Commercial & Customer Success Manager – Eastern Europe

Welcome to our World of Cold! At AoFrio, we are global leaders in providing IoT solutions to the food and beverage industry. Our innovative technology and dedicated team have positioned us at the forefront of our market. We are proud leaders in hardware-enabled Software as a Service (SaaS) for commercial refrigeration, with cutting-edge IoT solutions used by major brands worldwide, including Coca-Cola, PepsiCo, Heineken, and Nestle. With offices in four countries and a dispersed team across 12 countries, we are truly global. The Role As our Commercial and Customer Success Manager for Eastern Europe, you will be the key commercial driver across Eastern Europe, combining new business development with long-term customer relationship management. This is an individual contributor role with real market-building responsibility. You will identify and secure new accounts, onboard and grow existing customers, and act as a trusted strategic partner to major food and beverage brands across the region. You will help customers unlock the full ROI of AoFrio's IoT solutions and software, while protecting and expanding existing relationships. Cold drink equipment and beer industry experience is a strong advantage in this role. While Poland is our preferred base for this role, we welcome applications from candidates located across Eastern Europe, including Hungary, Romania, Bulgaria, and the Czech Republic. You Will Need 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 Key Responsibilities 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 What You'll Enjoy at AoFrio Employment Type: Permanent full-time employment Health and Wellbeing: EAP program Flexible Working: Flexible hours and freedom to adjust your schedule Work-From-Anywhere: Up to 4 weeks per year globally Diversity: Inclusive workplace where every voice matters Professional Development: Individual funds for growth Diversity in Tech at AoFrio At AoFrio, we are committed to supporting a diverse and inclusive culture. We actively welcome women, members of the rainbow community, and other minorities into the world of technology. Don't tick all the boxes? Don't worry, we would still love to hear from you. As a modern global organisation, we integrate work into our lives and focus on achieving outcomes. We want to work with individuals who have diverse needs and backgrounds, so please let us know how we can make it work for you.