PROGRAM MANAGER II

Maryland Lottery & Gaming (ML&G) seeks a Director of Corporate Sales to lead the statewide Corporate Account Management Program. Our Corporate Accounts include more than 40 national, regional and local multi-store retail chain accounts generating over $450 million in annual sales. The Director of Corporate Sales will lead account planning and development, resource allocation, and program implementation. The position will coordinate all corporate account activities between Sales management, Lottery field sales, Marketing, Lottery executive leadership, required vendors, and other Lottery departments as needed.

20

1800 Washington Blvd., Suite 330

Baltimore, Md. 21230

The Director of Corporate Sales provides employee leadership, management, coaching, guidance and employee development, assigning and allocating accounts for two (2) Corporate Account Managers while managing their own assigned corporate accounts. The incumbent will work with the Director of Analysis & Reporting performing ongoing analysis of corporate sales and operations to identify opportunities within existing accounts; develop plans, proposals, promotions, incentives and operational programs including sales and non-sales objectives; present to sales and lottery leadership, and key corporate accounts, for approval; implement statewide programs and monitor performance. The incumbent will also be responsible for attaining revenue, program and product goals for assigned accounts and will report to Managing Director, Chief Revenue Officer.

This position is a vital part of the ML&G Sales Division Management team. Duties include, but are not limited to:

●       Direct and lead the Corporate Account Management Program. Continually monitor and review the Program, make recommendations for improvements, implement and manage changes.

●       Oversee the development of an annual plan for Corporate Accounts, updating quarterly. Assign accounts to Corporate Account Managers. Prioritize accounts throughout the year.

●       Recruit new corporate accounts. Work with Director of Retail Recruitment to develop and update prospect list and generate new business proposals. Analyze and establish sales estimates and Lottery ROI for new corporate account recruitment. Design creative account specific solutions as needed. Work with other Lotteries and industry vendors to identify corporate account expansion opportunities.

●       Manage all activities and performance of two (2) Corporate Account Managers.  Ensure account profiles are maintained, annual business reviews are completed, collaboration with field sales occurs and account goals are met. Coordinate incentive and promotional activity among all 40+ corporate accounts to create efficiencies and ease of execution in the field.

●       Communicate effectively with Sales Management, Field Sales, Marketing and Corporate Accounts to ensure effective program awareness and execution. Manage program implementation to ensure proper field execution, ensuring proper planning and lead time. Communicate corporate sales trends with sales management during weekly and monthly meetings.  Provide reports and presentations on an ongoing basis.

●       Present to, and consult with, Senior Level Management of Corporate Accounts and with the Lottery on new trends, services, programs, incentives, products, merchandizing, operations, etc.

●       Collaborate with creative services, product development, advertising, field sales, and sales management to align corporate account activities with Marketing, Sales and overall Lottery strategic plans and goals.

●       Research and monitor Lottery industry and retail trade market trends to improve Corporate Account Management Program activities and plans.

●       Attain quarterly and annual sales goals for corporate accounts.

●       Establish and maintain relationships with assigned corporate accounts. Development plans, proposals and account specific strategies to grow sales in those assigned accounts.  Conduct sales analysis to identify opportunities with existing accounts. Communicate with field sales to determine improvements and changes to be made within the accounts. Evaluate program effectiveness, document and communicate results, and adjust plans as needed. Attain revenue and program goals for assigned accounts. Maintain POS agreements and account profiles. Prioritize accounts on an ongoing basis and allocate resources accordingly.

●       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:         Five years of Consumer Products relevant work experience, preferably in the field sales, sales management and/or key account management.   

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

• Three to five years selling Lottery and/or consumer products to grocery, convenience store or mass merchandiser trade channels. 
• Self-sufficient with Sales Force Automation (SFA) tools and standard PC software programs.

Employees in this classification may be assigned duties which require the operation of a motor vehicle. Employees assigned such duties will be required to possess a valid motor vehicle operator’s license.

Please make sure that you provide sufficient information on your application (and on separate pages, if necessary) 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 employment (eligible) list for at least one year.

Applicants must also upload a resume along with an attachment containing your responses to the below supplemental questions:

1.      Please describe your experience presenting business reviews to senior management at client headquarters locations.

2.      Please describe any multi-faceted in-store merchandizing programs you have managed from start to finish and how that experience may be applied to supporting the retail sales of lottery games in corporate chain stores.

3.      Please describe your ability to independently manage and develop corporate accounts.

STATE OF MARYLAND BENEFITS

 

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.