Senior Account Executive, Aviation Fuel (FBO / Territory)

Senior FBO Account Executive

Location: Pacific Northwest Washington or Oregon (field-based | remote with regional travel)Salary Range: $100,000 $120,000 base salary Bonus: Target bonus of 25% of base, based on individual and company performance Benefits: Comprehensive health, retirement, and additional benefits

World Fuel is seeking an experienced Senior FBO Account Executive to lead strategic account growth across the Pacific Northwest within our Business Aviation portfolio. This senior, client-facing sales role owns key FBO and bulk aviation fuel relationships, drives revenue and margin growth, and delivers exceptional commercial and service outcomes.

You will act as a trusted advisor to FBO customers, leveraging deep aviation market expertise, fuel pricing knowledge, and strong internal collaboration to deliver sustainable growth in a high-impact region. This is a senior individual-contributor role with no direct people management responsibility.

What You'll Do

• Own and grow a portfolio of strategic FBO and business aviation accounts
• Achieve annual volume, revenue, and gross profit targets
• Develop and execute territory and account growth strategies
• Identify and close new business opportunities; expand existing relationships
• Serve as a commercial advisor to customers on fueling needs and market dynamics
• Maintain accurate pipelines, forecasts, and account activity in CRM systems
• Partner with internal teams (Supply, Dispatch, Credit, Accounting, Legal)
• Monitor competitors and market trends to strengthen value propositions
• Represent World Fuel at industry events, conferences, and customer meetings
• Contribute to broader sales strategy and mentor junior team members informally

What You'll Bring

Required

• 5+ years' experience in the FBO operating environment, including FBO leadership, FBO vendor sales, or bulk aviation fuel account management
• Proven success managing large accounts and exceeding revenue/margin targets
• Strong understanding of aviation fuel markets and pricing structures
• Excellent communication, negotiation, and relationship-building skills
• Comfortable presenting to senior customer stakeholders
• Proficiency with CRM platforms and Microsoft Office (Excel, PowerPoint, Word, Outlook)
• Willingness to travel frequently throughout the Pacific Northwest

Preferred

• Bachelor's degree in Business, Aviation, or related field; MBA a plus
• Experience supporting regional or national FBO networks
• Strong financial acumen, including margin modeling and ROI analysis

Key Skills & Competencies

• Strategic account management and consultative selling
• Advanced negotiation and influencing skills
• Financial and commercial acumen
• Ability to manage complexity across products, customers, and markets
• High degree of autonomy in a fast-paced environment
• Collaborative, customer-focused mindset

Travel & Work Environment

• Field-based role with extensive regional travel
• Travel is highest in the first 12 years as relationships are established and territory knowledge is built
• Frequent driving and air travel required
• Flexibility to work remotely when not in the field

Why World Fuel

At World Fuel, you'll work with a globally recognized leader in aviation and energy solutions while maintaining the autonomy of a high-performing regional sales role.