Key Account Manager – Fuels & Lubricants

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Take charge of the entire sales process for Enterprise and Mid-Market prospects, transforming BDR-sourced opportunities into finalized business deals.

• Acquire new logos within Anova’s targeted sectors by qualifying, nurturing, and progressing both inbound and outbound pipelines alongside BDRs.

• Link Anova’s IIoT tank-monitoring and telemetry solutions to the inventory, logistics, and asset-utilization challenges faced by prospects.

• Conduct executive-level discovery sessions and value-driven presentations that quantify the return on investment for customers.

• Develop and oversee the pipeline and forecasts, moving deals through each phase to achieve quota.

• Initiate customer training and enablement related to hardware, installation, and mobile applications for completion by the Customer Success Manager.

• Address tier 2 and 3 support requests that have been escalated by the Customer Success Manager.

• Collaborate with Sales Engineers and/or Customer Success Managers on product demonstrations and to tackle technical challenges.

• Maintain in-depth knowledge of Anova’s IIoT product range, competitive landscape, and industry best practices.

• Ensure accurate opportunity and account information is recorded in Salesforce.

• Conclude contract terms and pricing, working alongside Sales Engineering for data collection and integration handoff.

• Develop renewal strategies six months prior to contract expiration, identifying risks or expansion possibilities and securing renewal terms.

• Travel as necessary to engage with prospects and customers, while representing Anova at industry events.

⛳️ Requirements

• Bachelor’s degree or an equivalent combination of education and professional experience.

• Over 5 years of experience in B2B sales targeting enterprise or mid-market segments.

• Proven history of consistently meeting or surpassing sales quotas.

• Experience overseeing a complete sales cycle in complex, multi-stakeholder transactions with cycles lasting more than 6 months.

• Proficient in value-based/consultative selling and delivering ROI-focused presentations to executive-level stakeholders.

• Experience in negotiating and finalizing contract terms and pricing.

• Skilled in using Salesforce or similar CRM systems for managing pipeline and forecasts.

• Willingness to travel for client meetings and to represent Anova at industry events.

• Strong collaborative skills across functions with sales engineering, customer success, or technical teams.

• Excellent time and territory management abilities.

• Full professional proficiency in English, both spoken and written.

• Preferred: experience in selling to fuels, lubricants, or oil & gas distribution sectors.

• Preferred: experience in supply chain, logistics, chemical distribution, or industrial sectors.

• Preferred: background in IIoT, industrial technology, SaaS, or telemetry/monitoring solutions.

• Preferred: familiarity with MEDDIC/MEDDPICC or Challenger methodologies.

• Preferred: experience managing renewal or expansion strategies.

• Preferred: capacity to position hardware/cloud platforms against competitive options.

🏝️ Benefits

• Competitive compensation and reward strategies.

• Opportunities for professional growth and advancement.

• Comprehensive health and financial benefits.

• Recognition and reward programs.

• Benefits designed to support life and well-being.