Government and Military Sales Specialist

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

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.

• 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

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