Key Account Representative

Overall Objective and Purpose

Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus. Identifies, develops and typically closes new sales opportunities. Creates demand for the organization's products and services by raising their profile with customers. Achieves revenue targets by increasing revenue spend per account. May conduct regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/service strategies. 

Maximize sales through successful strategy building, planning and execution, along with other merchandising and promotional techniques. 

Responsible for establishing and maintaining effective working relationships with lottery personnel and lottery chain account retailers within a designated account base.

This is an intermediate sales position that requires outside/B2B corporate sales experience and a broad knowledge the CPG/ retail industry.

Responsibilities

• Relationship Building
  • Develop strong business relationships within varying levels of management for assigned accounts for optimal sales strategy building
  • Work closely with District Sales Managers and Lottery Sales Reps to ascertain input regarding sales, potential promotions, or issues affecting accounts being serviced Assist and resolve account specific lottery concerns
  • Provide and/or coordinate retailer-training needs
  • Act as liaison for exchanging information on TLC policies and procedures Assist districts with corporate account projects and promotions
• Sales
  • Improve profitability, penetration and placement of products with all assigned Corporate Accounts
  • Qualify sales opportunities through market/customer research
  • Organize and present sales presentations on new products and sales strategies to increase sales of assigned key accounts Evaluate/measure promotional results for retooling of strategies when needed
  • Provide regular sales and marketing information to accounts through a variety of venues
  • Consistently update performance of assigned key accounts on an ongoing basis to monitor account progress
• Forecast and Planning
  • Design, sell-in, coordinate and implement custom promotions.  TLC approval is also required
  • Prepare a detailed sales plan, track goals and objectives at the account level
  • Formulate innovative and impactful marketing and promotional selling strategies tailored for assigned Key Accounts
  • Coordinate new store Lottery terminal installations and initial ticket orders for assigned chain accounts
• Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry and gain additional Key Account contacts
• Performs additional duties and responsibilities as assigned

Position Requirements

• Advanced Communication Skills and Presentation Skills
• Intermediate/Advanced Computer Skills
• Strong analytical skills and effective application building
• Proven Positive Sales Initiative Building to include:  Planning, Execution and Coordination
• Extensive and demonstrable experience in B2B sales
• Proven track record with an entrepreneurial mindset
• Proven Relationship Leveraging at appropriate levels
• Strong understanding of Texas Market Conditions within Grocery and C-store and the effects on these Texas Lottery chains
• Ability to identify potential business expansion opportunities
• Proven Leadership Skills
• Financial Accountability: Responsible for meeting compliance/sales goals for respective region.

General Requirements

• Ability to influence and communicate effectively with lottery personnel and lottery retailers
• Excellent Customer Service
• Proficiency  in Excel, PowerPoint and Word
• Adherence to lottery policies to ensure that the company is not fined for non-compliance

Other Requirements:

• Reports to Regional Sales Manager
• Physical (% time: travel, operating machinery, environmental etc.)
  • Overnight travel is approximately 40%
  • Expectation is field store visits 2-3 days a week
  • Must have a valid driver’s license and pass a background check

Qualifications

• Minimum Education
  • Bachelor’s Degree in business preferred - sales/marketing or related field
• Years of Experience
  • 3 – 5 years of related CPG sales experience
• Other Skills
  • Ability to speak clearly and persuasively with strong interpersonal skills
  • Ability to produce written materials that are clear, concise and easily understood
  • Effective time management and organizational skills
  • Ability to adapt to a rapidly changing environment or situations is key

General understanding of lottery transactions and how the lottery operates preferred

Keys to Success

• Building collaborative relationships
• Decision making
• Drive results
• Foster innovation
• Personal energy
• Self-leadership