EMEA Director, Government & Defence Solutions

World Fuel Services; Greater London; On-site; GBP 120,000 - 180,000; Full time

Job summary

World Fuel Government Solutions in London (Canary Wharf) seeks a Director, Government & Defence Solutions to expand a strategic government and defence footprint across Europe. You will oversee key accounts, build relationships with procurement, logistics, and senior executives, and lead complex pursuits across defence, NATO and government agencies.

The role demands 10+ years in government business development, strong negotiation, and the ability to operate across multiple countries and cultures.

Qualifications

• 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, or related 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.
• Knowledge of NATO, NSPA, UK Ministry of Defence, European defence agencies, defence primes, or government support contractors.
• Existing network of government, defence, procurement, logistics, or military stakeholders across Europe.
• Experience supporting complex bids, tenders, framework agreements, and long-term government programs.

Responsibilities

• 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 and cross-sell fuel, aviation, logistics, and services.
• Serve as the senior commercial relationship lead for key government and defence accounts.
• Build trusted relationships with procurement, logistics, operations, and executive stakeholders.
• Lead commercial negotiations and contract discussions.
• Coordinate internal teams during bid, proposal, and contract execution.
• Monitor government procurement activity and evolving priorities to shape regional strategy.
• Collaborate with Operations, Supply, Program Management, Finance, Legal, and Government Solutions teams.

Job description

World Fuel Government Solutions in London (Canary Wharf) seeks a Director, Government & Defence Solutions to expand a strategic government and defence footprint across Europe. You will oversee key accounts, build relationships with procurement, logistics, and senior executives, and lead complex pursuits across defence, NATO and government agencies.

The role demands 10+ years in government business development, strong negotiation, and the ability to operate across multiple countries and cultures.