Key Account Manager – LPG

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 qualified opportunities sourced by BDRs into successful sales.

• Acquire new clients within Anova’s targeted sectors by qualifying, nurturing, and progressing both inbound and outbound leads in collaboration with BDRs.

• Address prospects’ inventory, logistics, and asset-utilization challenges by linking Anova’s IIoT tank-monitoring and telemetry solutions.

• Conduct executive-level discovery sessions and value-driven presentations that demonstrate quantifiable customer ROI.

• Develop and maintain precise sales pipelines and forecasts, guiding deals through each phase to achieve sales targets.

• Initiate customer training and enablement for hardware, installations, and mobile applications to be completed by the Customer Success Manager.

• Resolve tier 2 and 3 support requests escalated by the Customer Success Manager.

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

• Stay informed about Anova’s IIoT product offerings, competitive landscape, and industry best practices.

• Keep accurate opportunity and account information in Salesforce.

• Conclude contract negotiations and pricing, working with Sales Engineering on data collection and integration handover.

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

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

⛳️ Requirements

• Bachelor’s degree or a relevant combination of education and professional experience.

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

• Proven history of consistently meeting or exceeding sales quotas.

• Experience managing the complete sales cycle in complex deals involving multiple stakeholders with durations of over 6 months.

• Proficiency in value-based or consultative selling, along with presenting ROI-driven proposals to executive stakeholders.

• Experience in negotiating and finalizing contract terms and pricing.

• Familiarity with Salesforce or a similar CRM for managing pipeline and forecasts.

• Willingness to travel for meetings with prospects/customers and to represent Anova at industry events.

• Strong collaborative skills across functions, including sales engineering, customer success, and technical teams.

• Self-motivated with excellent time and territory management abilities.

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

• Preferred experience in selling within the LPG distribution industry.

• Preferred experience in supply chain, logistics, oil & gas, or other industrial sectors.

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

• Familiarity with structured sales methodologies like MEDDIC/MEDDPICC or Challenger is a plus.

• Preferred experience in managing renewal and expansion processes.

• Preferred capability to learn and position new technology hardware/cloud platforms against competitive options.

🏝️ Benefits

• Competitive pay and reward systems.

• Opportunities for career growth and advancement.

• Benefits that support health and financial well-being.

• Acknowledgment and rewards for achievements.

• Opportunities for travel to engage with prospects and customers, representing Anova at industry events.