Manager, FBO & Airport Solutions
About The Position
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.
Requirements
- 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.
- 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.
Nice To Haves
- Prior people leadership, coaching, or team management experience preferred.
- 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.
Responsibilities
- 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.
- 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.
- 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.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
