Government and Military Sales Specialist

Avfuel; Ann Arbor (MI); On-site; USD 110,000 - 170,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Paid Vacation

Sick & Holidays

Company paid Life Insurance

Disability Insurance

401k with employer matching

Supplemental Life Insurance

Critical Illness

Accident Coverage

Pet Insurance

Job summary

Avfuel in Ann Arbor, MI seeks a government and military aviation sales professional to drive revenue growth and expand market presence. You will develop and execute strategic plans, manage key accounts, and pursue new opportunities as a trusted advisor to customers.

The ideal candidate has 6+ years of sales experience in aviation or government contracts, strong negotiation and analytical skills, and a proven track record of meeting targets. Travel may be required; based at our Ann Arbor office.

Qualifications

• Bachelor’s degree or equivalent experience.
• Experience navigating government/military contracts.
• 6+ years in sales in aviation or government/military environments.
• Aviation fuel or flight operations experience.
• Proficient in Microsoft Office and CRM.
• Experience managing large or complex accounts.
• Strong negotiation skills.
• Strategic, analytical, and decision-making abilities.
• Attention to detail and accuracy.
• Willingness to travel as required.
• Excellent written and verbal communication skills.
• Self-motivated, proactive and results oriented.
• Based in or willing to be based in Ann Arbor, MI.

Responsibilities

• Develop and establish relationships with government entities related to aviation fuel needs.
• Execute a strategic sales plan to expand market share and revenue in government/military segments.
• Meet annual sales goals and budgets.
• Manage and grow existing business while pursuing new opportunities.
• Coordinate pricing strategy, contract negotiations and deal structuring.
• Partner with supply and operations to align customer demand with fuel supply.
• Represent Avfuel at industry events and trade shows.
• Maintain CRM updates, expense and call reports, and timely follow-ups.

Skills

Government/military contracts

Aviation fuel/operations

Account management

Negotiation

Strategic planning

Analytical skills

Communication skills

Travel readiness

Education

Bachelor’s Degree or equivalent experience

Tools

CRM

Microsoft Office

Job description

Location: Ann Arbor, MI, Corporate Office Environment

Employment Type: Full Time, Salaried Exempt

Benefits: Medical, Dental, Vision, Paid Vacation, Sick & Holidays; Company paid Life and Disability Insurance; 401k savings plan with employer matching

Voluntary Benefits: Supplemental Life Insurance, Critical Illness, Accident Coverage, & Pet Insurance

Department: Commercial Sales

Job Summary

This role is responsible for driving revenue growth and expanding market presence within the government and military aviation segment. The position develops and executes strategic sales plans, manages key accounts, and actively pursues new business opportunities while serving as a trusted advisor to customers. The ideal candidate brings prior experience working with government/military contracts, has strong analytical and negotiation skills, and a results-driven approach to consistently achieve sales targets and strengthen long-term customer relationships.

Duties & Responsibilities

• Develop and establish relationships with government entities as it relates to aviation fuel needs
• Work with the department manager of the division to execute a strategic sales plan to expand market share and increase revenue within the government and military segment
• Consistently meet annual sales goals and budgets
• Manage and grow existing business while actively hunting and closing new opportunities
• Identify and penetrate new markets within the government and military aviation sector
• Serve as a trusted advisor by understanding customer operations, fuel strategies, and business objectives
• Coordinate pricing strategy, contract negotiations, and commercial deal structuring
• Partner with supply and operations teams to align customer demand with global fuel supply capabilities
• Support the development and management of strategic supplier relationships
• Monitor government/military aviation trends, fuel markets, and competitive activity
• Represent Avfuel at industry events and trade shows
• Complete expense reports, call reports, and CRM updates in a timely and accurate manner
• Review quote activity and initiate follow ups to drive deal closure
• Other duties as assigned by manager

Qualifications

Required Skills and Experience:

• Bachelor’s Degree or equivalent relevant experience
• Background in navigating government & military processes and contracts
• 6+ years of sales or relatable experience within aviation or in a target driven government/military environment
• Aviation experience required in fuel or flight operations
• Proficiency in Microsoft Office including Excel and Outlook, CRM
• Demonstrated success managing large or complex accounts
• Proven ability to negotiate high value agreements
• Strong strategic, analytical, and decision-making skills
• Keen attention to detail and accuracy
• Ability to travel as required
• Excellent written and verbal communication skills
• Self-motivated, proactive, and results oriented with a strong sense of urgency
• Demonstrated ability to take ownership of tasks and drive them through to full completion, ensuring accuracy, timeliness, and alignment with organizational goals
• Customer focused mindset
• Ideal candidate would be based out of our office in Ann Arbor, MI.

EEO/ADA