Key Account Manager

OVERALL OBJECTIVE AND PURPOSE

This role is essential for driving partnership through cultivating relationships, strategic planning, and excellence in execution all focused on achieving sales goals. The ideal candidate will be responsible for preparing presentations and reports, developing promotions, and the ability to multitask in a fast paced environment. A strong emphasis is placed on organization skills, dedication to time in the market, and proficiency in Microsoft Office. Follow-up and ensuring effective communication are key to success in this role.

PRINCIPLE DUTIES AND RESPONSIBILITIES

Primary Point of Contact: Act as the main liaison between IGT Indiana and assigned accounts, ensuring clear communication, and addressing business needs promptly at the corporate level, with field management and across multiple departments

Strategic Planning: Develop and implement strategic plans to meet and exceed sales targets and business plan pillars. This includes market analysis, setting goals, and outlining actionable steps.

Program Management: Successfully sell, integrate, and supervise statewide programming solutions that align with sales objectives and market demands.

Presentation and Reporting: Prepare and deliver high-quality presentations and reports for internal and external collaborators. Ensure that all reports are accurate, timely, and aligned with business goals.

Analytics: Collaborate with the Analytics team to develop, implement, and measure sales strategies that drive business growth. Use data insights to adjust and enhance sales tactics, ensuring alignment with overall business goals.

Communication: Optimally lead and facilitate all forms of communication. This includes communication by phone, email, virtual platforms, and in-person meetings to ensure clear, consistent, and professional interactions.

Organizational Skills: Maintain a high level of organization in running multiple projects simultaneously, ensuring all deadlines are met and tasks are prioritized effectively.

Follow-Up: Ensure consistent follow-up with accounts and internal teams to maintain relationships. Develop and implement a structured follow-up process for all interactions to ensure timely responses and resolution.

Promotion Development: Develop and implement promotional account specific strategies to solidify partnership, presence, and drive sales. Collaborate to create impactful campaigns supported with collateral across multiple channels.

Market Presence: Dedicate time to in the market to better understand customer needs, identify new opportunities for growth, and integrate Customer Wiring principles with assigned accounts.

Microsoft Office Expertise: Proficient in Microsoft Office, particularly in Excel, PowerPoint, and Word, to create and handle sophisticated documents, reports, and presentations.

Budget Management: Supervise and lead budgets effectively, ensuring all expenditures are within approved limits and aligned with company financial goals.

Training & Development: Provide or supervise training programs for retailers to enhance their understanding of products and sales strategies.

Partner Liaison: Ensure compliance with policies and procedures, including resolution of issues, on behalf of the Hoosier Lottery

Industry Networking: Attend industry workshops, trade shows, local business association meetings and seminars

EDUCATION AND EXPERIENCE

Minimum Education

• Bachelor’s Degree in business, sales/marketing or related field or equivalent experience

Years Experience

• Three to five years of related sales experience, account management, business recruitment

Skills

• Results-oriented account management/sales experience preferably selling to regional and/or national chains with emphasis on retail (Convenience Store, Big Box, Grocery, Drug) 
• Shown ability to plan, complete and coordinate sales growth initiatives with keen analytical skills
• Outstanding consultative selling skills
• Experienced at presenting and negotiating with Category Managers and key decision makers with a focus on gathering the customer requirements and providing solutions based on the mutual needs of the business
• Track record of validated sales growth and goal attainment
• Exceptional organizational skill with the ability to lead multiple account management projects at a time, while maintaining sharp attention to detail with effective follow-up
• Strong sense of urgency in a fast-paced setting with the ability to prioritize workload
• Commitment to working in a collaborative environment to maintain positive relationships with assigned accounts, colleagues, and company
• Ability to perform tasks with accuracy and efficiency
• Excellent communication (written and verbal) and social skills with a talent for building and using relationships in all levels of an organization Ability to handle multiple communication channels efficiently.
• Proficient with Microsoft Office Suite, including Power Point, Excel, Word, Outlook, and Teams
• Results oriented with a high degree of personal initiative and leadership skills
• Strong understanding of Indiana market conditions and the effects on Indiana Lottery Key Accounts
• Adept at identifying potential business expansion opportunities
• Ability to train retailer partners on all aspects of the business

Geographic Requirements

• Must reside or commute to the Indianapolis area

Keys to Success

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

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