AJJAS • HPS Lab Designs Pvt. Ltd.

Key Account Manager Cold Chain & Battery IoT

B2B • Field Sales Cold Chain / Battery IoT Mumbai / Travel Required 1418L Fixed + Variable (Total 2836L)

About Ajjas

Ajjas (HPS Lab Designs Pvt. Ltd.) is a connected-asset IoT company based in Navi Mumbai. We build the hardware, write the firmware, and run the data platform so nothing gets lost in translation between the device in the field and the dashboard on your desk.

We operate across two commercially active verticals relevant to this role. In cold chain, we connect ice cream trikes, deep freezers, and visi coolers for FMCG brands and refrigeration OEMs giving them live visibility into temperature, location, compressor health, and asset utilisation. In battery IoT, we track battery packs for OEMs and energy storage players, enabling warranty odometry, health monitoring, and theft prevention on distributed battery assets.

We are a small, focused team working with mid-market and enterprise clients. You will work directly with the founding team.

The Role

We are hiring a Key Account Manager (KAM) to own new account acquisition and commercial expansion across our cold chain and battery IoT verticals. This is not a single-vertical role you will run two parallel sales motions:

- Cold Chain — new account acquisition with refrigeration OEMs (embed Ajjas IoT into their products) and FMCG / dairy / frozen food brands (deploy Ajjas across their field freezer and trike fleets).
- Battery IoT — scale existing commercial deployments with battery OEMs and energy storage players; this vertical has paying clients and needs expansion, not greenfield building.

This is a field-intensive, founder-coached role. You will prospect, qualify, run product demonstrations, anchor pilots, and convert pilots into commercial contracts. The founding team will co-sell with you on key accounts and provide full technical support — your job is to move deals forward consistently and close.

What You Will Do

Prospecting & Pipeline

- Build and manage a named-account pipeline across refrigeration OEMs, FMCG cold chain brands, and battery OEMs.
- Generate qualified meetings through referrals, warm introductions, industry networks, and LinkedIn — not spray-and-pray cold outreach.
- Attend relevant trade events, industry associations, and OEM channel visits to build relationships and generate leads.





Discovery & Qualification

- Run structured discovery calls to identify the real operational problem — asset loss, temperature compliance, compressor failure, warranty fraud, battery theft — before pitching.
- Qualify rigorously against budget, decision authority, timeline, and technical feasibility before investing in a pilot.

Demonstrations & Pilots

- Deliver live platform demonstrations to operations, supply chain, and technology stakeholders.
- Anchor every pilot to a Mutual Success Matrix — agreed success metrics, review timelines, and escalation contacts — so the proof of concept has a defined path to a commercial decision.
- Coordinate hardware deployment, field visits, and dashboard access with the internal team during pilots.

Closing & Expansion

- Own the commercial proposal and close the first contract on pilot accounts.
- Identify and pursue expansion opportunities on live accounts — additional sites, asset types, or product line extensions.
- Hand off to Customer Success post-onboarding while retaining the senior commercial relationship.

Market Intelligence

- Feed back insights on competitor products, OEM roadmaps, and client requirements to the product and strategy teams.

What We Are Looking For Must-Have

- Experience in B2B field sales, account management, or business development — cold chain or adjacent industry background strongly preferred.
- Outcomes-driven: you measure yourself by pipeline converted and revenue closed, not by calls made or emails sent.
- Consultative, problem-first sales style — you ask before you pitch, and you qualify hard before you invest time.
- Willingness to travel for client visits, OEM factory calls, and field deployments across India.
- Strong written and verbal communication — crisp follow-up emails, comfortable in a boardroom with a supply chain head or a CTO.
- Self-starter who manages a pipeline without daily supervision.

Strong Plus

- Background in cold chain, commercial refrigeration, FMCG supply chain,



battery / energy storage, or IoT / hardware sales.
- Existing relationships with procurement, supply chain, or engineering contacts at FMCG companies, refrigeration OEMs, or battery manufacturers.
- Familiarity with proof-of-concept / pilot-driven enterprise sales cycles.
- Experience using a CRM (any) for pipeline and activity tracking.

Mindset

- You do thorough pre-meeting research — on the company, the business problem, and the person sitting across from you — before every client interaction.
- You are cognitively agile: you can draw on past experience and recent learning to answer questions on the fly, even when the ask was not anticipated.
- You believe in building lasting relationships, not just closing commercial transactions — you want the client to call you first when something goes wrong.
- You do not disappear after a proposal goes out. You own the follow-through.
- You are comfortable selling a product that asks the client to change how they think about their asset — not just bolt on a tracker.
- Market intelligence from the field goes back to the team. You treat what you hear in client meetings as product input, not just sales noise.

What We Offer

- Fixed compensation of 14–18L per annum based on experience, plus a performance variable that can match the fixed component — total potential of 28–36L.
- Direct mentorship and co-selling from the founder (Shailendra Singh, IIM Kozhikode, 10+ years building Ajjas).
- Real ownership of two commercially active verticals — this is not a support role inside a large sales team.
- Fast career growth: as Ajjas scales, this role scales with it.
- Live deployments and paying clients from day one — you are not selling vapourware.

Location & Travel Base: Navi Mumbai (Ajjas HQ). Travel required across India for client visits, OEM factory calls, and pilot deployments. Remote flexibility is available once you have achieved your Key Result Areas (KRAs) — until then, base location is expected.

How to Apply

Send your CV and a short note (3–5 sentences) on the most complex B2B deal you have worked on — what made it hard, and how it closed (or did not). Email: [email protected] cc:[email protected]

Warm referrals are welcome and given priority. If someone in your network knows Ajjas, mention their name.

📌 Key Accounts Manager (Navi Mumbai)
🏢 HPS Lab Designs
📍 Navi Mumbai