Director, Government Solutions - EMEA

Allen & York; City Of London; Hybrid; GBP 120,000 - 180,000; Full time

Job summary

Allen & York partners with a leading international fuel and energy services organisation to appoint a Director of Government Solutions - EMEA. You will be responsible for growing the business across Europe, the Middle East and Africa, reporting to the SVP and collaborating with global teams.

The role demands a commercially driven leader with a track record of winning complex contracts and expanding strategic accounts in aviation, fuel, energy, logistics or related sectors.

Qualifications

• Proven track record in business development and strategic accounts.
• Experience leading tenders, bids, proposals and commercial negotiations.
• International experience across multiple EMEA markets and complex procurement environments.

Responsibilities

• Identify, develop and secure new government and strategic commercial opportunities across EMEA.
• Lead complex tenders and bids from qualification through pricing and contract award.
• Develop and manage relationships with senior government, procurement and commercial stakeholders.
• Identify opportunities to expand existing accounts through additional services and locations.
• Drive pricing, margins and contractual risk considerations in deal shaping.

Skills

Business development

Strategic account management

Tender / capture leadership

International markets

Pricing / negotiations

Government contracting

Job description

Director - Government Solutions (EMEA)

Location: London (Hybrid)

Salary: Competitive salary and benefits

Type: Permanent

Are you a commercially driven business development leader with a proven track record of winning complex contracts, developing strategic accounts and driving international revenue growth?

We are partnering with a leading international fuel and energy services organisation to appoint a Director of Government Solutions - EMEA, responsible for growing its business across Europe, the Middle East and Africa.

The organisation delivers critical fuel supply, logistics and operational support services to government organisations and international customers operating in some of the world's most demanding environments.

This is a senior commercial leadership opportunity, and we're particularly interested in individuals from aviation, fuel, energy, logistics, transportation or operational support sectors. A traditional military or defence background is not essential.

The Opportunity:

Reporting to the SVP, Government Solutions, you'll take ownership of regional business development and strategic account growth across EMEA, identifying new opportunities, securing major contracts and expanding existing customer relationships across aviation, marine and land-based fuel services.

Key responsibilities will include:

• Identify, develop and secure new business opportunities across government and strategic commercial accounts.

• Lead complex tenders and bids, from opportunity qualification and proposal development through to pricing, negotiation and contract award.

• Develop and manage strategic customer relationships, engaging senior government, procurement and commercial stakeholders.

• Identify opportunities to expand existing accounts through additional services, locations and contract volumes.

• Influence procurement processes and shape customer requirements ahead of formal tender opportunities.

• Drive commercial decision-making around pricing, margins, profitability and contractual risk.

• Develop regional growth strategies, identifying priority markets, customers and strategic partnerships.

• Collaborate with internal commercial, operational, finance and compliance teams to deliver profitable solutions.

About You:

We're looking for an established commercial leader who combines strong business development credentials with the ability to manage complex customer relationships across international markets.

You'll ideally bring:

• Experience in business development, strategic account management, capture or commercial leadership.

• A demonstrable track record of winning significant contracts and growing strategic accounts.

• Experience leading formal tenders, bids, proposals and commercial negotiations.

• Confidence engaging senior government, procurement and commercial stakeholders.

• A strong understanding of pricing, margins, profitability and contract structures.

• Experience navigating complex procurement environments, ideally involving government or multinational organisations.

• International commercial experience, particularly across multiple EMEA markets.

Relevant industry backgrounds could include:

• Aviation and aviation services

• Fuel supply, distribution and trading

• Energy and commodities

• Logistics, transportation and supply chain

• Defence support and operational services

• Government contracting and mission-critical services

Experience working with government agencies, NATO organisations or defence procurement bodies would be advantageous, but direct military experience is not essential.

Additional Requirements:

• Existing right to work in the UK and eligibility for UK security clearance (NATO clearance eligibility also relevant).

• Working knowledge of anti-bribery legislation, sanctions and export controls.

• Willingness to travel internationally across EMEA.

Why apply?

An opportunity to take ownership of a strategically important regional growth agenda within an established international organisation, developing major customer relationships and securing significant contracts across diverse markets.

If you're a commercially driven business development or strategic accounts professional with experience in fuel, aviation, energy, logistics or operational support services, we'd be keen to hear from you.

About us

Allen & York have been matching purposeful people with purpose-led organisations for 30 years. We partner with our clients and candidates on roles that build an understanding of climate change, promote sustainability and create inclusive and responsible organisations, working towards a sustainable world for us all.

Committed to inclusiveness in the workplace, we aim to increase diversity across all areas and therefore welcome applications from all qualified candidates, regardless of their ethnicity, race, gender, religious beliefs, sexual orientation, age, or whether or not they have a disability.

Let us help build a better world, together.