OVERALL OBJECTIVE AND PURPOSE
The Regional Sales Manager is responsible for delivering sales and profit results for their respective Regional sales territory. He/she is responsible for the management of all Lottery sales personnel within the Region consistent with the Employee Use Agreement signed between Northstar Lottery Group and the State of Illinois on January 18th, 2011. He/she is also responsible for the management of Northstar sales staff assigned to service specific territories within the Region on a temporary basis.
PRINCIPLE DUTIES AND RESPONSIBILITIES
Under the direction of the Chicago Metro or West/South Sales Director, supervise Lottery Sales Representatives and Northstar sales staff in effective sales building merchandising, marketing, positioning and promotion of various lottery categories including instant games, and draw based games including sales tools training and execution. Work with each individual to ensure their territory sales goals are met or exceeded.
Train the Lottery Sales Team on lottery best practices including but not limited to: the right retail mix, selecting retailers with the most potential, stratifying the call cycle, developing specific plans for growth of instant and online games for each retailer, and executing sales driving promotions and winner awareness initiatives.
Responsible for establishing sales building initiatives and incentives to drive incremental revenue for established lottery retailers. Act as liaison for corporate account businesses in Region; responsible for communicating key sales programs and initiatives at the retailer level.
Develop effective sales programs to train retailers on sales and marketing best practices.
Conduct field surveys after major initiatives in order to continually improve field execution.
Review sales and marketing analysis of existing Lottery retailer base by region by game by tradestyle to identify opportunities for growth.
Prepare a work plan for approaching various classes of retailers and develop specific tactics designed to help them achieve their sales potential. Utilize optimization analysis of retailers that have been identified as optimum targets to grow same store sales.
Work with the Promotions team to develop store level promotions and create a blue print for turn-key promotions. Manage and operate Lottery special events as needed.
Oversee quarterly regional retailer advisory board meetings to garner input on Northstar key marketing and sales initiatives.
Implement the sales automation program to improve the effectiveness and profitability for each sales call and ultimately maximize the quality of the retail network.
Implement Train, Act, Grow (T.A.G.)—a Lottery sales building best practice tool.
Work with data analysts to track performance of T.A.G. and update data elements on and annual basis.
Provide feedback to Corporate Account Team to ensure success of the T.A.G. program in chain retailers.
Assists with other sales projects as assigned.