Area Sales Manager – Refrigeration (m/f)

Opis posla

        The Area Sales Manager for Refrigeration  is an individual contributor role covering Croatia, Slovenia, Bosnia and Herzegovina, Serbia, North Macedonia, and Montenegro. The person in this role is the sole commercial point of contact for the refrigeration segment across the region, selling the full group product portfolio.

The core of the role is building and maintaining relationships with the people who actually shape purchasing decisions – primarily designers and project managers who specify which components will be used in a given system, ideally at the earliest stages of a project. Contractors are a secondary audience. End customers span retail chains, data centres, and healthcare facilities, but the sales approach is B2B and technically driven throughout.

Key responsibilities include:
- End-to-End Delivery Ownership: Owning delivery across the full customer lifecycle, from pre-sales through implementation, go-live, hypercare, and expansion
- Customer base & new accounts:  Taking ownership of an existing customer base across the region and gradually expanding it by identifying and approaching new prospects within the refrigeration segment. 
- Early project involvement:  Tracking relevant projects from the early planning and design phase, with the goal of connecting with the right people before product decisions are made. 
- Building relationships with specifiers:  Developing and maintaining long-term relationships primarily with designers and project managers, and secondarily with contractors – the people who influence what gets built into a system. 
- Technical product presentation:  Presenting the full refrigeration portfolio – hardware and software management solutions – in a way that makes sense to a technically minded audience. 
- Sales cycle management : Handling the full process from first contact through offer and negotiation to close, and keeping a clear picture of what's happening across the region at any given time. 
- Collaboration with the wider team: Working closely with the Eastern Europe Sales Director and the broader group organisation, sharing market insights and contributing to regional planning.

Uvjeti:
- Experience in B2B sales within the HVAC or refrigeration industry – this is the essential requirement; B2C background is not relevant
- Regional experience is not required; candidates who have worked only the Croatian market are equally welcome – the regional scope can be a natural next step in their career
- Technical educational background, ideally mechanical engineering; the role requires credible technical conversations with designers and specifiers
- Fluency in Croatian – a non-negotiable requirement given the nature of the market
- Fluency in English – required for day-to-day communication with the regional director at headquarters
- Seniority is flexible; a motivated candidate with a solid technical and commercial foundation is as interesting as a seasoned professional

Benefiti:
- Competitive compensation package including base salary, performance bonus, and company car
- Remote work setup for candidates outside the local office area
- A role with real commercial ownership across an entire region
- Structured onboarding and ongoing training at group headquarters
- Opportunity to be part of a stable, internationally established company with a strong product portfolio
    

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