Key Account Manager II
Location:
Charleston, WV, US, 25314
Requisition ID: 19014
Brightstar is an innovative, forward-thinking global leader in lottery that builds on our renowned expertise in delivering secure technology and producing reliable, comprehensive solutions for our customers. As a premier pure play global lottery company, our best-in-class lottery operations, retail and digital solutions, and award-winning lottery games enable our customers to achieve their goals, fulfill player needs and distribute meaningful benefits to communities. Brightstar has a well-established local presence and is a trusted partner to governments and regulators around the world, creating value by adhering to the highest standards of service, integrity, and responsibility. Brightstar has approximately 6,000 employees. For more information, please visit www.brightstarlottery.com .
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
LI-JM1
LI-HYBRID
At Brightstar, we consider a wide range of factors in determining compensation, including background, skills, experience, and work location. These factors can cause your compensation to vary. The estimated starting compensation range is $40,887 - $115,000. The actual pay offered may end up being higher or lower. The Company will comply with all local pay requirements and collective bargaining agreements, where applicable.
Base pay is only one part of our Total Rewards program. Sales roles may be eligible for commission payments, while other roles are eligible for discretionary bonuses. In addition, we offer employees a 401(k) Savings Plan with Company contributions, health, dental, and vision insurance, life, accident, and disability insurance, tuition reimbursement, paid time off, wellness programs, and identity theft insurance. Note: programs are subject to eligibility requirements.
All Brightstar employees have a role in information security. Annual training will be assigned and required as appropriate.
IGT is committed to sustaining a workforce that reflects the diversity of the global customers and communities we serve, and to creating a fair and inclusive culture that enables all our employees to feel valued, respected and engaged. IGT is an equal opportunity employer. We provide equal opportunities without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, pregnancy, marital status, national origin, citizenship, covered veteran status, ancestry, age, physical or mental disability, medical condition, genetic information, or any other legally protected status in accordance with applicable local, state, federal laws or other laws. We thank all applicants for applying; however, only those selected to interview will be contacted.
