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Key Account Specialist

3 weeks ago

Hofuf, Saudi Arabia HMH Full time

About us

HMH is a premier drilling solutions provider - delivering a broad portfolio of products and services that are designed to be the safest and most efficient in the industry. In addition to our land and offshore capabilities, we have expertise in subsea mining, geothermal, onshore and offshore construction, and onshore wind industries. HMH has a global presence spanning five continents with offices in 16 countries.

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.

Do you want to join our team?

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.

Summary

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.

Job Responsibilities
- 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
- Be organized and maintain records for all contract negotiations and clarifications and be in charge of ITO process, handover to Projects including a full contract reconciliation based on bid clarifications and negotiated adjustments to Terms and scope of supply
- Be the Contract liaison with the customer to monitor, assure and document Client Satisfaction
- 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

Required Qualifications

Education: 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.

Experience: Minimum 7 years of relevant professional level experience

Skills and Abilities:

- 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 out