According to Valeria Prilipko, Sales Development Manager at KlasJet, success in this competitive environment depends on adaptability and the ability to build long-term relationships with diverse clients and partners.
Business aviation is characterised by high expectations, tight schedules and highly personalised travel requirements. As a result, responsiveness and operational efficiency are critical factors in sales development and service delivery.
Valeria Prilipko noted: “Operators are continuously improving the level of service they provide to clients. This makes the client’s expectations different as well. For example, in 2024, having Wi-Fi on board an aircraft was still relatively rare while in 2026 it basically became a standard feature. This reflects a broader trend: passengers want the same level of connectivity and comfort in the air that they have on the ground.”
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| Valeria Prilipko, Sales Development Manager at KlasJet |
The role of sales professionals extends beyond traditional commercial functions, encompassing coordination of multiple aspects of each trip. This requires continuous awareness of global developments, including political, economic and even cultural factors that influence demand.
Valeria Prilipko stated: “To provide fast and reliable services, you need to stay informed not only about aviation, but also about global events, political and economic developments, and even areas like sports. When I first joined KlasJet, I had to quickly learn the structure of major football championships and how the season works, as this directly impacts client demand and travel planning.”
Regional differences significantly shape sales strategies. In Northern Europe, particularly Scandinavia, clients prioritise structured communication, precision and long-term partnerships. In contrast, the Italian market is characterised by flexibility, faster relationship-building and a more dynamic approach to decision-making.
According to Valeria Prilipko: “Clients in Northern Europe value long-term partnerships and prefer working with the same trusted providers over many years. In contrast, the Italian market is generally more flexible and open to new opportunities. In my experience, relationships tend to develop faster in the south. Italian clients are often more open, expressive, and relationship-driven from the outset. In the Nordic countries, building trust takes more time, but once established, those relationships are very strong and lasting.”
Operational approaches also differ, with Scandinavian markets requiring strict processes and minimal deviations, while Southern European markets often involve greater flexibility and last-minute adjustments.
Valeria Prilipko explained: “In the Nordics, everything needs to be well-organized. There is very little room for error or last-minute changes. Processes are typically strict, and expectations are clearly defined. In Italy, it is not uncommon for a client to change the final destination several times before the flight. Something quite rare in the Scandinavian market. So, you could say that Italy requires a different level of adaptability and a more dynamic way of working.”
The importance of data-driven decision-making and market understanding is also highlighted as a key factor for success. Through mentorship and structured analysis of economic indicators, industries and cultural trends, professionals can better anticipate client needs and market behaviour.
Valeria Prilipko stated: “During that time, I began studying my markets from the core basics, looking at population data, GDP indicators, major cultural events in each country, key industries, and the largest companies operating there. This kind of thorough approach makes it easier to understand how to sell more effectively and how potential clients think when they request a VIP travel experience.”
The sector is also seeing increased focus on inclusion and diversity, with initiatives supporting professional development across the industry.
Valeria Prilipko added: “There is a growing focus on inclusion and support within the community, which is helping to create more opportunities for women to grow professionally. For example, at Avia Solutions Group, we have a great initiative called “Spread Her Wings,” which brings women across the group together to share experiences and support each other’s growth. I think that having more of such initiatives will be key to further strengthening diversity and inclusion in aviation.”
Reputation and reliability remain central to long-term success in business aviation, with trust between clients, brokers and operators shaping ongoing partnerships and future opportunities.
Valeria Prilipko concluded: “The aviation world is relatively small, and reputation matters greatly. It is important to be someone people trust, someone known for reliability, professionalism, and taking responsibility for the quality of the service provided. When clients and partners know they can depend on you, it naturally opens the door to long-term relationships and future opportunities.”
Tags: Valeria Prilipko, KlasJet
