Sales Specialist
Pubblicato il 24-10-2026 - TRINITY VIAGGISTUDIO in Perugia
The Sales Specialist is responsible for driving enrollments and revenue for Trinity’s educational programmes through partnerships, institutional and commercial channels, and direct sales to students and families. The role carries individual accountability for defined commercial targets and KPIs, including PAX, revenue, margin discipline, partner acquisition and activation, retention, pipeline development and conversion. A key focus of the role is developing and maintaining strong relationships with commercial partners, schools, educational contacts and other relevant stakeholders, supporting them in promoting Trinity programmes, identifying new opportunities and developing long-term commercial partnerships. The role combines sales, business development, relationship management and customer acquisition, with direct ownership of commercial opportunities and results from initial prospecting through to confirmed enrollment. The Sales Specialist also represents Trinity at commercial events and initiatives, contributing to the growth and visibility of Trinity and its programmes.
Key Responsibilities
Commercial Accountability & KPIs Performance will be measured against defined individual commercial targets and KPIs, including:
* PAX: achievement of individual student enrollment targets
* Revenue: achievement of assigned individual revenue targets.
* Margin discipline: contribution to commercial results while maintaining appropriate margin levels and applying agreed pricing and discount guidelines.
* New Partner Acquisition: acquisition of new commercial, educational and institutional partners in line with agreed targets.
* Client Retention & Reactivation: retention of existing clients and proactive reactivation of inactive relationships.
* Pipeline Value:
development and maintenance of a sufficient individual commercial pipeline to support achievement of sales targets.
* Conversion: achievement and continuous improvement of conversion rates from leads and opportunities to confirmed enrollments.
* Forecast Accuracy: maintenance of accurate and realistic sales forecasts based on the status and probability of opportunities within the individual pipeline.
* CRM Completeness & Quality: timely and accurate recording of leads, opportunities, activities, next steps and relevant commercial information within the CRM.
* Outbound Commercial Activity: consistent execution of proactive outbound sales activity, including prospecting, calls, follow-ups, meetings and other business development initiatives.
* Operate within agreed pricing, discount and commercial parameters, ensuring appropriate margin discipline.
* Obtain approval from the relevant Business Unit Manager for any material exception outside agreed commercial parameters or delegated authority. Performance against agreed individual commercial targets and KPIs will form the basis of a performance-related variable remuneration component, in accordance with the incentive scheme defined by the Company. Partner Relationship Management
* Develop and maintain strong, long-term relationships with existing commercial and educational partners.
* Act as a key commercial point of contact for relevant partners throughout the sales and enrollment cycle.
* Present Trinity programmes, destinations and commercial opportunities to partners and prospective customers.
* Prepare and set up enrollment links and commercial materials for relevant groups, partners and sales opportunities.
* Support partners and families in identifying the most appropriate Trinity programmes for them.
* Identify opportunities to strengthen engagement, retention and future collaboration with existing partners. Partner Acquisition and Business Development
* Proactively identify, approach and pursue potential new commercial partners, schools, educational contacts and other relevant channels.
* Build and maintain a strong pipeline through consistent outbound activity, including prospecting, calls, emails, referrals, networking and events.
* Manage prospects from initial outreach through to activation and first confirmed enrollments.
* Take ownership of new business targets, including acquisition, activation, pipeline generation and conversion.
* Maintain accurate and up-to-date CRM records for partners, opportunities and commercial activities.
* Identify new channels and opportunities to expand Trinity’s commercial and educational network.
* Manage enquiries from prospective students and families through telephone, email, WhatsApp and other communication channels.
* Conduct consultations with students and families to understand their requirements and recommend the most suitable Trinity programme.
* Monitor individual sales pipeline, conversion rates and enrollment performance
* Build trusted relationships with students and families throughout the decision-making process.
* Manage customer objections and support families in their purchasing decisions.
* Ensure a high-quality customer experience throughout the comme