Senior Sales Manager, Saudi Arabia

About us 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 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 Reporting Line The Senior Sales Manager – Saudi Arabia reports directly to the VP of Sales & Regional Leader for MENA and has direct line management responsibility for the Saudi Arabia Key Account Management team Roles & Responsibilities People Leadership & Team Management

• Direct line management of the Saudi Arabia Key Account Management team
• Full responsibility for KAM performance, discipline, and delivery
• Develop, coach, and mentor KAMs to drive commercial maturity and accountability
• Establish and execute structured onboarding programs for new KAMs
• Develop and maintain training modules covering commercial processes, technical understanding, CRM discipline, governance, and sales best practices
• Conduct regular performance reviews, one-to-one coaching sessions, and performance improvement plans
• Ensure consistent application of sales processes, forecasting discipline, and ethical standards
• Take ownership of underperformance within the KAM team and implement corrective actions

Country-Level Sales, Pipeline & CRM Ownership

• Full accountability for delivering the HMH Saudi Arabia order intake budget
• Own and govern the complete Saudi Arabia sales pipeline
• Ensure full and accurate use of Salesforce CRM by the KAM team
• Regularly review, challenge, and validate opportunity data, probabilities, and timelines in Salesforce
• Ensure Salesforce data accuracy reflects true commercial status and management reporting needs
• Identify gaps versus budget and develop recovery and corrective action plans
• Ensure alignment between pipeline, CRM data, probability weighting, budget, and delivery timelines

Strategic Market & Customer Development

• Identify and develop new customers and strategic opportunities within Saudi Arabia
• Drive expansion within existing customers through portfolio penetration
• Allocate, rebalance, and assign accounts within the KAM team as the business grows
• Ensure effective cross-selling across the full HMH portfolio, including drilling equipment, well control, RCD, minerals, and related upstream solutions
• Monitor market trends, competitor activity, and customer strategies to shape sales priorities

Commercial Leadership, Business Cases & Negotiations

• Prepare and lead full business case models for new opportunities, strategic initiatives, and major commercial decisions
• Develop commercial justifications, financial models, and risk assessments for management approval
• Lead and support contract negotiations in line with HMH commercial and contracting guidelines
• Actively support and lead pricing discussions and approvals for Saudi Arabia opportunities
• Liaise with global and centralized pricing, commercial, and product directors to ensure alignment with Saudi market conditions and competitive requirements

Technical Presentations, Escalation & Representation

• Conduct and lead technical and commercial presentations to existing and potential customers, including Engineering, Operations, and Executive Management levels
• Act as the primary escalation point for customers within Saudi Arabia
• Resolve commercial, contractual, and delivery-related disputes
• Manage sensitive negotiations and high-risk commercial engagements
• Ensure proper contract handover, risk alignment, and governance compliance
• Represent and promote HMH at fairs, exhibitions, conferences, and industry events

Cross-Functional Leadership

• Coordinate closely with Engineering, Operations, Projects, Finance, Legal, and Supply Chain teams
• Lead bid reviews, commercial risk assessments, and internal approval processes
• Ensure sales commitments align with execution capability and delivery readiness
• Provide structured input into regional and global sales strategy and planning processes

Accountabilities

• Delivery of the Saudi Arabia order intake budget
• Accuracy, integrity, and discipline of Salesforce CRM and pipeline reporting
• Performance, development, and accountability of the KAM team
• Quality and robustness of business cases submitted to management
• Portfolio penetration and cross-selling effectiveness
• Customer satisfaction and effective resolution of escalations
• Compliance with HMH commercial governance, pricing discipline, and ethical standards

Authority

• Authority over the Saudi Arabia KAM team
• Authority to assign and reassign customer accounts
• Authority to challenge forecasts, CRM data, and non-compliant sales actions
• Authority to escalate commercial and operational risks
• Commercial authority as per the HMH Authority Matrix
• Authority to stop unsafe acts immediately

Required Qualifications & Experience

• Education:
• Bachelor’s degree in Engineering or a relevant technical discipline

Experience:

• Minimum 10 years of experience within the oil and gas industry
• Proven experience in upstream oil and gas sales within the Middle East
• Strong experience with drilling equipment and systems, well control equipment, and related upstream technologies
• Experience working directly with drilling contractors and rig operators
• Exposure to RCD, minerals, and consumables businesses is considered an advantage
• Strong understanding of land and offshore drilling operations
• Proven track record in managing and leading sales teams
• Experience owning country-level or regional sales targets and budgets

Skills & Competencies

• Strong people leadership, coaching, and performance management capability
• Advanced Salesforce CRM proficiency and reporting discipline
• Strategic thinking with strong commercial and financial acumen
• Ability to develop and defend business cases at senior management level
• Strong negotiation, influencing, and conflict resolution skills
• High level of accountability, integrity, and professionalism
• Ability to operate under pressure and manage multiple priorities
• Strong communication skills across multicultural environments