Sales Coordinator

About the Role

Pilot John International is the leading supplier of aviation ground support equipment (GSE) and avionics test equipment, the #1 stocking Tronair distributor and an OEM-authorized service center. We're looking for a PJi+ Sales Coordinator to own relationship management for our most strategic accounts across major aviation operations.

This is a proactive relationship-first role, acting as the single point of contact. that understands their business, anticipates their needs, and makes sure every interaction with PJi reflects the level of service a partner of this caliber expects. You'll work closely with the Sales Manager, who owns top-of-house executive relationships, while you build and manage the day-to-day network of gatekeepers, influencers, and site-level decision-makers who keep these accounts running.

This role is well suited to someone who thrives on relationship-building, brings structure and discipline to a growing book of business, and takes genuine ownership of customer outcomes.
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.

Key Responsibilities

Account Ownership & Relationship Management

• Serve as the single point of contact for an assigned portfolio of PJi+ accounts, owning day-to-day relationships with gatekeepers, influencers, and site-level maintenance supervisors.
• Build and maintain an organized, up-to-date book of business, clear profiles of each assigned account and its key contacts, including role, relationship history, and open items.
• Develop a comprehensive working knowledge of each assigned account, their business, their pain points, and where PJi's products and services create value for them specifically.
• At accounts where individual maintenance supervisors function as the actual purchasing decision-makers, proactively work introductions from supervisor-level contacts up to the true decision-maker.

Inbound & Proactive Sales

• Respond to inbound leads and quote requests from PJi+ accounts promptly and professionally, owning the full quoting workflow for this program.
• Proactively identify and act on opportunities to introduce PJi's capabilities to contacts who aren't yet engaged, this isn't a reactive, order-taking role.
• Schedule and lead virtual meetings (Google Meet) to walk key contacts through PJi's capabilities, new products, and relevant solutions.
• Prepare polished, accurate materials ahead of every customer meeting.

Pipeline & CRM Management

• Maintain accurate, up-to-date records across all assigned accounts, with disciplined pipeline hygiene as a non-negotiable standard.
• Log every touchpoint, follow-up, and next step consistently, no contact should go stale without a documented plan.
• Track and report on account coverage, contact engagement, and pipeline movement on a weekly, monthly, and quarterly basis.

Account Health & Problem Resolution

• Conduct proactive check-ins with key accounts, independent of any open sale, to strengthen the relationship and surface needs early.
• Manage conflict and resolve problems that arise during or after the sale, keeping the customer relationship intact and PJi's reputation strong.
• Escalate appropriately when an issue requires broader company resources, while remaining the customer's consistent point of contact throughout.

Customer Experience Standards

• Deliver excellent customer service on every interaction, following PJi's customer service standards for key accounts without exception.
• Maintain composure and professionalism under pressure, including during escalations, tight timelines, or high-stakes conversations.
• Represent PJi+ as a program built on responsiveness, follow-through, and trust.

Performance Metrics & AccountabilityFirst 90 Days: Onboarding Milestones

• Complete account handoff and demonstrate working knowledge of all assigned accounts
• Build out an initial contact universe across assigned accounts, prioritizing highest-density accounts
• Establish a documented, consistent first-touch outreach cadence
• Assume full ownership of inbound quote handling for assigned accounts, with 100% of quotes handled directly after week two
• Complete site-ops discovery conversations to understand how each account buys and where the current pain points are
• Secure early progress on any applicable supervisor-to-decision-maker introductions
• Deliver a fully populated, functioning scorecard by day 90

Weekly Metrics (reviewed in 1:1)

• New contacts identified across assigned accounts
• First-touch introductions made
• Follow-up touches completed within each contact's cadence window
• Site-ops conversations completed
• Next-touch dates confirmed and current in the CRM

Monthly Metrics (reviewed with the scorecard)

• Contacts advanced from "identified" to an active working relationship
• Supervisor-to-decision-maker introductions secured, where applicable
• Ratio of coordinator-originated opportunities to inbound-handled opportunities
• Count of stale contacts (no touch in 60+ days), trending toward zero
• Account/quarterly business reviews held on schedule for assigned accounts

Quarterly Metrics (reviewed in formal review)

• Account revenue performance, year-over-year
• Overall contact universe coverage against target trajectory
• Recovery progress on any underperforming or declining accounts
• Completeness of all four scorecard layers across assigned accounts

Performance is assessed holistically, weighing activity and relationship-building metrics alongside revenue outcomes, consistent with the ramp-based nature of this role.
Qualifications

• Excellent customer service skills, with the discipline to consistently follow established service standards for high-value accounts
• Strong relationship-building ability, skilled at initiating conversations, following up reliably, and building trust over time
• Highly organized, with genuine rigor around CRM accuracy and pipeline hygiene
• A proactive, self-directed approach, someone who identifies opportunities rather than waiting for them
• Ability to maintain composure and professionalism under pressure, including when managing conflict or resolving post-sale issues
• Confident communicator across video (Google Meet), phone, and written correspondence
• Prior experience in account management, customer success, or B2B sales support preferred; aviation or GSE industry experience a plus but not required