Manager, FBO & Airport Solutions

World Fuel Group; Webster (TX); On-site; USD 110,000 - 160,000; Full time

Job summary

World Fuel is seeking a strategic Manager, FBO & Airport Solutions Sales in Webster, TX with 50%+ travel. You will lead a high-performing team, grow aviation payment solutions, and strengthen partnerships with airports, FBOs, and vendors across the U.S.

Responsibilities include developing commercial strategies, coaching sales staff, and driving revenue while collaborating with cross-functional teams to improve profitability and customer outcomes.

Qualifications

• Bachelor's degree in Business, Aviation Management, Marketing or related field.
• 3+ years in sales, business development, account management, or marketing.
• 3+ years in Aviation industry, preferably fuels, FBO ops or airports.
• Leadership or coaching experience preferred.
• Strong knowledge of aviation fuel markets, pricing, and negotiations.
• Proven success managing key accounts and driving growth.
• Excellent presentation, communication and relationship skills.
• Proficient with CRM, Excel, Word, Outlook.
• Willing to travel 50%+ across the United States.

Responsibilities

• Lead, mentor, coach, and develop a team of Sales Executives for regional FBO portfolios.
• Serve as the escalation point and trusted advisor for the sales team.
• Drive accountability for achieving and exceeding sales goals.
• Own onboarding, training, and ongoing professional development.
• Develop and execute strategies to grow aviation payment solutions and services.
• Partner with leadership to identify market opportunities and drive growth.
• Lead marketing campaigns and initiatives to boost adoption.
• Analyze market trends, fuel pricing, and competitive activity to inform decisions.
• Manage relationships with FBOs, airports, and vendors to maximize value.
• Negotiate commercial terms and ensure customer satisfaction.

Skills

Sales leadership

CRM proficiency

Negotiation

Analytics

Presentation skills

Relationship building

Travel coordination

MS Excel

Education

Bachelor's degree in Business, Aviation Management, Marketing

Tools

CRM platforms

Microsoft Excel

Microsoft Word

Microsoft Outlook

Job description

At World Fuel, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.

Manager, FBO & Airport Solutions

Location: Webster, TX (50%+ Travel Required)

At World Fuel, our FBO & Airport Solutions Sales Team (FASST) partners with airports and Fixed Base Operators (FBOs) across the United States to deliver industry-leading aviation products, payment solutions, and customer service. We are seeking a strategic and results-driven Manager, FBO & Airport Solutions Sales to lead, develop, and support a high-performing sales team while expanding our network of FBO partnerships and driving revenue growth.

This role serves as a key leader within the Aviation business, collaborating closely with Regional Sales Executives, FBO partners, vendors, and internal stakeholders to optimize commercial performance and enhance customer relationships.

Key Responsibilities

Sales Leadership & Team Development

• Lead, mentor, coach, and develop a team of Sales Executives managing regional FBO portfolios.
• Serve as the primary escalation point and trusted advisor for sales team members.
• Drive accountability for achieving and exceeding individual and team sales goals.
• Support onboarding, training, cross-training, and ongoing professional development initiatives.

Business Growth & Commercial Strategy

• Develop and execute strategies to grow World Fuel's aviation payment solutions and related services.
• Partner with sales leadership to identify market opportunities and accelerate revenue growth.
• Lead targeted marketing campaigns and sales initiatives to increase product adoption and customer engagement.
• Analyze market trends, fuel pricing dynamics, and competitive activity to inform business decisions.

Account & Partner Management

• Manage and strengthen relationships with key FBO partners, airports, and strategic vendors.
• Collaborate with customers to maximize utilization of World Fuel products and services.
• Negotiate commercial agreements, pricing structures, and service offerings to support growth objectives.
• Ensure a high level of customer satisfaction while maintaining strong business partnerships.

Operational Excellence

• Oversee contracts, policies, standard operating procedures, and compliance requirements.
• Work cross-functionally with internal teams including Operations, Supply, Marketing, Finance, and Customer Experience.
• Monitor business performance metrics and identify opportunities to improve efficiency and profitability.
• Maintain professionalism and sound judgment during complex negotiations and high-pressure situations.

Qualifications

• Bachelor's degree in Business, Aviation Management, Marketing, or a related field, or equivalent industry experience.
• 3+ years of progressive experience in sales, business development, account management, or marketing.
• 3+ years of Aviation industry experience required, preferably within aviation fuels, FBO operations, airport services, or related sectors.
• Prior people leadership, coaching, or team management experience preferred.
• Strong understanding of aviation fuel markets, supply chain dynamics, pricing strategies, and commercial negotiations.
• Demonstrated success managing key accounts and driving revenue growth.
• Exceptional presentation, communication, and relationship-building skills.
• Proficiency with CRM platforms, Microsoft Excel, Word, Outlook, and related business applications.
• Ability to travel 50% or more throughout the United States.

What Will Make You Successful

• Strong commercial mindset with the ability to identify and capitalize on growth opportunities.
• Proven ability to influence stakeholders and build lasting customer relationships.
• Strategic thinker with strong analytical and problem-solving skills.
• Passion for aviation and delivering exceptional customer experiences.
• Ability to lead high-performing teams in a dynamic, fast-paced environment.

Join World Fuel and help shape the future of aviation services while leading a team dedicated to delivering value for airports, FBOs, and customers across North America.

#WFS

LI-JH1

World Fuel is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

World Fuel Services, Inc.