Sales Coordinator

Description: 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