Key Account Manager III

Overview

The Key Account Manager serves as the primary partner for assigned accounts, responsible for strengthening relationships, driving collaborative business growth, and achieving sales objectives. This role combines planning, market insight, and operational discipline to execute initiatives that support business plan pillars and optimize account performance. Success requires strong organization, regular in-market engagement, and clear, consistent communication. In addition to managing existing partnerships, the Key Account Manager actively identifies and prospects national account opportunities that support business goals, expanding market reach and delivering long-term growth. The role ensures alignment between account needs and internal priorities while maintaining a high standard of follow-through and execution.

•    Must reside or commute to the Indianapolis area 
•    Approximately 25% travel required, with periodic overnight stays based on business needs

Responsibilities

•    Act as the primary liaison for assigned Key Accounts, ensuring clear communication and prompt resolution of business needs at the corporate level, with field management, and across multiple departments 
•    Develop and execute strategic business plans to achieve annual and quarterly sales objectives
•    Identify growth opportunities and secure alignment with internal and external stakeholders
•    Prepare and deliver high-quality presentations and reports to support business objectives
•    Build and maintain strong professional relationships through regular communication and in-person engagement
•    Provide data-driven insights that align with customer needs and organizational goals 
•    Prospect and evaluate national account opportunities for market expansion
•    Collaborate with marketing and analytics to design and implement account-specific promotions
•    Dedicate consistent time in the market to understand customer needs, identify opportunities, and apply Customer Wiring principles
•    Analyze sales performance and trends in partnership with analytics
•    Establish and manage budgets
•    Ensure compliance with policies and procedures, including issue resolution, on behalf of the Hoosier Lottery
•    Oversee licensing process for compliance and completion
•    Provide and coordinate training for retail partners to strengthen product knowledge and sales effectiveness
•    Attend industry related workshops, trade shows, local business association meetings and seminars 
•    Perform additional duties and responsibilities as assigned

Qualifications

•    Bachelor’s degree in business, sales/marketing or related field or equivalent experience    
•    Three to five years of related sales experience, account management, business recruitment
•    Demonstrated success in account management preferably with regional/national chains (e.g., Convenience Store, Big Box, Grocery, Drug) 
•    Proven ability to plan, execute and coordinate sales growth initiatives with keen analytic skills
•    Advanced consultative sales and negotiation skills 
•    Experience presenting to key decision makers with a focus on capturing the customer requirements and providing solutions based on the mutual needs of the business
•    Track record of sales growth and goal attainment
•    Exceptional organizational skills with the aptitude to manage multiple account management projects at a time, while maintaining sharp attention to detail with effective follow-up
•    Operate with 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
•    Excellent communication (written, verbal, active listening) and interpersonal abilities
•    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 their impact on the business
•    Adept at identifying potential business expansion opportunities 
•    Ability to train retailer partners in aspects of the business

Reports to
•    Senior Director of Key Accounts

Success Profile

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

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