Territory Sales Manager I

JOB SUMMARY

The Territory Sales Manager sells, manages, markets, and promotes lottery products at retail locations to maximize revenues over time. Maintains and manages territorial retailer account base. Responsible for the revenue, profitability, development, implementation, and product promotion designed to increase consumer awareness of Kentucky Lottery Corporation (KLC) products while enhancing sales at assigned retail locations. Develops and implements strategic value-added programs while managing customer relationship marketing activities. Reviews sales and quota figures via access to the KLC databases. Communicates retailer incentive plan, analyzes sales trends, and develops strategic sales improvement plans. Effectively implements optimum ticket distribution, equipment placement, and promotions at retail locations.

The Territory Sales Manager I/II builds relationships and sells to existing retailers with close or limited supervision while the Territory Sales Manager III provides leadership and affluence to the territory sales team utilizing sound judgement with authority to make decisions with limited or no supervision.

This position will be filled at level I or II depending on the experience and skill level of the selected candidate and will perform duties in Muhlenberg, Warren, Todd, Logan, and Butler counties. Candidates must reside in one of these counties, or an adjoining county.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develops and manages a territorial retailer account base capable of achieving designated sales quota by following KLC instant ticket inventory and equipment placement best practices. Reviews sales and quota figures and updates retailer historical activities via access to KLC databases and field reporting system. Focuses on short-term sales goals and seeks out opportunities to maximize revenue. Communicates and executes retailer sales incentive plan at all eligible locations. Coordinates and communicates new game allocations with external vendor’s telesales representatives on a regular basis. Analyzes sales data and develops sales improvement plans.

• Trains and assists the KLC retail partners on instant ticket vending machines best practices as needed to ensure adequate inventory levels are maintained. Evaluates and troubleshoots minor problems that do not require technical repair skills. Contacts online vendor when terminal and vending machine problems cannot be corrected by minor adjustments. Develops and reviews vending improvement plan. Maintains inventory to ensure immediate placement of new games.

• Acts as liaison between KLC corporate office, vendor partners, retailers, and players. Maintains professional business relationship with existing retailers. Works in conjunction with the Lottery Accounts Receivable department to assist in resolution of Lottery accounting problems. Ensures that adequate bookkeeping methods are used to track lottery tickets and funds. Updates and organizes play centers and dispensers and restocks supplies. Resolves issues that arise (i.e. return tickets, auditing accounts for discrepancies, troubleshooting system problems at retailer sites to facilitate sales). Instructs the retailer about the maintenance and security of lottery products at retail locations.

• Develops and facilitates promotion implementation for individual retailers through proper request forms and timeliness. Executes statewide promotions as planned by the Marketing Department. Forwards proper promotion request forms and evaluations to Marketing in a timely manner. Facilitates and sets up regional promotions. Works flexible hours, including weekends, as required to staff promotions.

• Maintains and continuously develops account base. Develops presentations to recruit new lottery retailers. Processes licensing paperwork for new accounts and relicensing paperwork for current accounts. Coordinates and schedules training for new accounts. Conducts new and ongoing comprehensive training to ensure sufficient knowledge of lottery and how to sell lottery products. Initiates paperwork requesting proper equipment for new accounts including dispensers, point of sale, vending machines, and terminals.

• Provides reporting of daily route activity, monthly highlights, expenses, and material usage reports. Organizes and maintains company vehicle. Restocks KLC company vehicle, as needed, to ensure adequate ticket and point of sale inventory. Abides by the company’s Vehicle Fleet Safety and Usage Policy.

• Responsible for reporting any irregularity, or suspected irregularity, involving employees as well as members of the KLC’s Board of Directors, consultants, vendors, contractors, and/or any other parties with a business relationship with the KLC as outlined in the company’s Fraud Prevention and Detection Policy.

Territory Sales Manager II/III

• Mentors and provides support to Territory Sales Managers for basic inquiries. Serves as a trainer and facilitator to new Territory Sales Managers throughout onboarding and orientation process.

• Participates in development and implementation of team projects as assigned by Regional Sales Manager. Monitors expenses to operate within departmental budget.

MINIMUM QUALIFICATIONS

• Bachelor’s degree in Business, Marketing, Communications, or related field. Two years’ consumer product sales experience may be substituted in lieu of degree.
• Proven computer proficiency in Word, Excel and company provided computer reporting tools.
• A valid driver’s license and good driving record is required.
• Must reside within the assigned region or within a reasonable commute to the assigned territory.
• Must complete four internal sales training courses as part of KLC’s Lottery College within the first year of employment.

Territory Sales Manager II

• Two - five years’ consumer product sales experience may be substituted in lieu of degree.
• Minimum of two years’ experience selling consumer products to retailers required.
• Minimum one year of experience participating on team project development and implementation, including managing within budget.

KNOWLEDGE, SKILLS, EXPERIENCE

• Ability to build relationships and sell to existing retailers; must be able to collaborate well with partners and other employees of the company.
• Good decision making and judgment capability with close supervision.
• Must possess strategic and creative thinking skills.
• Strong interpersonal/communication skills, knowledge of retail environment, general business & marketing practices.
• Ability to follow instructions, prioritize work, and meet deadlines with complete accuracy.
• Ability and willingness to handle multiple projects on a day-to-day basis.
• Ability to gather data for post-performance measurements and analyze cost/benefit success.
• Must be extremely organized, thorough, and detail-oriented.
• Must be outgoing and energetic.
• Willingness to work a flexible schedule (which may include working additional hours if needed).

Territory Sales Manager II

• Demonstrates a comprehensive knowledge of lottery products/services.
• Good decision making and judgment capability with limited supervision.

CORE VALUES

Must be able to exhibit the KLC’s core values:

• Integrity – We do the right thing.
• Accountability – We are accountable to the Governor, the General Assembly, the people of the Commonwealth and to each other.
• Social Responsibility – We are a good corporate citizen, giving back to the community.
• Diversity, Equity & Inclusion – We value and respect our colleagues, our customers, and the communities we serve.
• Teamwork – We believe in collaboration and the strength of people coming together to achieve something great.
• Innovation – We embrace innovation, working to proactively see opportunities.
• Fun – We have fun at work and enjoy a positive work environment.

SUPERVISORY RESPONSIBILITES

• This position has no supervisory responsibilities.
• Territory Sales Manager III - May be required to assume duties of the Senior Territory Sales Manager.

WORKING CONDITIONS

• Occasionally works in an office environment.
• Constantly works in outdoor weather conditions.
• Must be able to travel by car. Travel and drive time between retailer visits can range from 30- 75% of the day depending on route.
• May require occasional overnight travel and weekend and/or evening work.

PHYSICAL REQUIREMENTS

• Frequently lifts up to 40 pounds.
• Constantly operates a KLC vehicle. Prolonged sitting in car. Ability to move in and out of the vehicle and retail stores.
• Constantly communicates with retailers and customers. Must be able to exchange accurate information.
• Frequently operates a computer or tablet.
• Constantly may need to bend, kneel and reach.

• Occasionally ascends a ladder to hang banners or other signs at retailers.

BENEFITS

We offer a comprehensive employee benefits package including medical, dental, vision, wellness program, health savings account, flexible spending accounts, company paid life insurance, supplemental life insurance, company paid short-term and long-term disability, paid parental leave, voluntary benefit plans, generous paid time off plans, retirement plans – including 401(k), 457(b), IRAs, and a money purchase retirement plan in which after one year of service the company contributes the equivalent of 8% of your base pay.

Salary Range: $54,156-$67,643 (Midpoint). Our goal is to pay a competitive market salary for new employees, which is typically up to the midpoint of our pay ranges. However, final offers for all positions will be based on several factors such as experience level, education, skills and internal pay equity.

The Kentucky Lottery Corporation is an equal employment opportunity employer. Our mission is to build a diverse, equitable and inclusive environment where everyone is valued. We’re all winners when we embrace our differences.

The Kentucky Lottery Corporation is committed to the full inclusion of all qualified individuals through all aspects of employment, and will provide reasonable accommodation, upon request, to assist with the job application or interview process, or performing the essential functions of a job. If reasonable accommodation is needed, please contact Human Resources.