Key Account Manager - Fuels & Lubricants

Anova; Deutschland; Vor Ort; EUR 100.000 - 150.000; Vollzeit

Zusammenfassung

Anova is seeking a high-impact Key Account Manager to drive Enterprise and Mid-Market deals, turning IIoT tank‑monitoring data into business cases and ROI for executives. You’ll own the full sales cycle, coordinate with Sales Engineers and Customer Success, and manage renewal strategies while expanding logos across target verticals.

Join a global team, travel as needed, and shape safer, more efficient operations for fuels, lubricants, and industrial distributors.

Qualifikationen

• Bachelor’s degree or equivalent experience.
• 5+ years in enterprise or mid-market B2B sales.
• Experience managing full sales cycles (6+ month cycles).
• Experience with value-based selling and ROI presentations.
• Proficiency with Salesforce for pipeline management.
• Ability to travel to meet prospects and industry events.
• Strong cross-functional collaboration with sales engineering, customer success, or technical teams.
• English language proficiency (oral and written).

Aufgaben

• Own full sales cycle for Enterprise and Mid-Market deals.
• Land new logos by developing inbound/outbound pipeline.
• Lead executive-level discovery and ROI-focused presentations.
• Build and manage a forecast and pipeline across stages.
• Coordinate with Sales Engineer and CSM on demonstrations and closing.
• Finalize contracts and pricing with Sales Engineering.
• Develop renewal plans and manage account risks ahead of renewals.
• Travel as needed to meet prospects and attend industry events.

Kenntnisse

Enterprise/Mid-Market B2B sales

Full sales cycle

Value-based selling

Executive ROI presentations

Cross-functional collaboration

Self-starter

English proficiency

Travel readiness

Ausbildung

Bachelor’s degree

Tools

Salesforce

Jobbeschreibung

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.

Job Duties And 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

What You’ll Need To Succeed

• 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

Preferred Qualifications -

• 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

About Anova

We are very proudly “one” Anova — built by integrating the best in IIoT technology and expertise. Anova monitors more than 1,250,000 assets across nearly 80 countries for over 2000 clients, from family businesses to the largest LPG, Industrial Gases, and chemicals companies in the world. Our scale is global. Our service is local. We partner directly with customers, taking a holistic approach and delivering tailored solutions that drive innovation and improvement and make our world safer, more efficient, and reliable.

We believe that rewarding work should reward you. As part of Anova, your work, integrity, and commitment are rewarded through competitive compensation and reward strategies, through sincere appreciation, and through opportunities for growth and advancement. We put people first by providing benefits that support your life and well-being, from health and finance to recognition and reward, and so much more we've got you covered.

For more information about how Anova is transforming the Industrial IOT industry, visit us at Anova.com.