Government and Military Sales Specialist

AVFUEL/AVFLIGHT; Ann Arbor (MI); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Paid Vacation & Holidays

Life and Disability Insurance

401k with employer match

Voluntary benefits: supplemental life,

Critical Illness

Accident Coverage

Pet Insurance

Job summary

Avfuel Corp in Ann Arbor, MI is seeking a Government & Military Aviation Sales Leader to drive revenue growth, manage key accounts, and pursue new business opportunities. The role requires experience with government contracts, strong negotiation and analytical skills, and a results-driven approach.

You will develop strategic plans, coordinate with supply and operations, and represent Avfuel at industry events. Travel as required and based in or near Ann Arbor preferred.

Qualifications

• Bachelor’s degree or equivalent experience.
• Experience navigating government & military processes and contracts.
• 6+ years in sales within aviation or government/military environments.
• Aviation fuel or flight operations experience.
• Proficient in MS Office including Excel and Outlook, CRM.
• Strong communication and negotiation skills.
• Ability to travel as required.
• Ideal candidate based in Ann Arbor, MI.

Responsibilities

• Develop and establish relationships with government entities related to aviation fuel needs.
• Execute strategic sales plans to expand market share in government/military segment.
• Meet annual sales goals and budgets.
• Grow existing business while pursuing new opportunities.
• Penetrate new markets within government/military aviation sector.
• Serve as trusted advisor by understanding customer operations and fuel strategies.
• Coordinate pricing, contracts, and deal structuring.
• Partner with supply/operations to align demand with fuel supply.
• Develop supplier relationships and monitor market trends.
• Represent Avfuel at industry events and trade shows.
• Complete expense and CRM reports promptly; follow up on quotes to close deals.
• Other duties as assigned by manager.

Skills

Government contracts experience

Aviation sales

Negotiation

Communication skills

Analytical skills

Travel flexibility

Education

Bachelor’s Degree or equivalent relevant experience

Tools

Microsoft Excel

Microsoft Outlook

CRM software

Job description

Job Details

• Job Location: Avfuel Corp - Ann Arbor, MI 48108
• Position Type: Full Time
• Education Level: 4 Year Degree
• Job Shift: Day
• 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

• 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

EEO/ADA