Sales Aviation Specialist (Inside Sales Associate)

Description:

About the Role

Pilot John International® is looking for a driven, personable Sales Aviation Specialist I to join our inside sales team. Having completed the Trainee training program, or bringing equivalent experience, you're ready to own a pipeline, handle inbound opportunities, and start building lasting customer relationships across the aviation industry.

This is a quota-carrying, individual-contributor role. You'll work across FBOs, MROs, flight departments, and maintenance teams, primarily managing reseller accounts with growing support for end-user accounts. You'll be based at our Greenville, NC headquarters as part of a collaborative, high-output sales team.

Living the PJi Values

Teamwork: Works collaboratively across departments, fostering open, honest, and respectful communication.

Growth

Continuously develops professional skills and deepens understanding of PJi's products, services, and operations.

Excellence

Takes ownership of work and consistently delivers accurate, high-quality results.

Integrity

Acts ethically and transparently, ensuring they can be trusted and relied upon.

Innovation

Thinks differently, challenges existing processes constructively, and seeks better ways to work.

Prospecting & Pipeline Development

Build and maintain an active pipeline sufficient to meet or exceed quota

Meet defined activity targets for calls, emails, and new prospect conversations

Prioritize capturing and growing new business accounts from PJi-generated marketing and lead sources

Discovery & Consultative Selling

Conduct structured discovery conversations to understand customer needs, budget, decision process, and timeline

Recommend solutions based on fit, prioritizing customer outcomes over transaction volume

Qualify opportunities and focus effort on accounts with the highest probability of closing

Quoting & Proposals

Prepare accurate, complete quotes for reseller accounts and select end-user requests with managerial guidance, target: 150–200 quotes per week.

Manage Auto Quote responses and assist customers with additional questions in a timely and accurate manner

Curate pricing, product recommendations, and service offerings in line with company guidelines and margin expectations

Follow up on open quotes proactively and move opportunities toward a decision

Negotiation & Closing

Address customer objections related to price, product fit, timing, or competition with confidence and preparation

Negotiate terms to mutual agreement without reflexive discounting

Secure commitments, set clear next steps, and drive opportunities to close; target average of 10 captured orders per week.

Account Development

Expand revenue within existing accounts through upsell and cross-sell opportunities

Maintain regular contact with key decision-makers to stay top of mind

Identify and capitalize on repeat purchase cycles and seasonal buying patterns

Pipeline Management & PJi ERP

Maintain accurate and current records of all activity, opportunities, and account notes in the PJi ERP

Provide reliable pipeline forecasts and participate in weekly pipeline review meetings with a monthly report to your direct lead

Log pipeline feedback to support accurate company data and business decisions

Customer Service & Communication

Deliver exceptional PJi service via phone, email, and online chat — timely, accurate, and genuinely helpful

Participate in live chat and phone responsibilities; maintain an average score of 7.5 or higher on weekly phone/chat evaluations

Collaborate effectively with internal departments to resolve issues and improve the customer experience

Product & Market Knowledge

Develop and maintain strong working knowledge of PJi's products, manufacturing partners, and service offerings

Complete weekly product assessments, via HiBob with a score of 90% or higher

Stay current on industry trends, customer applications, and competitive positioning

Drive business development using core tools including LinkedIn, Google Workspace, Missive, and the PJi ERP

Core Competencies

Communication: Listens well, expresses ideas clearly in writing and verbally, and keeps teammates and customers informed with the right detail at the right time.

Customer Service

Leads with empathy and courtesy. Handles customer engagement professionally, on time, and consistently meets customer expectations.

Dependability

Shows up, follows through, and owns their results. Meets commitments and responds to requests without hesitation.

Organization

Manages competing priorities efficiently, sets clear goals, and adapts quickly when plans change.

Quality Focus

Brings the PJi customer service standard to every interaction, and applies customer feedback to continuously improve.

Tech Adaptability

Picks up new tools quickly, stays current with relevant software, and uses technology and resources to work smarter.

Qualifications

Successful completion of PJi's Associate training program

Experience in outbound prospecting and new business development

Strong written, verbal, and interpersonal communication skills across diverse audiences

Comfortable working in a metrics-driven environment with defined activity and revenue targets

High level of professionalism and discretion with confidential information

Sharp attention to detail with a genuine commitment to delivering for customers

Comfortable on Apple hardware in a Mac-first environment

Willingness to travel for PJi business as needed

Aviation industry or product knowledge a plus, but not essential

Education & Experience

Bachelor’s degree from an accredited four-year institution preferred; or one to two years of relevant experience in sales, customer service, or an aviation-related field; or an equivalent combination of education and experience.

Technical Skills

Proficiency with Google Suite (Sheets, Docs, Slides), and collaboration tools. Ability to learn and navigate PJi ERP platforms and industry-specific tools. Able to read and interpret technical documentation, safety guidelines, and procedure manuals.

Advancement

Advancement to Level II is contingent upon the direct manager's assessment of the agent's readiness. Assessment areas include performance in phone/chat etiquette, PJi standards, customer personas, vendor relationships, and high-level product knowledge.

Work Environment and Physical Demands

Office-based at our Greenville, NC headquarters. Noise level is generally moderate. This role is primarily seated with regular use of hands, keyboard, phone, and screen.

The team member may occasionally need to stand, walk, or lift up to 10 lbs. Close vision is required. Reasonable accommodations will be made for individuals with disabilities.

This position has no direct supervisory responsibilities.