Key Account Manager - Fuels & Lubricants

Anova • New Providence, NJ

8d

About The Position

Join Anova's Sales team as a Key Account Manager and help shape the future of safer, more efficient, and more reliable operations globally. In this role, you will take Business Development Representative (BDR)-sourced opportunities and manage Enterprise and Mid-Market deals. You will develop a business case using Anova’s IIoT tank-monitoring data to drive decisions for fuels & lubricant distributors' leadership teams. This involves leading executive-level discovery and value-based presentations that quantify ROI, collaborating with Sales Engineers on technical aspects, and working with Customer Success Managers to ensure successful delivery of sold solutions.

Requirements

• Bachelor’s degree or equivalent combination of education and professional experience
• 5+ years of experience in enterprise or mid-market B2B sales, with a track record of consistently meeting or exceeding quota
• Experience managing a full sales cycle in complex, multi-stakeholder deals (6+ month cycles)
• Experience with value-based/consultative selling and delivering ROI-driven presentations to executive-level stakeholders
• Experience negotiating and finalizing contract terms and pricing
• Proficiency with Salesforce (or comparable CRM) for pipeline and forecast management
• Ability to travel to meet with prospects/customers and represent Anova at industry events
• Strong cross-functional collaboration skills, with experience partnering across sales engineering, customer success, or technical teams to close and grow accounts
• Self-starter with strong time and territory management skills
• Full professional proficiency in English language, both oral and written

Nice To Haves

• Experience selling into the fuels, lubricants, or oil & gas distribution industry
• Experience in adjacent industries such as supply chain, logistics, chemical distribution, or other industrial verticals
• Experience in IIoT, industrial technology, SaaS, or telemetry/monitoring solutions
• Familiarity with structured sales methodologies (e.g., MEDDIC/MEDDPICC, Challenger)
• Experience owning renewal/expansion motions in addition to net-new logo acquisition
• Adept at learning and positioning new technology hardware/cloud-based platforms against competitive alternatives

Responsibilities

• Own the full sales cycle for Enterprise and Mid-Market prospects, converting qualified opportunities sourced by the Business Development Representative (BDR) team into closed-won business
• Land new logos across Anova’s target verticals by partnering with BDRs to qualify, develop, and advance inbound and outbound pipeline
• Make data-driven recommendations that connect Anova’s IIoT tank-monitoring and telemetry capabilities to each prospect’s inventory, logistics, and asset-utilization challenges
• Lead executive-level discovery and value-based presentations during land and expansion phases that quantify the ROI customers will gain
• Build and manage an accurate pipeline and forecast, advancing Enterprise and Mid-Market deals through every stage to consistently hit quota
• Kick off training and enablement with the customer (hardware, install, & mobile apps) that the Customer Success Manager (CSM) will complete
• Completes tier 2 and 3 support requests if escalated by CSM
• Coordinates with Sales Engineer and/or CSM to run product demonstrations, and remove technical barriers to closing
• Maintain deep expertise in Anova’s IIoT product portfolio, competitive landscape, and industry best practices to position the platform against alternatives
• Maintain accurate, up-to-date opportunity and account data in Salesforce to support pipeline visibility and forecasting
• Finalize contract terms and pricing to close deals, partnering with Sales Engineering on data collection and integration handoff
• Build renewal plans beginning 6 months out from contract end, flagging account risks or expansion opportunities and securing renewal terms ahead of forecast
• Travel as needed to meet with prospects and customers and represent Anova at industry events

Benefits

• competitive compensation and reward strategies
• opportunities for growth and advancement
• benefits that support your life and well-being, from health and finance to recognition and reward

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level