Retail Sales Representative II

Overview

Lottery Sales Representatives work in a consultive partnership with retail contacts to sell the products and services that the Hoosier Lottery/ Brightstar offers.  Duties will include, but not be limited to, selling the retailer on the benefits of maximizing sales through our merchandising standards program, the retailer incentive programs, and the utilization of our marketing and promotional programs; all within a socially responsible manner.  This will be achieved by establishing, developing, and maintaining effective working relationships with the Hoosier Lottery, Brightstar, and its vendors, as well as their assigned customer base.

Territory is:  Gas City, Wabash, Marion and surrounding towns.

Responsibilities

• Develop and implement an action plan for the assigned territory by utilizing comprehensive sales data.
• Responsible for maximizing sales through the execution of Business Plan initiatives while managing the territory.
• Achieve weekly, monthly, and annual sales quotas by successfully implementing sales and marketing strategies and tactics.
• Conduct Retailer Business Reviews with key contacts to convey Quarterly Retailer Incentive goals, negotiate opportunities to improve sales, and adopt or maintain adherence to Merchandising Standards.
• Utilizes all reporting available to maximize retail space to achieve the most effective number of Access Points and “best position” of counter displays.
• Serve as a liaison between the retailer and Instant Ticket Specialist to ensure assigned retailers are at optimal Scratch-off inventory levels both at the counter and second selling location, such as the Self-Service machine. 
• Manage the territory Self-Service network by ensuring the retailer meets Full and Available goals, including optimization as needed. Includes selling prime placement of Self-Service equipment and sell-in of the bestselling games according to planogram.
• Execute Point-of-Sale and Shopper Marketing initiatives established in the Monthly Execution Guide to create points of interruptions throughout the retail floorplan, both inside and outside.
• Provide education, training, and insight regarding lottery products to players and retailers.
• Channel ideas and suggestions for new promotional and permanent merchandising elements to key contacts.
• Develop, support, communicate and execute all sales promotions to independent retailers and Key Account locations within the territory.
• Support monthly new game launches to achieve activation goals.
• Selling to and upholding the Retailer Lottery Contract and Retailer Policy procedures.
• Input sales information and data into Sale Wizard, maintaining accurate and current information regarding each retail location assigned within the territory.
• Performs other related duties as required.
• Travel within assigned territory almost 100% of the time worked.

Qualifications

• Bachelor’s degree in business, sales/marketing or related field. Equivalent years of education and successful work experience in wholesale or retail sales (preferably in route sales) or equivalent experience may substitute for formal training where appropriate.
• Minimum of 3 years of related retail sales, consumer package goods, and relevant marketing experience.

Essential Special Training Requirements

• Valid driver’s license required.
• Sales closing skills.
• Ability to establish and maintain effective relationships with contacts in retail outlets, customers, and the public.                           
• Basic accounting, bookkeeping or record keeping skills.
• Must be able to speak clearly and persuasively with strong interpersonal skills.
• Expresses self well in a group or in a one-to-one conversations.
• Must be able to produce written materials that are clear, concise, and easily understood.
• Effective time management and organizational skills.
• Must be able to synthesize, frame, and position sales and marketing concepts in a compelling and persuasive manner to effectively convey product benefits, key selling features, and differentiation.
• General understanding of lottery transactions and how the lottery operates.
• Proficiency in Word, Excel, and Power Point.

Physical (% Time: Travel, Operating Machinery, Environment, etc.)

• Required to work flexible hours, potential weekend activities when needed.
• Extensive daytime travel is required.
• Must be able to lift and carry up to 50 pounds.
• Must have a driver’s license, be able to coordinate routine vehicle maintenance, and understand vehicle reporting requirements.
• Must be able to stand for extended periods of time.
• Must be able to stay overnight for state sales meetings, or as necessary.

Success Profile

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

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