Key Account Manager II

Overview

Responsible for establishing and maintaining effective working relationships with Brightstar 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. 

Charleston will be home base office, so candidate must live in or near Charleston.

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 Brightstar-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 Brightstar-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).
•    Understanding territory covered in order to ensure that the appropriate lottery games are being sold.
•    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. 
•    Travel with in assigned territory almost 80% of time worked.

Qualifications

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

PREFERRED:

•    3 years lottery experience

Success Profile

• Leading Complexity
• Leading People
• Leading the Business
• Leading Self

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