What to Expect When Beginning a New Journey as a Private Jet Charter Salesperson (and Working Dispatch in a Small Operation)

Notes from the Flight Deck

By Alex Atkinson, Jr.

Stepping into the world of private aviation can feel both thrilling and overwhelming—especially when you’re wearing two hats: charter sales and dispatch. In a small operation, these roles often overlap, demanding a unique combination of people skills, aviation knowledge, logistical savvy, and quick thinking. If you’re just beginning your journey in this niche, welcome aboard. Here’s what to expect—and how to prepare for takeoff.

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1. Understand That Every Day Will Look Different

Unlike the rigid structure of scheduled commercial aviation, private jet charter is fluid and ever-changing. One day you’re planning a simple out-and-back mission for a local client; the next, you’re troubleshooting international permits and weather delays.

Key Tip: Flexibility is your best friend. Be ready to pivot and prioritize based on client needs, aircraft availability, weather, and operational limitations.

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2. Sales Is Relationship-Based, Not Just Transactional

In private jet charter, you’re not just selling a flight—you’re building trust. Clients want to feel safe, seen, and taken care of. You’re dealing with high-net-worth individuals, business leaders, and sometimes celebrities, all of whom expect discretion, precision, and ease.

Key Tip: Be honest, responsive, and attentive. Learn your client’s preferences. Do they prefer a Gulfstream or a Challenger? Champagne or coffee? Window seat or aisle? Remember and personalize.

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3. Learn the Basics of Aircraft Performance and Trip Feasibility

Even in sales, you need to understand the capabilities and limits of different aircraft. Can the jet land at that short airstrip in Telluride? How long is the flight from Aspen to Teterboro in a mid-size jet with winds aloft? Being able to answer these quickly sets you apart.

Key Tip: Create a quick reference guide of your fleet: aircraft range, runway requirements, passenger capacity, and baggage capacity. This helps you quote trips faster and with more confidence.

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4. Time Management Is Crucial in Dispatch

If you’re also dispatching, you’re the bridge between the sales team, pilots, maintenance, and the client. You’ll be monitoring trip status, weather, NOTAMs, and coordinating ground transportation, catering, and FBO preferences.

Key Tip: Build a rhythm:

• Check upcoming flights first thing in the morning
• Confirm crew availability
• Verify fuel orders and FBO reservations
• Double-check permits and weather
• Communicate clearly and early if anything changes

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5. Expect to Be On-Call and On-Your-Toes

In a smaller operation, you’re likely part of a lean team. That means you might be working weekends, late nights, or holidays—especially when high season hits (hello, Super Bowl and Christmas in Aspen).

Key Tip: Set boundaries where you can, but embrace the lifestyle. It’s fast-paced, rewarding, and you’re never bored.

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6. Tools You’ll Use Daily

• Flight Planning Software (like ForeFlight, JetPlanner, or FOS)
• CRM Systems for managing leads and repeat clients
• Scheduling Tools like Avinode or Schedaero
• Text, Email, and Phone – the personal touch still matters
• Weather and NOTAM Briefing Sites

Key Tip: Get fast at toggling between systems. Speed and accuracy matter when quoting or updating a trip.

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7. Keep a Log – Learn from Every Trip

Every trip has something to teach you: a missed catering order, a last-minute runway closure, a crew duty-time restriction. Don’t beat yourself up over mistakes—log them, debrief, and learn.

Key Tip: Keep a personal “Lessons Learned” notebook or file. It’ll become one of your best resources.

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Final Thoughts from the Flight Deck

This industry isn’t for the faint of heart. But for those who love aviation, logistics, and people—it’s one of the most rewarding paths you can take. When you help a client get from A to B safely, smoothly, and with a smile on their face, it makes the long hours worth it.

So whether you’re in the dispatch room at 5 a.m. or closing a transatlantic charter deal at 10 p.m., remember—you’re now part of the engine that keeps private aviation moving.

Welcome to the team. Keep learning, keep flying.