Key Account Manager - Fuels & Lubricants

Anova • New Providence, NJ

6d

About The Position

Make a measurable and mission-critical impact. Join us on the Sales team as a Key Account Manager, and help shape the future of safer, more efficient, and more reliable operations across the globe. Start your journey with Anova today! You’ll take Business Development Representative (BDR)-sourced opportunities and run point on Enterprise and Mid-Market deals, turning Anova’s IIoT tank-monitoring data into a business case that drives real decisions for fuels & lubricant distributors leadership teams. You’ll lead executive-level discovery and value-based presentations that quantify ROI, partnering closely with Sales Engineers on technical discovery, demos, and objection handling, and with Customer Success Managers to ensure what you sell actually delivers once it’s live.

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 — Sales Director (SD) not responsible for training itself
• 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
• sincere appreciation
• 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