Area Sales Manager IBERIA

JACIR; Madrid; Híbrido; Confidencial; Jornada completa

Descripción de la vacante

A leading HVAC solutions provider is seeking an Area Sales Manager to develop client relationships in Spain and Portugal. The candidate will manage market development, technical solutions, and customer relationships. Qualifications include a degree in Business or Engineering, over 5 years in technical solutions, and fluency in Spanish and English. The role offers competitive benefits, including a company car and the possibility of remote work.

Servicios

Company car

Company phone

Laptop

Flexible working options

Discussed benefits during interview

Formación

• 5+ years in technical/industrial solutions like HVAC or refrigeration.
• Strong knowledge of the Spanish and Portuguese markets.
• Experience working with diverse customer types.

Responsabilidades

• Identify and map key stakeholders within the assigned territory.
• Lead prospecting campaigns and build long-term relationships.
• Collaborate with Engineering and Operations teams to create solutions.

Conocimientos

Business development

Key account management

Technical knowledge in HVAC

Communication skills

Negotiation skills

Fluent Spanish

Fluent English

Proficiency in Portuguese

Educación

Degree in Business or Engineering

Descripción del empleo

The Cofinair Group has an international recognized expertise in evaporative and adiabatic cooling. Our 3 manufacturing production sites are located in Italy, France and Germany. The Group bases its development on a product and service offering that is tailored to specific customers need, with functionality, quality and performance as major goals. As a true European Group, our products, designed and manufactured in Europe, exceed environmental standards by integrating noise reduction, different ventilation types, materials and exchange surfaces, adapted to the specific needs of the industrial and tertiary sectors. Product portfolio includes open and closed loop cooling towers, adiabatic coolers, evaporative and adiabatic condensers and wide range of services. Recognized as the European leader in industrial innovation for evaporative and adiabatic cooling, 80,000 pieces of equipment have been installed worldwide and more than 20,000 customers have renewed their confidence. As part of its ambition to strengthen its presence in fast-growing strategic segments, the Cofinair Group is creating a new global role dedicated to developing the Iberia territory

The Area Sales Manager will be responsible for identifying, establishing, and developing long‑term relationships with clients in the sector of IBERIA (Spain and Portugal) in the HVAC, industrial proceed cooling and industrial refrigeration market. This role covers both commercial and technical aspects: identifying prospects, engaging key decision‑makers, and defining tailored solutions in collaboration with internal teams. The position will provide direct reports to Group VP Sales

Tasks

Key Responsibilities:

• Market development & prospecting:
  • Identify and map key stakeholders within the assigned territory.
  • Lead prospecting campaigns and build long‑term relationships with decision‑makers.
  • Represent the Group at specialized events, trade fairs, and industry associations.
  • Collect and analyze market intelligence to anticipate trends and customer needs.
  • Contribute to go‑to‑market strategies, including partner management.
  • Conduct competitive and market analysis (benchmarking) to support product adaptations.
  • Support the preparation of marketing and technical materials to promote the COFINAIR portfolio.
• Technical & Solution Development
  • Collaborate with Engineering and Operations teams to translate customer requirements into tailored solutions.
  • Support tender preparation and participate in strategic bid reviews in accordance with the Group approval framework.
• Customer Relationship & Key Accounts
  • Develop and manage strategic Key Accounts.
  • Ensure customer satisfaction and foster long‑term partnerships.
  • Contribute to the negotiation and development of framework contracts and long‑term cooperation agreements.
• Cross‑functional contribution
  • Share best practices, lessons learned, and market insights with internal teams.
  • Ensure alignment with Group sales standards, CRM usage, and reporting guidelines.
  • Provide accurate pipeline forecasts to support resource and capacity planning.

Requirements

Key Qualifications:

• Degree in Business, Engineering, or equivalent.
• Significant experience in business development / key account management, with at least 5 years in technical/industrial solutions (HVAC, refrigeration, energy, industrial equipment).
• Strong knowledge of the Spanish and Portuguese market environment (LATAM market is a plus).
• Ability to work in multicultural environments and with different types of customers (engineering office, contractor, end‑user, investors, designer, installer, etc).
• Excellent communication, negotiation, and client relationship skills.
• Fluent Spanish and English are required; proficiency in Portuguese is a plus.

Benefits

We offer:

• Position based in Spain with frequent travail across Spain, Portugal and island markets and occasional trips to Group headquarters and factories.
• Strategic role with high visibility within the Group.
• Possibility of home office.
• Benefits will be discussed during the interview process.
• Company car, Company phone & laptop.
• Start date: As soon as possible.

You will join a company with a strong Sustainability culture, where every employee plays an active role in safety, quality, and environmental responsibility. COFINAIR is committed to ensuring equal opportunities for all candidates, promoting diversity and inclusion. We strive to recruit diverse talents that enrich our team and foster a respectful and collaborative work environment.