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About the Role

World Fuel is seeking a commercially driven leader to grow its Government Solutions business across Europe, the Middle East, and Africa (EMEA). This role involves building relationships, identifying opportunities, winning new business, and expanding strategic customer accounts across Aviation, Marine, and Land business segments.

Responsibilities

Identify, qualify, and pursue new business opportunities across government and strategic accounts throughout EMEA.
Build and manage a strong pipeline of opportunities across aviation, marine, land fuel, logistics, and operational support services.
Lead opportunities from early engagement through contract award.
Develop and execute account growth strategies that increase revenue, strengthen customer relationships, and expand World Fuel's market presence.
Serve as the commercial lead for assigned accounts across the region.
Build trusted relationships with customer decision makers, procurement leaders, operational stakeholders, and executive sponsors.
Gain a deep understanding of customer missions, priorities, and procurement cycles.
Identify opportunities to expand existing business through new services, locations, and solutions.
Lead competitive tenders, proposals, pricing strategies, negotiations, and contract discussions.
Assess opportunities based on commercial potential, strategic fit, margins, and execution risk.
Partner with operations, supply, aviation, marine, land, finance, legal, and compliance teams to develop compelling customer solutions.
Support successful contract implementation and remain engaged to help ensure long-term customer success.
Monitor market trends, customer priorities, competitor activity, defense spending, and geopolitical developments that create opportunity.
Identify emerging markets, customers, and growth opportunities.
Build partnerships with suppliers, contractors, and in-country partners that strengthen World Fuel's position in key markets.
Provide insight and recommendations that help shape the future growth strategy of Government Solutions across EMEA.

Requirements

10+ years of experience in business development, strategic account management, capture management, sales leadership, or commercial leadership roles.
Demonstrated success developing new business and growing complex customer relationships.
Experience leading competitive tenders, proposals, negotiations, and contract awards.
Strong commercial acumen with experience evaluating pricing, margins, risk, and business opportunities.
Proven ability to influence and lead cross-functional teams in a complex business environment.
Experience working across multiple countries and cultures.
Ability and willingness to travel internationally as business needs require.
Right to work in the United Kingdom.

Skills

Business development
Strategic account management
Capture management
Sales leadership
Commercial leadership
Relationship building
New business development
Strategic thinking
Execution
Problem-solving

Location

London, United Kingdom

Work Type

Hybrid

Experience Level

10+ years

About the Company

At World Fuel, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team.
Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued.
Our high-performance culture is what allows us to drive sustained growth.
Stronger together, we promote an environment where individuals can thrive.