Commercial & Customer Success Manager

🔥 30 minutes ago

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AoFrio Ltd

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1986

🔧 Hardware

☁️ SaaS

🤝 B2B

💰 $27.7k Grant - AoFrio on 2020-09

Hardware • SaaS • B2B

AoFrio is an IoT-focused refrigeration company that provides intelligent hardware and a SaaS platform to connect, monitor, and manage commercial coolers and cold-drink equipment for beverage and food customers worldwide. The company combines reliable IoT hardware (motors, fan assemblies, controllers, cellular gateways, monitors) with its AoFrio iQ software to deliver real-time alerts, remote management, fleet analytics, energy optimisation, and commercial performance insights. AoFrio reports 3. 2M+ connected coolers, over 8 years of collected data, and positions itself as a global market leader in connected cooling solutions for B2B customers.

📋 Description

• Actively identify and secure new accounts across Eastern Europe through structured prospecting and networking • Build and manage strong relationships with current AoFrio customers across the region, maintaining regular contact including on-site visits • Drive customer adoption and utilisation of AoFrio's IoT solutions, software, and services • Manage onboarding programs for key accounts, ensuring rapid and successful adoption of AoFrio solutions • Proactively manage renewal cycles, identifying risk early and building a clear value case to secure retention and expansion • Prepare and present commercial proposals, manage contract negotiations, and achieve timely deal closure • Accurately maintain HubSpot pipeline forecasts, CRM records, and reporting for leadership visibility • Support and coach customers to achieve a sustainable ROI from AoFrio's solutions • Deliver customer training on the optimal use of AoFrio products and software • Provide first-level technical support, responding to a wide range of product and software enquiries • Develop, organise, and manage proof-of-concept and pilot programs, ensuring customers achieve defined success criteria before full rollout • Provide market intelligence including competitor landscape and customer buying behaviour to inform product and commercial strategy for the region • Collaborate with internal teams including Commercial Directors, Application Engineering, Solutions, Marketing, and Finance • Represent AoFrio as a trusted partner to senior stakeholders within strategic customer organisations

🎯 Requirements

• Minimum 5 years of experience in a commercial B2B role combining sales and customer success, account management, or a similar hybrid function • Experience in the cold drink equipment, beer, or broader food and beverage industry is strongly preferred • A proven track record of acquiring new business and managing the full customer lifecycle from onboarding through renewal and expansion • Bachelor's degree in Engineering, Computer Science, Marketing, Business, or a related field; candidates qualified by experience will be equally considered • Experience with B2B IoT solutions, SaaS platforms, or technology-enabled products is a strong advantage • Outstanding communication skills, with the ability to engage and influence senior stakeholders across a wide range of organisations • Strong commercial acumen including negotiation, financial analysis, and proposal development • Fluency in English is essential; proficiency in Polish or another Eastern European language is strongly preferred • Comfortable working autonomously across a large geographic region, managing multiple priorities across time zones • Familiarity with CRM tools; experience with HubSpot is an advantage

🏖️ Benefits

• EAP program • Flexible hours and freedom to adjust your schedule • Up to 4 weeks per year globally • Inclusive workplace where every voice matters • Individual funds for growth