South Hurstville, New South Wales ****, AustraliaFull-time Permanent Mid-level SeniorPosted 02 Sep ****DescriptionPOSITION PURPOSEThe Enrolment Sales and Services Specialist drives enrolment growth and family retention across a portfolio of centres.
Sitting within the Centralised Enrolments team and reporting to the Head of Sales, the role owns the full family experience from proactive lead generation through enquiry, tour, enrolment and long-term retention.
The Centre Business Partner acts as a trusted advisor to centre teams, using data and relationship-building to convert local market opportunity into sustainable occupancy.KEY RESPONSIBILITIESProactive lead generationDevelop and execute lead generation strategies across referral, digital, community and partnership channelsBuild and maintain local partnerships with schools, businesses and community organisations to create sustainable lead pipelinesDesign, plan and host Signature Event programs (open days, community events, seasonal showcases) to generate qualified leadsDrive existing-family referral activity and manage a structured referral programReactivate dormant waitlist entries into active leadsRespond to all new leads within agreed speed-to-lead standardsEnquiry-to-tour conversionConvert incoming enquiries into booked centre tours through timely, high-quality follow-upManage a structured, multi-touch outreach cadence to secure tour bookingsMinimise tour no-shows through confirmation and reminder processesTrack and report on enquiry source performance to prioritise the highest-converting channelsDeliver a personalised tour experience that builds family confidence and trustManage the post-tour follow-up sequence to move families through to a confirmed enrolment offerSupport families through the offer and acceptance process, addressing objections and providing timely informationReduce the sales-cycle length from tour to enrolment decisionRetentionBuild strong,



ongoing relationships with enrolled families to support satisfaction and long-term retentionMonitor early attrition within the first 90 days and intervene proactively on at-risk enrolmentsSupport re-enrolment and rollover campaigns at year-end and at fee-increase pointsPartner with centre teams to understand and respond to the drivers of family satisfaction and attritionContribute to occupancy and utilisation targets for the assigned centre portfolioReporting and continuous improvementMaintain accurate, up-to-date data across the enrolments funnel using the KPI DashboardProvide regular performance updates to the Head of Sales against funnel and retention KPIsIdentify trends, risks and opportunities across the funnel and recommend action plansCollaborate with the Centralised Enrolments team to lift conversion performance across the groupKEY PERFORMANCE INDICATORSPerformance is measured against the KPI Dashboard, tracked monthly across four funnel stages.
Targets are indicative starting points and are reviewed periodically against the business plan.Total leads generated, new leads captured across all sources in the month.
Target: not yet setReferral leads as a share of total recent leads.
Target: 25%Cost per lead, total lead-generation spend divided by total leads.
Target: $40 or lessOutbound activities completed, being calls, emails and partnership or community touches.
Target: 200 per monthWaitlist reactivation rate, dormant entries converted back into active leads.
Target: 15%Speed to lead, average hours from lead capture to first outbound contact attempt.
Target: 2 hours or lessPartnership-sourced leads from local business, school or community partnerships.
Target: 15 per monthSignature Event leads generated.
Target: 25 per monthSignature Events hosted.
Target: 2 per monthEnquiry-to-tour conversionEnquiry-to-tour booking rate, enquiries that result in a booked tour.
Target: 65%Tours booked within 24 hours of enquiry.
Target: 70%Tour no-show rate,



booked tours where the family does not attend.
Target: 10% or lessAverage contact attempts to secure a tour booking.
Target: 2.5 or fewerTours booked, total volume in the month.
Target: 75 per monthBest-performing source conversion rate, enquiry-to-tour rate of the top-converting lead source.
Target: 80%Tour-to-enrolment conversion rate, attended tours converting to a confirmed enrolment.
Target: 40%Tour-to-offer rate, tours progressing to a formal enrolment offer.
Target: 55%Offer-to-acceptance rate, offers accepted by the family.
Target: 75%Average days from tour to enrolment decision.
Target: 7 days or lessFollow-up cadence adherence, post-tour sequences completed on schedule.
Target: 90%Enrolments, total confirmed in the month.
Target: 30 per monthRetention12-month retention rate, enrolled families still enrolled 12 months later.
Target: 85%Overall attrition rate, enrolled families exiting in the month.
Target: 3% or lessEarly attrition rate, new enrolments exiting within their first 90 days.
Target: 5% or lessRe-enrolment and rollover rate, eligible families re-enrolling at year-end or fee increase.
Target: 90%Family satisfaction NPS from the periodic family survey.
Target: 70Occupancy and utilisation rate, filled places as a share of total licensed capacity.
Target: 92%KEY RELATIONSHIPSInternal: Head of Sales, Centre Directors and centre teams, Marketing, Area Managers, Executive General Manager, FinanceExternal: Prospective and enrolled families, local schools, local businesses and community organisationsCompany OverviewThrive exists to deliver the highest quality care and education in early childhood, by teaching our children and teams to be leaders and confident individuals whilst understanding what it means to serve the world.
At Thrive we pride ourselves on upholding our CARE Values: Confidence.
The passion and confidence to shape a better community.
Attitude.
If it's to be, it's up to me.
Respect.
Be Honest.
Be Real.
Education.
Committed to lifelong learning for the soul and mind.
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📌 Enrolment Sales And Services Specialist (New South Wales)
🏢 Rgit Australia
📍 New South Wales