Job Description

Sales SpecialistReports to: Business Unit Manager

Position Summary

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.

Direct Sales & Customer Relationship Management

· 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 commercial journey.





· Ensure all material customer and partner information, opportunities, quotations, commercial terms, pipeline activity and relevant communications are accurately maintained in Trinity’s systems.

· Ensure key commercial relationships and processes are appropriately documented and accessible, avoiding reliance on information held solely by one individual.

· Ensure appropriate internal visibility and cover for significant commercial relationships and processes to support business continuity.

Commercial Events & Promotion

· Participate in Trinity on Tour, open days, fairs and other relevant commercial events organised by Trinity or its Business Units.

· Represent Trinity at fairs, presentations and other promotional or commercial initiatives.

· Develop relationships with existing and prospective partners, schools, students and families during events.

· Generate and follow up on commercial leads arising from events.

· Support presentations of Trinity programmes and destinations to partners, schools, students and families.

· Collaborate with the Marketing team on campaigns, events and lead generation initiatives.

Cross-functional Coordination

· Own the commercial relationship through acquisition, conversion and confirmed enrollment.

· Work closely with the Operations team to ensure an effective handover following enrollment.

· Ensure relevant customer and partner information is accurately recorded and shared with the appropriate teams.

· Ensure a clear and complete handover tothe relevant operational team once the commercial opportunity has been established, including the agreed programme and commercial proposal, the relevant customer/group opportunity set up, and applicable enrollment links and commercial materials prepared.

· Work closely with Marketing on campaigns, events, promotional materials and lead generation initiatives.

Key Competencies and Requirements

· Experience in sales, business development, account management or customer relationship management.

· Strong relationship-building and interpersonal skills.

· Experience in developing and managing commercial partnerships.

· Experience working towards commercial targets and KPIs.

· Strong commercial and negotiation skills.

· Excellent communication and presentation skills.

· Strong organisational skills and ability to manage multiple relationships and opportunities simultaneously.

· Good knowledge of English (at least B2).

· CRM proficiency.

· Availability to participate in commercial events and travel where required.

· Experience in travel, tourism, education or international programmes is preferred.

Retribuzione: €30.000,00 - €40.000,00 all'anno

Sede di lavoro: In presenza

📌 Sales Specialist (Milano)
🏢 TRINITY VIAGGISTUDIO
📍 Milano