For over 30 years, the Kentucky Lottery has earned more than $6.8 billion for the Commonwealth of Kentucky. Our mission is fueling imagination and funding education for all Kentuckians. For nearly two decades, the largest chunk of proceeds – over $5 billion, has gone to funding programs to help Kentucky students stay home and attend college. We have continued to break records – earning over $1 billion in sales every fiscal year since ‘17 to continue to support these important programs.
As a company that was voted Best Places to Work for 4 consecutive years (2021-2024), our team and company values are what makes the difference to college students all across Kentucky.
The Kentucky Lottery’s Core Values:
- Integrity – We do the right thing.
- Accountability – We are accountable to the Governor, the General Assembly, the people of the Commonwealth and to each other.
- Social Responsibility – We are a good corporate citizen, giving back to the community.
- Diversity, Equity & Inclusion – We value and respect our colleagues, our customers, and the communities we serve.
- Teamwork – We believe in collaboration and the strength of people coming together to achieve something great.
- Innovation – We embrace innovation, working to proactively see opportunities.
- Fun – We have fun at work and enjoy a positive work environment.
We want to make winners out of our players, retailers, college students and our employees. We are looking for the best talent to join our winning team.
JOB SUMMARY
The Regional Sales Manager is responsible for leading, mentoring, developing, and directing the Regional Sales Team to achieve and exceed company sales goals. Ensures operational efficiencies, maintains strong team culture, meets program goals, and assists the Kentucky Lottery Corporation (KLC) in achieving organizational goals. Oversees the development and implementation of strategic value-added programs while managing customer relationship marketing activities. Reviews regional sales and quota figures and analyzes sales trends via access to the KLC database. Ensures effective implementation of optimum ticket distribution, equipment placement, and promotions at retail locations.
ESSENTIAL DUTIES/RESPONSIBILITIES
- Manages, directs, and supports regional field sales team of Territory Sales Managers (TSMs) to maximize sales in an assigned area. This includes riding with TSMs, visiting retailers, and auditing retail accounts.
- Works in the field a minimum of four days a week. Spends one day a week performing administrative tasks.
- Develops regional Sales/Marketing plans each quarter. Plans regional execution of Marketing Department rollouts to maximize sales.
- Mentors and develops staff using a supportive and collaborative approach on a consistent basis. Establishes and monitors staff performance and development goals, assigns accountabilities, sets objectives, establishes priorities, and conducts annual performance appraisals.
- Engages and motivates team in a positive manner to meet or exceed company goals.
- Addresses retailer requests/complaints and helps resolve issues as appropriate.
- Works with other departments within the organization including but not limited to Licensing, Accounting, and Security.
- Coordinates with the Marketing Department for the distribution of in-store point of sale (POS), promotional materials, and supplies. Works with the Promotions Department in the coordination of special events.
- Coordinates placement and removal of lottery gaming equipment in conjunction with vendor and retailer. Monitors competitive marketplace to determine most effective positioning for equipment.
- Works with VP, Chief Revenue Officer and State Sales Director to monitor and operate within departmental budget.
- Maintains integrity of regional activities in the Field. Conducts lottery regional operations in accordance with all KLC policies and procedures as set forth by the Corporation.
- Abides by the company’s Vehicle Fleet Safety and Usage Policy.
- Abides by the Regional Sales Manager Standards of Performance.
- 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.
KNOWLEDGE/SKILLS/EXPERIENCE
- Bachelor’s degree in Business, Marketing, Communications, or related field. Four years of relatable experience may be substituted in lieu of a degree.
- Minimum of five years relatable experience required.
- Minimum of two to four years’ experience in territorial sales management desired. Minimum five to seven years’ experience in territorial sales or marketing with lottery experience and proven leadership ability may be substituted in place of territory sales management experience.
- Proven supervisory and leadership skills including effective performance management, coaching, and counseling is preferred. Individuals who have exhibited solid leadership and team building skills may also be considered.
- Ability to build relationships and work effectively with direct reports, other departments, vendors, and retail partners.
- Excellent verbal and written communication skills required.
- Must have exceptional customer service skills.
- Proven decision making and judgement capability to work independently as well as in conjunction with internal and external stakeholders.
- Proven conflict resolution and problem-solving skills.
- Proficiency with computer software such as Microsoft Word, Excel, and PowerPoint is essential.
- A valid driver’s license and acceptable driving record as determined by the KLC is required.
- Willingness to work a flexible schedule.
CORE VALUES
Must be able to exhibit the KLC’s core values:
- Integrity – We do the right thing.
- Accountability – We are accountable to the Governor, the General Assembly, the people of the Commonwealth and to each other.
- Social Responsibility – We are a good corporate citizen, giving back to the community.
- Diversity, Equity & Inclusion – We value and respect our colleagues, our customers, and the communities we serve.
- Teamwork – We believe in collaboration and the strength of people coming together to achieve something great.
- Innovation – We embrace innovation, working to proactively see opportunities.
- Fun – We have fun at work and enjoy a positive work environment.
SUPERVISORY RESPONSIBILITIES
- Territory Sales Managers (7 – 10 depending on sales region)
WORKING CONDITIONS
- Frequently works in field environment.
- Travel and drive time working with staff and visiting retailers can range from 50-75% of the day depending on territory.
- Occasionally works in outdoor weather conditions.
- May require occasional overnight travel and weekend and/or evening work.
PHYSICAL REQUIREMENTS
- Occasionally lifts up to 40 pounds.
- Frequently operates a company vehicle. Prolonged sitting in car. Ability to move in and out of the vehicle and retail stores.
- Frequently communicates with retailers and customers. Must be able to exchange accurate information.
- Constantly operates a computer or tablet.
- Frequently bends, kneels, and reaches.
- Occasionally ascends a ladder to hang banners or other signs at retailers.
BENEFITS
We offer a comprehensive employee benefits package including medical, dental, vision, wellness program, health savings account, flexible spending accounts, company paid life insurance, supplemental life insurance, company paid short-term and long-term disability, voluntary benefit plans, generous paid time off plans, retirement plans – including 401(k), 457(b), IRAs, and a money purchase retirement plan in which the company contributes a portion of your base pay.
We will only contact candidates who match the qualifications for this role and who are selected for the next steps in the talent acquisition process.
Salary Range: $83,028-124,452. Placement within the salary range is determined based on years of directly relatable experience for the position.
The Kentucky Lottery Corporation is an equal employment opportunity employer. Our mission is to build a diverse, equitable and inclusive environment where everyone is valued. We’re all winners when we embrace our differences.
The Kentucky Lottery Corporation is committed to the full inclusion of all qualified individuals through all aspects of employment, and will provide reasonable accommodations, upon request, to assist with the job application or interview process, or performing the essential functions of a job. If a reasonable accommodation is needed, please contact Human Resources.
Job Type: Full-time
Pay: $83,028.00 - $124,000.00 per year
Benefits:
- 401(k)
- Cell phone reimbursement
- Company car
- Dental insurance
- Employee assistance program
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Parental leave
- Professional development assistance
- Retirement plan
- Vision insurance
Compensation package:
- Quarterly bonus
- Yearly bonus
Schedule:
- 8 hour shift
- Day shift
- Monday to Friday
- Weekends as needed
Travel requirement:
Education:
Experience:
- Sales: 5 years (Required)
- Territory management: 2 years (Preferred)
License/Certification:
- Driver's License (Required)
Willingness to travel:
Work Location: On the road