Sales Director – Fuels & Lubricants

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

📋 Description

• Take ownership of the complete sales cycle for Enterprise and Mid-Market prospects, transforming qualified opportunities sourced by BDRs into successful closed deals.

• Acquire new clients across Anova’s targeted sectors by qualifying, nurturing, and progressing both inbound and outbound pipelines with BDRs.

• Align Anova’s IIoT tank-monitoring and telemetry solutions with prospects’ challenges in inventory, logistics, and asset utilization.

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

• Develop and maintain precise pipeline and forecasts, guiding deals through all stages to achieve quota.

• Initiate customer training and enablement for hardware, installation, and mobile applications; the Customer Success Manager (CSM) will conclude the training process.

• Address tier 2 and 3 support requests that have been escalated by the CSM.

• Collaborate with Sales Engineers and/or CSMs for product demonstrations and to overcome technical barriers.

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

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

• Finalize contract terms and pricing, working alongside Sales Engineering for data gathering and integration handoff.

• Create renewal strategies starting six months prior to contract expiration, identifying risks or opportunities for expansion and securing renewal agreements.

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

⛳️ Requirements

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

• Over 5 years of experience in enterprise or mid-market B2B sales, with a proven history of consistently achieving or surpassing quotas.

• Experience in managing a complete sales cycle in complex, multi-stakeholder deals with cycles exceeding 6 months.

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

• Proven experience in negotiating and finalizing contract terms and pricing.

• Proficient in Salesforce or a similar CRM for managing pipelines and forecasts.

• Willingness to travel to meet prospects/customers and represent Anova at industry events.

• Strong collaboration skills, with experience working alongside sales engineering, customer success, or technical teams to close and expand accounts.

• A self-starter with effective time and territory management abilities.

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

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

• Preferred background in supply chain, logistics, chemical distribution, or other industrial sectors.

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

• Familiarity with MEDDIC/MEDDPICC or Challenger methodologies is preferred.

• Preferred experience in managing renewal and expansion processes.

• Ability to learn and position new technology, hardware, or cloud-based platforms against competitive options is preferred.

🏝️ Benefits

• Competitive compensation and incentive strategies.

• Comprehensive health and financial benefits.

• Recognition and rewards for achievements.

• Opportunities for professional growth and advancement.

• Benefits focused on life and well-being.