Lottery Corporate Accounts Manager (#MABZ54)
$50,841.00 Yearly Min / $63,551.00 Yearly Mid / $76,261.00 Yearly Max

Summary Statement

A class incumbent develops and services the Lottery retailer network, acting as liaison between the Lottery and senior management of corporation chain store headquarters, to maximize sales and revenue of all Lottery products statewide.

Nature and Scope

The class incumbent reports to the Deputy Director and is responsible for recruiting retail accounts, promoting programs and growing sales of the State's lottery product lines to corporate executives, directors and managers of national and local chain accounts, to gain their participation and support. Responsible for matters relating to the sales & marketing strategies, promotions and programs of Lottery products in corporate chain accounts. The incumbent is responsible for corporate accounts, analyzing retail activities of corporate licensed agents, analyzing demographic information, overseeing marketing strategies such as brand awareness, point-of-sale placement, assessing issues that need to be addressed and recommending improvements to maximize sales and revenue of Lottery products statewide. Work also involves evaluating the effectiveness of marketing programs and product sales; recommending new or revised policies, procedures, product lines or marketing strategies such as product penetration, product mix and promotional programs, to improve the overall operation of the Lottery Office.        

Essential Functions

Essential functions are fundamental, core functions common to all positions in the class series and are not intended to be an exhaustive list of all job duties for any one position in the class. Since class specifications are descriptive and not restrictive, incumbents can complete job duties of similar kind not specifically listed here.

  • Manages the Corporate accounts program through intensive service to major chain accounts.
  • Establishes and maintains relationships with assigned corporate accounts; develops plans, proposals and account specific strategies to maximize sales in assigned accounts. Acts as the point of contact between the Lottery and corporate chain accounts.   
  • Oversees operation of Lottery products and programs to ensure legal guidelines and policies are being met.
  • Develops and implements marketing and advertising strategies and programs.
  • Recommends the implementation of new lottery games within retail accounts that are outside the approved programs. 
  • Oversees the process of corporate new equipment installation; resolves ongoing equipment problems and specific communication issues with existing corporate chain accounts. 
  • Provides customized agreements, in-store merchandising and sales promotions, and point-of-sale materials, to improve product sales and increase revenue.
  • Analyzes and evaluates the effectiveness of marketing programs and retail activities of corporate licensed agents. Recommends improvements for the promotion and sale of lottery products.
  • Conducts on-site visits to retail outlets to determine the effectiveness of sales promotion programs. Develops solutions and action plans for retail outlet's problems.
  • Provides training to staff, corporate associates, management and vendors; determines what information will be communicated and disseminated throughout the network. 
  • Solicits key account businesses to sell lottery products.
  • Prepares various sales and marketing reports, interpreting data and distributing to Lottery sales reps, managers and senior level management. Maintains records relating to key accounts. 
  • Responsible for oversight of vendor sales representatives and gaming inspectors. 

Knowledge, Skills and Abilities

The intent of the listed knowledge, skills and abilities is to give a general indication of the core requirements for all positions in the class series; therefore, the KSA’s listed are not exhaustive or necessarily inclusive of the requirements of every position in the class.

  • Knowledge of Delaware Lottery laws, rules and regulations.
  • Knowledge of Division of Lottery policies and procedures.
  • Knowledge of the principles and practices of financial analysis.
  • Knowledge of analyzing and interpreting financial reports.
  • Knowledge of staff supervision.
  • Skill in the development and implementation of sales plans, advertising strategies and promotional programs.
  • Skill in the analysis of trends and demographics.
  • Skill in public relations techniques.
  • Skill in providing customer service which includes providing prompt, accurate and courteous assistance.
  • Skill in establishing and maintaining effective working relationships with key accounts.
  • Skill in territory account management.
  • Ability to project a professional sales image.
  • Ability to enforce Delaware Lottery rules and regulations.
  • Ability to organize an efficient method of route service management.
  • Ability to communicate effectively both orally and in writing.

Job Requirements

JOB REQUIREMENTS for Lottery Corporate Account Specialist
Applicants must have education, training and/or experience demonstrating competence in each of the following areas:

  1. Three years' experience in sales and marketing to retail outlets.
  2. Six months' experience in public relations, media relations or communications such as establishing and promoting a positive image with the public, informing or influencing specific audiences through the use of internal and external communications such as public forums, journalism, writing, marketing, advertising, promotions, or special events.
  3. Coursework, training and/or work experience in compiling, analyzing and interpreting financial data to ensure effective and efficient accounting of funds or to make projections for financial planning.  
  4. Possession of a valid Driver's License (not suspended, revoked or cancelled, or disqualified from driving).

2/12/2007 2:47:00 PM