Senior Consulting Engineer (Basis of design)📣 Job Ad

About the Role

Johnson Controls Arabia is seeking a Senior Consulting Engineer (Basis of Design) to join their team in Dammam, Eastern Province. This full-time position focuses on developing long-term relationships with consulting engineers, owners, and design-build contractors to maximize account penetration and ensure customer retention and growth.

Key Responsibilities

• Build and maintain partnering relationships with assigned Consulting Engineer accounts to secure Basis of Design (BOD) specifications and influence account and project strategies.
• Develop and refine Account Management Plans to achieve success in growing account share across Johnson Controls' HVAC Systems offerings.
• Maintain consistent face-to-face contact with key decision-makers, actively listening to and addressing concerns to build credibility, loyalty, and trust.
• Drive specifications towards the full spectrum of Johnson Controls offerings with consulting engineers and design-build contractors, ensuring value and differentiation.
• For assigned owner accounts, consistently drive preference for Johnson Controls' offerings and favorable specifications.
• Lead collaborative teams to pursue projects, adhering to credit split guidelines to enhance project win rates and profitability.
• Develop relationships with internal support, operations, and administrative staff to ensure customer satisfaction and promptly address issues.
• Train and mentor inside sales teams to drive customer satisfaction.
• Understand Johnson Controls System strengths and competitor weaknesses to identify and leverage opportunities for maximum advantage.
• Function as a quarterback or job captain on projects, including take-offs, estimating, and bid strategy as directed by the sales manager.
• Leverage internal subject matter experts to optimize first costs and lifecycle costs of proposed offerings and systems.
• Conduct technical presentations on Johnson Controls offerings and position oneself as a subject matter expert.
• Keep management informed of progress and account status, and leverage management engagement when appropriate.
• Utilize sales tools effectively (*, Salesforce CRM, Account Management, Account Plan, TAS) for planning, pipeline building, and progress documentation.
• Develop and maintain a solid understanding of industry standards, building codes, and best practices for HVAC Equipment and Controls systems design.
• Lead the sales team by fostering relationships to ensure customer satisfaction and effectively communicate with internal staff.
• Own and facilitate customer relationships to exceed expectations.
• Assist in the development and implementation of team sales and marketing plans and strategies.
• Participate in professional organizations for personal development, customer relationship building, and industry networking.

Qualifications and Experience

• ** degree in Engineering.
• 3-5 years of experience, preferably in KSA, in consulting sales.
• Experience in the commercial construction industry promoting HVAC equipment to engineers.
• Solid technical background in HVAC equipment design, selection, and applications, particularly VRF and AHUs; chiller experience is an advantage.

Required Skills and Abilities

• Ability to adapt and work with a consultative approach to influence and guide customers towards optimal solutions.
• Ability to work effectively as an individual contributor within a matrix environment.

Work Environment

This is a full-time position based in Dammam, Eastern Province, Saudi Arabia.