Business Developer (Area Manager & Key Account Manager)
Business Developer (Area Manager & Key Account Manager)
End date: 31/10/2026
Functions
You will open and manage your assigned commercial territory, turning opportunities into closed business in line with sales targets. You will act as the person responsible for commercial activity in your area: building relationships with clients, partners and key industry stakeholders (indoor air quality, construction and building systems), leading the consultative sales cycle through to contract signature, and handing over accounts to Customer Success in an orderly way.
Main functions:
Identify market segments, players and opportunities (clients, engineering firms, integrators, partners, prescribers).
Build a professional network through visits, events and consistent follow up, and keep account plans up to date.
Generate your own demand and work qualified leads provided by the company.
Represent inBiot at trade fairs and industry events in your territory.
Qualify and manage the sales cycle through to closing (proposal, negotiation and contract).
Prepare proposals and involve presales or other specialists when a project requires it.
Position the solution at early project stages when relevant.
Meet sales targets and manage the portfolio (follow up, expansion and handover to Customer Success).
Prioritize and work qualified leads coming from marketing or other sources.
Request technical or scientific support without losing commercial ownership of the opportunity.
Share context and data with Customer Success and Operations through the CRM.
Share market information with Product, Marketing and commercial management, and coordinate with the rest of the sales team to avoid overlapping territories.
Keep the CRM updated (opportunities, stages and activities).
Prepare sales forecasts and periodic territory reporting.
Requirements
Full ownership of the B2B sales cycle, from qualification to closing.
Territory and key account management, including account planning.
Proficient use of CRM tools (opportunities, activities, forecasting).
Consultative selling of solutions and projects.
Strong negotiation skills and ability to prepare commercial proposals.
Knowledge of the building, HVAC and indoor air quality sector, or a strong ability to learn it quickly.
Comfortable using prospecting and lead generation tools.
Ability to report on commercial activity and interpret the sales funnel.
Results oriented, autonomous and proactive.
Strong relationship building skills and persuasive, clear communication.
Resilience across long sales cycles.
Team player able to coordinate with other departments.
Well organized, with disciplined follow up.
Adaptable to different markets and cultures.
Willingness to travel frequently within the assigned territory and availability to work flexible hours according to the time zone of the assigned market.
Training
Bachelor’s degree or equivalent higher education in Business Administration, Commerce, Marketing, Engineering or a related field. Training in B2B consultative selling, account management, or in the building, HVAC, sustainability or IoT sectors will be valued.
Languages
Spanish: minimum B2 level (C1 valued). English: C1 level required, as this role demands genuine fluency in spoken English. The person must be comfortable negotiating, holding business conversations and delivering product presentations in English with native speaking clients and partners. Additional languages depending on the assigned territory will be valued.
Experience
Minimum of 3 to 5 years of experience in business development, area management, key account management or B2B consultative selling with new business targets, preferably in technology, IoT, B2B software, building systems, HVAC, energy or multi stakeholder projects. Candidates must demonstrate the ability to open new markets and close sales. International experience or experience in the assigned territory will be valued, as well as familiarity with CRM tools and medium to long sales cycles.
