excel skills for fee build up
- Fluent in English and Arabic
- Mature, self-driven and able to represent the company with senior client stakeholders and at industry events
- Ability and willingness to travel at least 50% of the time across KSA to meet clients and visit project sites; some overnight travel will be required, and a valid Saudi driving licence is required
Key Performance Measures
- Proposals submitted complete and on time
- Number of client meetings and site visits held
- Proposal win rate
- New clients added and dormant accounts re-engaged
- Pipeline value and sales against the Al Khobar office target
Why you should join Jensen Hughes
- You will work on exciting, challenging and at times groundbreaking projects with market-leading clients in oil and gas, utilities and giga projects, whilst having the backing of a leading international firm.
- You will help build business development for a growing Al Khobar office of more than 30 engineers, working directly with the office lead on its growth plan.
- There is continued support from the senior leadership team with a measured and flexible approach to carrying out day to day activities.
- Career advancement with an established framework is in place – clearly defining expectations and outlining opportunities for advancement.
- Support for your professional development, including certifications such as NFPA and SFPE.
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Jensen Hughes is an Equal Opportunity Employer. Qualified candidates will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.
At Jensen Hughes, we embrace innovation and understand that people are increasingly using artificial intelligence (AI) tools like ChatGPT and other generative platforms to learn, prepare and communicate. We have provided some guidelines regarding the responsible use of AI in the recruitment process. Please click here to review.
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*Policy on use of 3rd party recruiting agency for direct placements
Jensen Hughes will occasionally augment a recruiting search through agencies for certain positions when business conditions warrant. Jensen Hughes will not accept resumes, inquiries or proposals from recruiting agencies as an acceptable method to consider a candidate. 3rd party recruiting agencies must sign a standard Jensen Hughes agreement after being evaluated and accepted by a Human Resources or Talent Acquisition manager, or member of the talent acquisition team. Hiring managers and employees of Jensen Hughes are not authorized to accept resumes, engage in fee-based searches through recruiting firms or sign a search agreement. Please note this policy does not apply to “staffing firms” or firms that are involved with hiring temporary staff. Any recruiting agency interested in being considered may contact our recruiting team at jensenhughesrecruiting.com.
