District Sales Manager

Overview

The District Sales Manager is responsible for leading the District Sales Team to deliver sales and PNI goals through Business Plan execution, project management, account development, maximizing sales through merchandising, and effective communication.  Responsible for creating a work environment that fosters sales productivity, responds to the needs of the business, and sales development.  The position directs and oversees the ongoing training and effectiveness of the Large and Small Format Lottery Sales Representatives, and Relief Representative.  District Sales Manager must also interface effectively with Hoosier Lottery, Brightstar Indiana departments, and vendors to ensure a productive, well-informed sales operation.  

The territory for this role covers 780 retailers, 8 LSRs and 1 Relief Rep and approx. 22 counties, including Cass, Clinton, Delaware, Grant, Howard, Madison, Miami, Wabash, and Wayne.

Responsibilities

• Responsible for consistent achievement of all district sales goals and initiatives
• Develop an effective, well-trained, and efficient sales force to manage objectives and initiatives laid out in the Business Plan.
• Maintain an active presence across assigned territories by performing LSR training rides, retailer assessments, and Key Account market rides. The expectation is an average of 2 1/2 field days per week with written feedback provided.
• Provides leadership to all direct reports within the district to maximize employee potential through motivating, coaching, training, and mentoring. 
• Reviews and monitors internal sales reports for assigned accounts within the district, formulating strategies, recommendations, and promotions to maximize sales.
• Manages the district Self-Service network to meet Self-Service Full and Available goals and initiatives.
• Verify the stratification and optimization of the sales call cycle to ensure that the proper account coverage occurs across all territories and accounts are serviced as scheduled.
• Supports the execution of all Key Account initiatives and promotions at retail to drive sales.
• Forms strategic partnerships with decision-makers at district chain accounts and key independent retailers to maximize sales and retailer profitability by providing insights and growth recommendations.
• Ensures inventory levels of all supplies and products are adequate to meet the demands of the business. 
• Monitors district scratch-off performance across all assigned territories to ensure planogram compliance, space-to-sales analysis, and the completion of the proper end-of-game returns processing.
• Directs, manages, and develops sales-specific projects from beginning to end, defining scope, goals, and deliverables that support Business Plan objectives.
• Conducts routine District meetings to communicate key initiatives and provide direction and information as needed.
• Responsible for all assigned Hoosier Lottery property and equipment.
• Conducts monthly 30-minute performance check-in meetings with each team member to ensure progress towards work goals is on track and to provide individual coaching.
• Ensures and drives Merchandising Standards at retail in order to maintain a consistent presence in the market.

Qualifications

•    Bachelor’s Degree in business, sales/marketing or related field or equivalent experience.    
•    Minimum of five (5) years of related sales and sales management experience.
•    Must be able to speak clearly and persuasively.  Expresses self well in group or in one-to-one conversations.  Possess
     strong interpersonal skills.
•    Proficient in Word, Excel, and PowerPoint.
•    Must be able to produce written materials that are clear, concise, and easily understood.
•    Ability to plan, organize and supervise the work of others.
•    Effective time management and organizational skills.
•    Possesses analytical, leadership, and motivational skills.
•    Routinely travel throughout the state with an occasional overnight required.
•    Must have a valid driver’s license and good driving record.  Be able to perform routine vehicle maintenance and
      understand vehicle reporting requirements.

Success Profile

• Leading Complexity
• Leading People
• Leading the Business
• Leading Self

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