Key Account Manager

OVERALL OBJECTIVE AND PURPOSE

Responsible for establishing and maintaining effective working relationships with IGT Field Sales team, corporate accounts team members, lottery personnel and lottery chain account retailers in a designated list of accounts.  The successful candidate will develop the creation and presentation of corporate account sales reporting, strategy building and planning that will maximize sales within the targeted accounts and throughout the state.

PRINCIPLE DUTIES AND RESPONSIBILITIES

• Build relationship with corporate partners to influence state level retailer engagement with activations, revenue, planogram compliance and instant game availability

• Conduct field visits and Sales Rep ride-alongs to identify field opportunities and develop sales plan to implement proper sales activations

• Develop relationships with local decision makers to increase lottery awareness and presence at retail

• Develop strong business relationships with varying levels of management for assigned accounts for optimal sales strategy building

• Devise, sell-in to chain account, gain lottery approval on, coordinate and implement highly effective selling promotions and corporate account co-op promotions

• Organize and present sales presentations on new products and/or sales strategies to increase sales, engagement and lottery knowledge of assigned corporate accounts to necessary stakeholders

• Work with IGT-WV Retail Sales Manager and WVL Customer Relations to create effective presentations and presentation materials for use in Corporate Account and lottery team meetings

• Work with IGT-WV and Corporate Sales/Business Development colleagues to pull account, trade-style and industry specific data to measure sales strategy results, areas of opportunity and identify trends

• Responsible for development and maintenance of corporate accounts and actively market lottery products within existing and new licensed chain accounts; works in tandem with Field Sales Representatives.

• Development of action plans and best practices for chain accounts that are not achieving sales at budgeted sales targets

• Participate in membership events for large segments of the account base such as trade shows and industry meetings

• Recruitment using all available resources including collaboration with other lotteries

• Use focused tools to monitor and grow sales, including but not limited to Sales Wizard, Retailer Wizard, Learning Wizard, and RMI. Generation of reporting for analysis of sales and adherence to sales and marketing programs (including outside normal business hours).

GENERAL

• Extent decisions governed by procedures or referred up
  • Most decisions are governed by company and lottery policy.
• Standard requirements for research and analysis
  • Understanding territory covered in order to ensure that the appropriate lottery games are being sold.
• Opportunity and consequence of typical errors (supervision)​
  • Poor customer service to retailers could result in the loss of a customer and revenue.  Must closely adhere to lottery policies to ensure that the company is not fined for non-compliance. 
• Frequency and complexity of internal business contacts
  • High – product and technology teams
• Frequency and complexity of external business contacts
  • High – Must be able to influence and communicate effectively with lottery retailers
  • Must comply with the lottery and IGT’s policies and procedures
• Physical (% time: travel, operating machinery, environmental etc.)

➢ Travel with in assigned territory almost 80% of time worked.

➢ Must have a valid driver’s license and good driving record

➢ Requires work involving: standing, walking, gripping or feeling with hands, reaching with hands and arms, stooping, kneeling, crouching, or crawling under 1/3 of the time; lifting up to 50 pounds 1/3 – 2/3 of the time; and sitting, talking or hearing over 2/3 of the time.

POTENTIAL ENVIRONMENTAL CONDITIONS/HAZARDS: 

➢ The job may risk exposure to: indoor environment, outdoor environment, extreme temperatures, moisture and/or humidity, vehicle hazards, potential for violence/physical altercations.

Qualifications

• Minimum education 
  • Bachelor’s Degree in business, sales/marketing or related field or equivalent related experience
• Years Experience
  • 5 years related sales experience
  • 3 years lottery experience

Essential special training requirements

​​Other skills required:

• Must be able to pass driving record check

• Experience with Sales Wizard or other Sales Tool is a plus

• Experience in packaged goods or lottery products may be a plus

• Must be able to speak clearly and persuasively with the ability to influence others.  Express self well in group or in one-to-one conversations.

• Must be able to produce written materials that are clear, concise and easily understood.

• Effective time management and organizational skills

• Understanding of lottery transactions and how the lottery operates

• Issue resolution with a desirable positive outcome

• Strong interpersonal skills

• Proficient Microsoft Word, Excel and PowerPoint skills

• Proficient with iPad functions

• A working knowledge of the Corporate Account Representative role and responsibilities

Keys to Success

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

#LI-RQ