Inside Sales Representative - Fuels & Lubricants

Make a measurable and mission-critical impact.

Join us on the Sales team as an Inside Sales Representative, and help shape the future of safer, more efficient, and more reliable operations across the globe. Start your journey with Anova today!

You'll own the entire customer journey for independent and regional customers: finding and closing new accounts, getting them live and seeing value, growing them over time, and renewing them. You'll turn Anova's IIoT tank-monitoring data into a clear business case for owners and leadership teams. You'll work closely with Customer Service Reps and Field Installers on installation and support, with Sales Engineers and Customer Success Managers supporting as needed. Success in this role is measured by new customers won, growth within your accounts, customer satisfaction, and renewal and retention.

Job Duties and Responsibilities:

• Own the full sales cycle for Rest of Market prospects and customers in the Fuels & Lubricants 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 Fuels & Lubricants industry best practices
  

Minimum 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
  

Preferred Qualifications -

•  Experience selling into the Fuels & Lubricants 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

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. 

If this sounds like a fit for you, apply to join Anova in connecting the industrial world — for better.

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