Client

Our client is an international company with over five decades of experience in developing components and systems for cooling, heating, humidification, and temperature control, including IoT and smart management solutions. With a global manufacturing and sales footprint spanning multiple continents, the company is a well-established player in the HVAC and refrigeration industry. The role is based within the regional entity, while functionally reporting to the Eastern Europe Sales Director at group headquarters.

Position

The Area Sales Manager for Refrigeration (m/f) 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.

Candidate

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 in 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

What's in it for you?

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

Contact
If you have a background in technical B2B sales and are looking for a role where you can build something with real autonomy, we invite you to apply. Please submit your CV in English or Croatian via the APPLICATION LINK. All applications will be handled with the utmost confidentiality.

Area Manager Refrigeration (m/f)