Sales Director – Fuels & Lubricants
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Job Description
Sales Director closing enterprise and mid-market deals for Anova’s IIoT tank-monitoring platform. Driving ROI-based sales, renewals, and growth among fuels and lubricant distributors in Germany.
Responsibilities:
- Own the full sales cycle for Enterprise and Mid-Market prospects, converting qualified BDR-sourced opportunities into closed-won business
- Land new logos across Anova’s target verticals by qualifying, developing, and advancing inbound and outbound pipeline with BDRs
- Connect Anova’s IIoT tank-monitoring and telemetry capabilities to prospects’ inventory, logistics, and asset-utilization challenges
- Lead executive-level discovery and value-based presentations that quantify customer ROI
- Build and manage accurate pipeline and forecasts, advancing deals through every stage to hit quota
- Kick off customer training and enablement for hardware, installation, and mobile apps; the CSM completes the training
- Complete tier 2 and 3 support requests escalated by the CSM
- Coordinate with Sales Engineers and/or CSMs on product demonstrations and technical barrier removal
- Maintain expertise in Anova’s IIoT portfolio, competitive landscape, and industry best practices
- Maintain accurate opportunity and account data in Salesforce
- Finalize contract terms and pricing, partnering with Sales Engineering on data collection and integration handoff
- Build renewal plans beginning six months before contract end, flagging risks or expansion opportunities and securing renewal terms
- Travel as needed to meet prospects and customers and represent Anova at industry events
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 with 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, both oral and written
- Experience selling into the fuels, lubricants, or oil & gas distribution industry preferred
- Experience in supply chain, logistics, chemical distribution, or other industrial verticals preferred
- Experience in IIoT, industrial technology, SaaS, or telemetry/monitoring solutions preferred
- Familiarity with MEDDIC/MEDDPICC or Challenger preferred
- Experience owning renewal/expansion motions preferred
- Ability to learn and position new technology hardware/cloud-based platforms against competitive alternatives preferred
Benefits:
- Competitive compensation and reward strategies
- Health and finance benefits
- Recognition and reward
- Opportunities for growth and advancement
- Benefits supporting life and well-being
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