Commercial & Customer Success Manager

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AoFrio Ltd

WebsiteLinkedInAlle Stellen

51 - 200 Mitarbeiter

Gegründet 1986

🔧 Hardware

☁️ SaaS

🤝 B2B

💰 €27.698 Grant - AoFrio im 2020-09

Hardware • SaaS • B2B

AoFrio ist ein auf IoT spezialisiertes Kühlunternehmen, das intelligente Hardware und eine SaaS-Plattform bereitstellt, um kommerzielle Kühl- und Kaltgetränkeausrüstungen für Getränke- und Lebensmittelkunden weltweit zu verbinden, zu überwachen und zu verwalten. Das Unternehmen kombiniert zuverlässige IoT-Hardware (Motoren, Lüftereinheiten, Steuerungen, mobile Gateways, Monitore) mit seiner AoFrio iQ-Software, um Echtzeitwarnungen, Fernverwaltung, Flottenanalysen, Energieoptimierung und kommerzielle Leistungsanalysen bereitzustellen. AoFrio berichtet über 3,2 Millionen verbundene Kühler, mehr als 8 Jahre gesammelter Daten und positioniert sich als globaler Marktführer für vernetzte Kühlungslösungen für B2B-Kunden.

Beschreibung

• 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

🎯 Anforderungen

• 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

🏖️ Vorteile

• 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