Job Title:   Regional Sales Program Manager Southern Illinois R4
04 / 05 / 2013
Northstar Lottery Group
Salary - U4

Northstar Lottery Group is a fully integrated consortium of best-in-class companies that have come together to serve the State of Illinois as its Private Lottery Manager. Northstar includes:GTECH and Scientific Games, the worlds leading providers of operations management, technology solutions and innovative lottery product Chicago-based Energy BBDO, one of the worlds leading consumer marketing and advertising companies with over 50 years of combined experience in Illinois, Northstar will responsibly drive Illinois Lottery growth and returns to benefit Illinois residents.



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.   


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.


Minimum education
Bachelor’s Degree in business or sales/marketing or related field

Years Experience
5 –7 years of Sales Management experience preferably in the lottery industry or relevant retail consumer package goods.

Other skills
Must have strong sales analytical skills.

Must have strong supervisory, decision making and strategic planning 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.

Must be able to speak clearly with strong interpersonal skills. 

Expresses self well in group or in one-to-one conversations.

Must be able to produce written materials that are clear and concise.

Effective time management and organizational skills

General understanding of lottery transactions and how the lottery operates

Required to work flexible hours, potential weekend activities as needed.

Travel within the State of Illinois almost 100% of time worked.

Must be able to lift and carry up to 40 pounds.

Must have a valid driver’s license, maintain routine vehicle maintenance and understand vehicle reporting requirements.

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