VP, Retail Sales

Job Description

Job Description

JOB SUMMARY  

The Vice President of Retail Sales is a key member of the leadership team and is responsible for driving the performance, profitability, and strategic direction of the Kentucky Lottery Corporation’s (KLC’s) retail channel. This role ensures that the KLC maximizes retail growth opportunities through strong retailer partnerships, optimized field operations, and continuous performance improvement. Provides vision and leadership to the retail sales organization, ensuring that staffing levels, roles, and daily activities are aligned with measurable sales outcomes. Demonstrates deep retail expertise, proven forecasting capabilities, and experience managing major retail partnerships and chain store accounts. Operates in a fast-paced environment, manages multiple priorities, and leads high-performing teams focused on maximizing sales growth and enhancing retailer satisfaction.

This position in located in Louisville, KY. 

ESSENTIAL DUTIES/RESPONSIBILITIES

Retail Strategy & Performance

• Develops and executes comprehensive retail sales strategy that maximizes revenue, profitability, and market share across all retail segments, including strategic business development to expand priority accounts and emerging channels.
• Continuously evaluates retail trends, competitive landscapes, and market opportunities adjusting strategy to achieve sustained growth and position KLC for long-term success.
• Monitors and reports on industry trends from peer states identifying opportunities for growth and innovation.
• Establishes clear performance objectives and KPIs for the retail channel and modernization initiatives, overseeing progress toward annual sales and profit goals. Ensures KPIs are applied consistently to strengthen growth, compliance, and retailer experience statewide.

Field Sales Operations & Optimization

• Leads, mentors, and manages the retail sales organization, including Field Sales teams, Corporate Account Managers, and Sales Operations along with support functions.
• Reassess staffing levels, geographic assignments, and role design to ensure resources are aligned with sales potential and return on investment.
• Ensures field activities including store visits, merchandising, promotional execution, retailer training, and performance follow-up are directly tied to measurable sales impact.
• Aligns field execution to modernization KPIs, including adoption of future-ready checkout, compliance with KLC standards, and retailer satisfaction, providing quantifiable reports and analytics.
• Manages effective use of vending equipment. Allocates placement based upon sales performance, field feedback, and corporate initiatives. 

Retailer Engagement & Channel Development

• Builds and maintains strong relationships with chain store owners, retail executives, and independent retailers, expanding KLC’s footprint through proactive business development with priority accounts and emerging channels.
• Oversees retailer onboarding, training, incentive programs, and performance management. Drives adoption of next generation features such as self-checkout and mobile POS in alignment with KLC standards and regulatory requirements.
• Leads business development negotiations and corporate account growth, including technology, POS, and payment partnerships that modernize the retail experience.
• Develops and deploys strategic programs that enhance retailer experience and increases retailer participation, compliance, and advocacy. Establishes innovative roadmap, pilots new retail models, and scales proven concepts statewide.
• Partners cross-functionally to design go-to-market plans for new checkout capabilities, data integrations, and omnichannel retail, defining KPIs and return on investment to guide investment decisions.

Revenue Growth & Product Support

• Collaborates with Marketing, Products, IT, Finance and Operations to ensure alignment between retail execution and product strategy.
• Drives initiatives that optimize product placement, in-store marketing, and digital retail integration where applicable.
• Monitors sales data and analytics identifying opportunities for new distribution, expanded placement, and improved execution.

Organizational Leadership

• Creates a culture of performance, accountability, integrity, and continuous improvement within Retail Sales.
• Delivers performance updates to executive leadership and stakeholders.
• Prepares and manages budgets for the retail channel, monitoring cost-effectiveness of staffing and initiatives.
• Serves as a key advisor to the President & CEO and executive team on matters related to retail performance, strategic direction, and operational planning.

KNOWLEDGE/SKILLS/EXPERIENCE

• Bachelor’s degree in business, marketing, communications, sales or related field required. MBA or other advanced degree a plus. 
• Minimum of seven to ten years’ successful experience in sales or sales management with proven success of meeting or exceeding sales metrics and targets. Experience in consumer-packaged goods desired. 
• Minimum of five years in a management role. Demonstrated leadership skills and experience including effective performance management, counseling, coaching, and mentoring required. Ability to manage a large sales force effectively is essential. Must be a results-oriented leader with a passion for sales growth and retailer success.
• Advanced knowledge of lottery products and services preferred. 
• E‑commerce experience preferred to enhance our retail sales strategy by strengthening digital customer engagement, and ensuring our teams are aligned with the evolving expectations of today’s omnichannel consumer.
• Proven experience with strategic planning and the integration of sales strategy within broader company objectives. 
• Experience with developing and implementing business plans and budgets. 
• Ability to build relationships and work effectively with direct reports, indirect reports, other departments, and retail partners. 
• Excellent verbal and written communication skills required with the ability to effectively interact with internal and external stakeholders. Must be dynamic and engaging with exceptional customer service and strong public-facing skills.
• Must possess proven conflict resolution and problem-solving skills. 
• Strong organizational and time-management skills.
• Must have a thorough understanding of current technologies as they relate to field sales operations, strong budgeting, analytical, and communications skills. 
• Proficiency with computer software such as Word, Excel and PowerPoint is essential. Proven proficiency utilizing AI technologies to enhance business processes and drive innovation highly preferred. 
• Strong understanding of field reporting system(s) including the ability to run and analyze reports.
• A valid driver’s license and an acceptable driving record is required as determined by the KLC.
• Willingness to work a flexible schedule.

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 RESPONSIBILITIES

• State Sales Director
• Sales Operations Manager 
• (Sr.) Corporate Account Managers

WORKING CONDITIONS 

• Office environment – hybrid in accordance with KLC policies. 
• Ability to travel statewide and nationally as needed. 
• Travel and drive time working with staff and visiting retailers can range from 75-100% of the day depending on area of focus.
• Frequently works in outdoor weather conditions. 
• Occasionally requires overnight travel.
• Occasionally requires weekend and/or evening work.
• Travel working with staff and visiting retailers. 

PHYSICAL REQUIREMENTS 

• Occasionally lifts up to 40 pounds.
• Frequently operates a company vehicle. Prolonged sitting in car. Ability to move in and out of the vehicle and retail stores. 
• Frequently communicates with retailers and customers. Must be able to exchange accurate information.
• Constantly operates a computer or tablet. 
• Frequently bends, kneels, and reaches.
• Occasionally 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: $143,891-$187,048 (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.

This position is eligible for an incentive up to a maximum of 20% of base salary in accordance with the FY27 sales incentive plan.

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.

T he 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.