Key Account Manager

HMH is a leading provider of drilling solutions, offering a wide range of products and services that are designed to be the safest and most efficient in the industry. Apart from our expertise in land and offshore operations, we are continuously expanding our knowledge within subsea mining, geothermal, onshore and offshore construction, as well as offshore wind industries. With offices in 16 countries across five continents, HMH maintains a strong global presence.
 
HMH is a frontrunner in developing and providing automation and digital solutions for our drilling customers to support their endeavor to improve efficiency and environmental footprint. Equipped with its brilliant team of engineers, HMH is committed to actively exploring opportunities in other industries.  For us, this means new opportunities and challenges that we need creativity and great minds to solve in our efforts to innovate our future. 

At HMH we value our employees. We offer exciting job opportunities that will give you the opportunity to grow in your role and give you the professional development you deserve. In addition to competitive pay and benefits, you will join a casual and inclusive work environment. Our environment is based on respect and having a good day at work, so you can expect to join a knowledgeable, global team who help each other to succeed.

The Key Account Manager -KSA will be responsible for leading the sales effort in The Kingdom of Saudi Arabia.  The role will involve developing and pursuing new business opportunities, managing existing customer relationships and developing a strong presence to achieve order booking and growth targets.  The Key Account Manager will work closely with regional leadership to develop and execute the HMH sales strategy and will be responsible for representing HMH at industry events.  

• Developing, communicating, and implementing a successful growth strategy to improve the market position of HMH products, services, and capabilities.  Align business strategy with customer’s requirements and market expectations.
• Performing standard account management practices to understand customer needs, regulatory requirements, and potential sales opportunities including new product development
• Establish contact with customers and coordinate development of creative solutions, specifications and layouts with customers’ Engineering, Operations and Executive staff
• Working with customers at a senior leadership level to develop innovative commercial models to displace competition and build the HMH installed base
• Building and maintaining a solid opportunity pipeline in a CRM tool to enable an accurate forecast for order booking and convertibility -Active participation in the Demand Planning Cycle of the Integrated Business Planning Process
• Having responsibility for stretching and achieving commercial targets including order bookings, contribution margin, convertible orders and past due payment collection
• Leveraging cross-functional and cross-business resources to maximize market visibility and impact– working in partnership with regional commercial teams
• Responsible for managing existing customers and developing new business to meet corporate goals and objectives
• Negotiate and finalize contractual agreements in collaboration with HMH legal counsel as required (e.g. Terms and Conditions, etc. according to the HMH contracting guidelines)
• Establishing and maintaining beneficial business relationships with all levels of internal/external organizations
• Networking and creating HMH presence at industry events
• Fully support the company’s yearly G&O
• Interact with customers and other HMH personnel in a professional manner
• Complete all work in compliance with company and customer’s policies and procedures for HSSE
• Be guided by HMH Visions and Values in all activities

• Bachelor’s degree from an accredited university or college Or, 5-10 years Oil & Gas experience in sales, commercial or customer facing role with good customer interface, relationship building, and a track record of delivering results within the Middle East, specifically within drilling contractors and/or well control equipment OEM.
• Be a Self-Starter that can embrace challenges and focus on successful outcomes in a regional work setting
• Have ability to build relationships and influence across senior levels, internally and externally, whether it be in person or virtual
• Have proven experience with the ability to structure customer solutions with positive outcomes, negotiate contracts, and deal effectively with customer issues
• Travel as Required 10% of the time

Skills and Abilities:

• Solid track record of growing and developing sales within Oil & Gas Industry
• Knowledge of oil drilling equipment and systems
• Knowledge of business administration, management and financial principles
• Ability to negotiate and build relationships, knows when and how to influence & able to adapt style to be effective with different cultures
• Ability to teach other employees about relevant products and services
• Competent with Microsoft applications (Word, Excel, PowerPoint, Outlook, etc.)
• Proficient in written and reading comprehension of English
• Excellent verbal & written communication skills