PROGRAM MANAGER III

The Director of Sales Administration will direct and supervise administrative functions for the Sales division of a $2.2 billion state agency. The incumbent will primarily perform ongoing analysis of sales activities and promotions to identify opportunities for revenue growth while monitoring the performance of other Key Performance Indicators (KPIs).  This position is also responsible for: assisting the retailer licensing application process by serving as the liaison with multiple Lottery departments and vendor partners; monitoring and tracking the Expanded Cashing Authority Program (XCAP) activities for retailer compliance and application renewal; supporting the semi-annual Retailer Advisory Board (RAB) meetings; and developing sales improvement and bonus programs for retailers. The Director of Sales Administration provides employee leadership, management, coaching, guidance and employee development for a subordinate staff of employees.  The incumbent will also be responsible for managing assignments which may include, but are not limited to: standard reporting by product, time period, retailer, and/or class of trade; and ad hoc reporting requested by Sales division and Lottery senior management. This position reports to the Managing Director, Chief Revenue Officer.

The duties of this position include but are not limited to:

• Supporting the Sales, Marketing and Product Development teams in developing/optimizing plans, developing campaign strategies, and transforming data into insights and actionable recommendations. Ensure the quality of analytics output is of the highest standard;
• Leading the integration of insight and understanding from a variety of sources to inform decisions through the delivery of lottery sales forecasts and analysis;
• Establishing KPIs and Benchmarks for current and planned product portfolio: Instant scratch-off tickets, draw games, monitor games, and fast play games;
• Managing and prioritize incoming requests, actively communicate progress and raise flags to cross team partners. Establish and continually enhance dashboards, analytics and reporting;
• Consolidating data and information from internal and external sources into business analysis;
• Providing assessment of product and retailer performance across experiences and channels. Identify underperforming retailers - based on territory/product performance;
• Working with Field Sales Manager and Director of Sales to: Review Field Sales productivity, develop and monitor sales improvement programs for select retailers, and develop and monitor bonus programs for retailers;
• Supervising a team responsible for on-going tracking, reporting and analysis of sales activities, promotional campaigns, territory analysis, research, and other analytics as directed by the Sales management team;
• Directing and coordinating all activities for monthly compliance and bi-annual renewal of retailer XCAP Expanded Cashing Authority Program (XCAP);
• Supporting regional retailer advisory board meetings (RAB) and manage Lottery and vendor resources in semi-annual presentation to retailers of new products, promotions and programs targeting sales and revenue growth;
• Responsible for the web-based retailer licensing application portal by coordinating with both Lottery-specific departments and vendor resources to support a paperless process for licensing and renewing Lottery retailers. Work closely with Director of Sales Force Automation and Director of Agent Administration to develop specifications and approve revisions with vendor; and
• Providing back-up support for the preparation of weekly analytical reports (i.e. Multi-Match spreadsheet). Work on special projects as assigned.

Education:     Possession of a bachelor’s degree from an accredited 4-year college or university in business, marketing, or a related field. MBA preferred.  

Experience:    Seven years of experience in sales administration and sales support for a retailer or consumer products company with at least three years in a supervisory or management role.  Excellent analytical, organization and communication skills required.  

NOTE:    Applicants may substitute additional experience as described above for the required college education on a year-for-year basis.

• Lottery industry experience.
• Proficiency with all Microsoft tools and standard PC software programs.

Please make sure that you provide sufficient information on your application to show that you meet the qualifications for this recruitment. All information concerning your qualifications must be submitted by the closing date. We will not consider information submitted after this date. Successful candidates will be ranked as Best Qualified, Better Qualified, or Qualified and placed on the eligible (employment) list for at least one year.

Resumes may be uploaded but will NOT be accepted in lieu of completing the online or paper application. Online application process is STRONGLY preferred. If online access is not available, applicants may submit a paper application and direct any inquiries to:

Maryland Lottery and Gaming Control Agency

Attention: Nate Warfield, Director of Human Resources 

1800 Washington Boulevard, Suite 330

Baltimore, MD 21230

Office: (410) 230-8764 or email:nathan.warfield@maryland.gov

TTY Users: call via Maryland Relay As an equal opportunity employer Maryland is committed to recruiting, retaining, and promoting employees who are reflective of the State’s diversity.