Senior Sales Executive

This is a fully remote position, open to applicants in Texas.

📋 Description

• Formulate and implement strategic sales plans aimed at acquiring new high-value Global Trip Support clients.

• Oversee and enhance existing accounts while increasing customer expenditure across World Fuel's aviation solutions.

• Identify and generate new business opportunities through industry connections, referrals, conferences, networking, market insights, and targeted outreach.

• Market and sell Global Trip Support, Regional Trip Support, Online Flight Planning, Aviation Insurance, Fuel Programs, and other value-added aviation services.

• Propel revenue growth through cross-selling and upselling across various product lines.

• Manage the entire sales process from prospecting to contract execution and continuous account development.

• Establish and nurture relationships with flight departments, aircraft operators, aviation directors, chief pilots, dispatchers, schedulers, and other relevant stakeholders.

• Act as the primary contact and trusted advisor for key customer accounts.

• Lead customer meetings, business reviews, and planning discussions for accounts.

• Recognize customer needs, operational challenges, and opportunities for service delivery and account growth.

• Facilitate customer retention through effective service, issue resolution, account health assessments, and ongoing engagement.

• Monitor shifts in customer operations, fleet composition, and business situations.

• Evaluate customer trends, business opportunities, industry advancements, and competitive landscapes.

• Provide pricing recommendations and assist in commercial negotiations.

• Support contract renewals, strategic growth efforts, and customer expansion initiatives.

• Collaborate with leadership on strategies for business aviation market development.

• Partner with Operations, Customer Service, Finance, Supply, and Trip Support teams.

• Oversee customer onboarding, account setup, documentation of customer preferences, and billing coordination.

• Maintain customer records, pipeline activities, forecasts, and account plans within CRM systems.

• Assist international sales teams and work collaboratively across regions.

• Travel as required for customer meetings, conferences, business development, and team projects.

⛳️ Requirements

• A minimum of 10 years in sales, business development, or account management within the business aviation, trip support, or aviation services sector.

• Proven track record in acquiring and retaining high-value aviation clients.

• Extensive experience in selling Global Trip Support or similar aviation operational services.

• Demonstrated capability to cultivate long-term customer relationships and influence key decision-makers.

• Strong skills in commercial negotiations, presentations, and consultative sales.

• Experience managing complex customer accounts and meeting rigorous revenue targets.

• In-depth knowledge of business aviation operations and customer purchasing behaviors.

• Proficient in CRM platforms and Microsoft Office suite.

• Willingness to travel as necessary.

• Preferred: experience in selling Global Trip Support, Regional Trip Support, Flight Planning, Aviation Insurance, Fuel Programs, or similar aviation solutions.

• Preferred: established industry connections within the business aviation and flight department communities.

• Preferred: knowledge of international flight operations and trip support requirements.

• Preferred: experience in negotiating commercial agreements and managing strategic customer portfolios.

• Preferred: Bachelor's degree or an equivalent combination of education and relevant experience.

• Extensive expertise in the business aviation and trip support industry.

• Recognized for building strong customer loyalty and trusted partnerships.

• Consultative approach focused on addressing customer challenges and creating long-term value.

• Capacity to identify opportunities across various aviation services and strategically grow customer relationships.

• Strong commercial judgment and negotiation abilities.

• Proactive, self-motivated attitude with a dedication to customer success and business growth.

• Ability to navigate complex customer organizations while influencing key stakeholders and decision-makers.

🏝️ Benefits

• Equal opportunity/affirmative action employment practices.

• Travel as needed for customer meetings, industry conferences, business development activities, and team initiatives.