Director, Government & Defence Solutions (EMEA)

World Fuel Services Corporation; Greater London; On-site; GBP 140,000 - 210,000; Full time

Job summary

World Fuel Government Solutions, based in London, is seeking a Director, Government & Defence Solutions (EMEA) to expand and strengthen our government and defence business across Europe. This senior role leads key customer relationships, grows strategic government accounts, and drives revenue in defence, NATO, and related services from London Canary Wharf.

You will develop growth strategies, identify opportunities, manage complex bids, and partner with procurement, logistics, and executive

Qualifications

• 10+ years of progressive experience in business development, sales, account management, government contracting, or strategic customer leadership.

Responsibilities

• Lead growth across Europe’s government and defence markets.
• Develop and execute strategic growth plans and pipelines.
• Build and maintain senior-level relationships with procurement, logistics, and defence agencies.
• Lead complex bids, tenders, and contract negotiations.
• Collaborate with operations, program management, and legal teams.

Skills

Strategic partnerships

Government contracting

Business development

Key account management

NATO experience

Bid management

Stakeholder engagement

Cross-functional leadership

Job description

World Fuel Government Solutions is seeking a commercially driven and strategically minded Director, Government & Defence Solutions (EMEA) to expand and strengthen our government and defence business across Europe. This is a highly visible leadership role responsible for developing key customer relationships, growing strategic government accounts, identifying new opportunities, and leading complex pursuits across defence, military, NATO, and government organisations throughout the region. The successful candidate will serve as a trusted partner to customers, helping shape long-term fuel, logistics, and operational support solutions while driving sustainable revenue growth and expanding World Fuel's presence across the government and defence sector. This role is based in London (Canary Wharf) and requires regular in-person engagement with customers, stakeholders, and colleagues. Why This Role Matters World Fuel Government Solutions supports some of the world's most complex government, military, defence, aviation, and logistics operations. As Director, Government & Defence Solutions (EMEA), you will play a critical role in strengthening relationships with key customers while driving strategic growth across Europe. You will help shape the future of our government business, working directly with senior defence, procurement, logistics, operational, and executive stakeholders. This is an opportunity to influence both regional growth strategy and the successful delivery of mission-critical government programs. What You'll Do Drive Strategic Growth Across EMEA

• Develop and execute growth strategies across the European government and defence market.
• Identify, qualify, and pursue new business opportunities.
• Expand market share within key government and military sectors.
• Build and maintain a robust pipeline of strategic opportunities.
• Grow existing government and defence accounts while identifying new opportunities across fuel, aviation, logistics, and operational support services.
• Lead Strategic Customer Relationships
• Serve as the senior commercial relationship lead for key government and defence accounts.
• Build trusted relationships with procurement, logistics, operations, program, and executive stakeholders.
• Develop account strategies that drive long-term growth and customer success.
• Act as the primary point of escalation and executive engagement for major customers.
• Build and expand relationships across NATO, NSPA, Ministries of Defence, defence agencies, and strategic government customers throughout Europe.
• Lead Complex Pursuits & Contracts
• Support capture and pursuit strategies for major government and defence opportunities.
• Lead commercial negotiations and contract discussions.
• Coordinate internal teams during bid, proposal, and contract execution activities.
• Support successful contract transitions and implementation efforts.
• Contribute to framework agreements, tenders, and strategic growth initiatives.
• Influence Market Strategy
• Monitor government procurement activity, defence spending priorities, competitor activity, and emerging market opportunities.
• Identify trends that may impact future business growth.
• Partner with leadership to shape regional market strategies and business priorities.
• Collaborate Across the Business
• Work closely with Operations, Supply, Program Management, Finance, Legal, and Government Solutions teams.
• Ensure customer commitments are successfully delivered.
• Support customer retention and growth initiatives.
• Drive a culture of accountability, customer focus, and execution excellence., Experience supporting NATO, NSPA, UK Ministry of Defence, European defence agencies, defence primes, or government support contractors.
• Knowledge of European government procurement and contracting frameworks.
• Experience within fuel, aviation, defence logistics, transportation, military sustainment, operational services, or adjacent sectors.
• Existing network of government, defence, procurement, logistics, or military stakeholders across Europe.
• Experience supporting complex bids, tenders, framework agreements, and long-term government programs.
• Builds trust quickly with senior stakeholders.
• Enjoys developing long-term strategic relationships.
• Balances commercial growth with operational execution.
• Is resilient and effective in complex environments.
• Can influence without direct authority.
• Understands how to navigate large government and defence organisations.
• Enjoys solving customer challenges and creating long-term value.
• Operates effectively across multiple countries, cultures, and stakeholder groups.
• Lead growth across one of the most strategically important sectors in our business.
• Work directly with defence, military, NATO, and government organisations throughout Europe.
• Shape regional strategy and influence key customer relationships.
• Join a collaborative team supporting mission-critical operations around the world.
• Gain exposure to complex international programs, strategic pursuits, and executive-level engagement.
• Make a direct impact on how governments and defence organisations are supported across Europe.

  10+ years of progressive experience in business development, sales, account management, government contracting, or strategic customer leadership.

• Demonstrated success growing complex government, military, defence, logistics, aviation, transportation, energy, or operational support accounts.
• Proven track record of winning and expanding strategic government business.
• Experience navigating complex procurement and contracting environments.
• Strong commercial negotiation and relationship management skills.
• Experience working with senior stakeholders across operations, procurement, logistics, and executive leadership functions.
• Ability to influence and build credibility within complex stakeholder environments.

  At World Fuel, our employees are the key to our global success.

• World Fuel Services Europe, Ltd.