Territory Sales Manager I/ii

**DEPARTMENT**:

- Sales**REPORTS TO**:
- Regional Sales Manager**LOCATION**:

- Eastern Region**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.

**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 e