Inside Sales Representative - Industrial Gas & Chemical

Anova•Blair, NE

About The Position

Join the Sales team as an Inside Sales Representative and help shape the future of safer, more efficient, and more reliable operations across the globe. This role involves owning the entire customer journey for independent and regional customers, including finding and closing new accounts, ensuring they go live and see value, growing them over time, and renewing their contracts. You will translate Anova's IIoT tank-monitoring data into a clear business case for owners and leadership teams. Collaboration with Customer Service Representatives and Field Installers for installation and support, and with Sales Engineers and Customer Success Managers for assistance, is key. Success will be measured by new customers won, growth within accounts, customer satisfaction, and renewal and retention rates.

Requirements

Bachelor's degree or equivalent combination of education and professional experience.
3+ years of B2B sales experience in a quota-carrying role, with a track record of consistently meeting or exceeding quota.
Experience managing a full sales cycle from prospecting through close.
Experience with value-based, consultative selling and presenting ROI-driven business cases to owners and executive-level decision makers.
Experience negotiating and finalizing contract terms and pricing.
Strong working knowledge of a modern CRM (e.g., Salesforce, HubSpot, Microsoft Dynamics) for pipeline and forecast management.
Comfort learning and explaining technical products, including hardware and cloud-based software platform.

Nice To Haves

Experience selling into the Industrial Gas & Chemical industries.
Experience in fields tied to inventory, logistics, or asset management, such as supply chain or distribution.
Experience in IIoT, industrial technology, SaaS, or telemetry and monitoring solutions.
Experience with customer onboarding, training, account management, or renewals in addition to new business.
Familiarity with ERP systems or software integration.

Responsibilities

Own the full sales cycle for Rest of Market prospects and customers in the Industrial Gas and Chemical industries, from first conversation through close, onboarding, expansion, and renewal.
Land new logos by sourcing your own prospects, working inbound leads, and partnering with Business Development Representatives (BDRs) to qualify and accept handoffs.
Lead executive-level discovery and value-based presentations that connect Anova's IIoT tank-monitoring and telemetry capabilities to each prospect's inventory, logistics, and asset-utilization challenges, and quantify the ROI they'll gain.
Scope solutions, run product demonstrations, and remove technical barriers to closing, partnering with Sales Engineers as needed.
Negotiate and finalize pricing and contract terms, complete order details, and hand off smoothly to deployment.
Lead onboarding and deployment: define success criteria, identify key contacts at each location, configure location-based reporting, set customers up in the platform, and track installation progress with the installation team.
Lead customer training, including training the customer's designated trainer on installation, partnering with Customer Success Managers as needed.
Integrate tank monitoring with customers' ERP systems, from reviewing compatibility requirements through training users.
Hold regular health check-ins to resolve open issues and configure platform reporting, and serve as the escalation point when Customer Service Reps need support on Tier 1 installation or technical issues.
Grow accounts by assessing performance against industry benchmarks, developing internal advocates, introducing value-added products, and bringing in Sales Engineers on expansion opportunities as needed.
Build renewal plans beginning 6 months before contract end, flag risks early, and secure renewal terms ahead of forecast, including moving customers to longer-term agreements where it makes sense.
Build and manage an accurate pipeline and forecast, and keep opportunity and account data current in Salesforce.
Maintain deep expertise in Anova's IIoT product portfolio, the competitive landscape, and Industrial Gas & Chemical industry best practices.