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Sr. Division Manager


Indianapolis, IN, US, 46235

Requisition ID:  3962


Reporting to the Vice President of Sales, the Division Sales Manager is responsible for leading the Division Team to deliver sales and PNI goals through Business Plan execution, project management, account development, and effective communication.  Responsible for creating a work environment that fosters productivity, managing customer service issues, human resource management and facilities oversight.  The position also directs and oversees the ongoing training and effectiveness of the sales team, including District Sales Managers, Lottery Sales Representatives, and Field Sales Representatives.  Division Sales Manager must also interface effectively with Hoosier Lottery, IGT Indiana departments and vendors to ensure a productive, well-informed sales operation. 



The Retail Sales Representative is responsible for the sale of company products through distributors, retailers or other parties.

  • Provides leadership, training and acts as an ongoing resource.
  • Plans and directs activities including planning and implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development/distribution.
  • Managers will develop policies staff sales associates and provide training.
  • Establishes short and long-term goals and quotas in line with corporate objectives.


  • Bachelor's degree; an advanced degree is preferred.


  • 15 years of related experience is required.
Keys to Success

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


  • Develop an effective, well-trained, and efficient sales force to manage objectives and initiatives as laid out in the Business Plan
  • Provide leadership to all direct reports within the Division to maximize team’s potential, through motivating, coaching, training, and mentoring.
  • Reviews and monitors internal sales reports for assigned accounts within division, formulating strategies, recommendations, and promotions to maximize sales.
  • Ensures support is given to Key Account initiatives and promotions.
  • Partners with strategic decision makers at division chain accounts and independent retailers to maximize sales and profitability.
  • Ensures inventory levels of all supplies and products are adequate to meet the demands of the business.
  • Directs, manages, and develops sales specific projects from beginning to end, defining scope, goals and deliverables that support Business Plan objectives.
  • Develops quarterly sales incentive plans for both sales staff and retailers that encompass the overall Business Plan objectives to achieve financial sales goals.
  • Performs market visits to ensure marketing standards are being met, point of sale execution is being implemented, retailers are within compliance of their incentive plans and following the guidelines set forth by the Hoosier Lottery policy manual.
  • Conducts monthly sales meetings that communicates sales initiatives, sales objectives, marketing plans and anything else pertinent to the business. 
  • Oversees the stratification and optimization of the sales call cycle and that all retailers are seen within a 30-day period. 
  • Support new retailer recruitment in and out of protected zip codes that meet the Hoosier Lottery minimum account requirements and monitors retailer licensing renewals and change of ownerships. 
  • Ensures compliance within the vehicle maintenance programs and quarterly vehicle inspections are implemented.
  • Responsible for all assigned Hoosier Lottery property and equipment.
  • Performs other required tasks and additional duties as assigned.



    † Minimum education

  • Bachelor’s Degree in business, sales/marketing or related field or equivalent experience      
    † Years Experience
  • 8 – 10 years of related sales and sales management experience

    † Other skills
  • Must be able to speak clearly and persuasively.  Expresses self-well in-group or in one-to-one conversations.  Possess strong interpersonal skills.
  • Must be able to produce written materials that are clear, concise and easily understood.
  • Effective time management and organizational skills.
  • Possesses analytical, leadership and motivational skills.
  • General understanding of lottery transactions and how the lottery operates

    † Physical (% time: travel, operating machinery, environmental etc.)
  • Routinely travel throughout the state with an occasional overnight required
  • Must have a driver’s license, be able to perform routine vehicle maintenance and understand vehicle reporting requirements.


IGT is committed to sustaining a workforce that reflects the diversity of the global customers and communities we serve, and to creating a fair and inclusive culture that enables all our employees to feel valued, respected and engaged.  IGT is an equal opportunity employer. We provide equal opportunities without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, pregnancy, marital status, national origin, citizenship, covered veteran status, ancestry, age, physical or mental disability, medical condition, genetic information, or any other legally protected status in accordance with applicable local, state, federal laws or other laws. We thank all applicants for applying; however, only those selected to interview will be contacted.

IGT (NYSE: IGT) is the global leader in gaming.  For more information, please visit