Director, Strategic Accounts | Government Solutions (EMEA)

Location: London| Canary Wharf (Hybrid)

At World Fuel, we help customers operate in some of the world's most complex and demanding environments. From aviation and fuel supply to logistics and operational support, we provide solutions that keep critical missions moving.

We're looking for a commercially driven leader to help grow our Government Solutions business across Europe, the Middle East, and Africa (EMEA).

While this role supports our Government Solutions business, it is first and foremost a commercial growth position. Success in this role comes from identifying opportunities, winning business, expanding strategic accounts, and building long-term customer relationships across EMEA.

The ideal candidate is a business development and strategic account leader who has successfully developed and grown customer relationships within aviation, fuel, energy, logistics, supply chain, operational support, transportation, or government services environments.

You'll engage with government agencies, multinational organizations, defense customers, logistics providers, and strategic commercial partners throughout the region, developing long-term relationships and bringing together World Fuel's capabilities to deliver value.

• 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.

• 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.

Experience in one or more of the following industries:

• Aviation
• Fuel or Energy
• Logistics and Transportation
• Government Services
• Defense Support Services
• Operational Support Services
• Maritime Services
• Supply Chain Management

The strongest candidates will typically bring experience developing and growing strategic customer relationships within aviation, fuel, energy, logistics, supply chain, operational support, transportation, or government services environments.

Experience working with government agencies, Ministries of Defence, NATO organizations, NSPA, military customers, public sector organizations, or international procurement bodies is highly desirable, but not required.

Knowledge of government procurement processes, competitive tendering, and international contracting environments is a plus.

You are someone who:

• Enjoys building relationships and creating new business opportunities.
• Has an entrepreneurial mindset and a passion for growth.
• Thinks strategically while remaining focused on execution and results.
• Is comfortable navigating complex organizations and stakeholder groups.
• Can influence decision makers and bring people together around a common objective.
• Looks for ways to create value for customers and the business.
• Enjoys solving challenging problems in dynamic environments.

• Lead growth across a strategically important region.
• Build relationships with customers operating in critical government, aviation, logistics, and operational environments.
• Influence commercial strategy and help shape the future direction of the business.
• Work across multiple business segments, including Aviation, Marine, and Land.
• Join a collaborative and entrepreneurial team focused on growth, innovation, and customer success.

If you're a commercially minded business development leader who enjoys winning business, growing strategic accounts, and building long-term customer relationships across complex international markets, we'd love to hear from you.

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