Retail Sales Rep II

OVERALL OBJECTIVE AND PURPOSE

Lottery Sales Representatives are responsible for establishing, developing, and maintaining effective working relationships with the Hoosier Lottery and IGT personnel along with their assigned customer base. Duties will include, but not be limited to, maximizing sales through merchandising, point of sale placements, inventory management, retailer training, and promotional execution in a socially responsible manner. Delivering on sales and cost budgets while achieving company profit goals. Small Format stores are identified as any outlet except grocery or big box stores. In some situations, geography will dictate the inclusion of select large format locations into a Small Format territory.

PRINCIPLE DUTIES AND RESPONSIBILITIES

• Primary store-level salesperson to small format accounts such as convenience stores, liquor stores and all other non-large format accounts. May also cover Route Service accounts as assigned.
• Ensure retailer is meeting Full and Available goals through effective management of Self-Service equipment, including optimization as needed.
• Responsible for maximizing sales through execution of Business Plan initiatives
• Merchandising activities in assigned accounts.
• Merchandises the Hoosier Lottery products through inventory and plan-o-gram management following all guidelines established in the Monthly Execution Guide.
• Executes Point of Sale plan and any added Shopper Marketing initiatives.
• Provides insight regarding lottery products delivering feedback to sales management.
• Channels ideas and suggestions for new promotional and permanent merchandising elements to appropriate personnel.
• Discuss Quarterly Retailer Incentive goals with each Retailer by conducting Retailer Business Reviews.
• Utilizes all reporting available to ensure we maximize retail space available to deliver the most effective level of Access Points.
• Develops and executes sales promotions within individual retail outlets to maximize tower displays and on-counter presence.
• Support monthly new game launches to achieve activation goals.
• Upholding the Retailer Lottery Contract policies and procedures.
• Assists Division Network Specialist as needed with licensing process.
• Maintains accurate Sales Wizard information and data.
• Performs other related duties as required, may help with Optimization Projects in the assigned District.
• Travel within assigned territory almost 100% of time worked.
  

Qualifications

Minimum Education

• 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.

Years’ Experience

• Minimum of 3 years of related retail sales, consumer package goods and relevant marketing experience.

Essential special training requirements

• Valid drivers’ license required.

ESSENTIAL SPECIAL TRAINING REQUIREMENTS

• 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 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, persuasive manner in order 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, ENVIRONMENTAL 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 perform routine vehicle maintenance and understand vehicle reporting requirements.
• Must be available to stand for extended periods of time.
• Must be able to stay overnight for state sales meetings or as necessary.

Keys to Success

• Building collaborative relationships
• Decision making
• Drive results
• Foster innovation
• Personal energy
• Self-leadership