Account Development Representative St. Catherine

Overall Objective

Required to provide general sales and marketing support for Lottery Retailers within the assigned zones of St Catherine, St Mary and Portland and is directly responsible for sales growth of retailers within the assigned route. Expected to leverage trade and industry knowledge, persuasive selling skills, POS materials and other tools to create a positive change in sales, implement ‘best practices at each assigned retail outlet as well as ensuring quick and effective responses to retailers’ needs and requirements.

Responsibilities

• Management of the territory to achieve specified sales targets for DBG, Instants, Social Space and TopUp categories
• Develop weekly journey plan to retailers based on priority
• Plan objectives for each sales visit based on evaluation of historical sales and business priority
• Engage Retailers in Sales Optimization conversations and advising on the application of “Lottery Best Practices” to improve player experience and increase sales with specified outlets.
• Execute POS material placement and ensure adherence to Merchandising Standards for the territory to deliver sales and Instants Willing to Carry (WTC) and planogram compliance
• Monitor the quality of service to assigned retailers from all IGT customer-facing departments
• Analyze sales data and market information to provide insight for growth opportunities and/or possible threats to sales (To IGT and Retailers)
• Provide punctual, effective weekly and otherwise scheduled reporting on activities, evaluations, and trade information, including KPIS:
  • Weekly Sales
  • Sales per Terminal
  • Retail Expansion
  • Retail Transactions
  • Instant Ticket confirmations, activations, and settlements
  • Competitive Products
  • Illegal lottery
• Lead execution of Sales & Marketing Trade Promotions and Initiatives in their territory to grow Instants, DBG, Social Space and commercial service sales
• Monitor and ensure retailer compliance to technical requirements for the protection of IGT’S assets (Terminals, Printers, Modems, Led Monitors etc.)
• Assess and recommend solutions for signage/branding needs for retail locations (External and Jackpot Signage, Internal & External Branding)
• Support Retailer/Terminal Operator training and In-Trade Up-Selling/Customer Service Training
• Provides support to the Field Services team as the need might arise e.g., problems generated during the operation of the system, communications issues, terminal SWOP/Repair etc.
• Provide trade marketing support for the launch of new games, game enhancements and system promotions
• Execute scheduled visits to assigned retailers and prepare Journey Plan  and weekly territory report of all  visited on a weekly basis
• Support Consumables Distribution to all retailers in assigned territory Conducts physical inventory of Instant Tickets and DBG play slip stock and replenishes consumables as needed
• Coordinate with Procall department to ensure the retailer have the right stock level for each Instant price point
• Support Sales, Merchandising and Distribution and inventory management of Instant Tickets within assigned territory
• Perform additional duties and responsibilities as assigned

Requirements

ACADEMIC BACKGROUND

• Bachelor’s Degree from an accredited college or university with major course work in, sales, marketing, public relations or business administration
• Minimum three (5) CXC subjects including English Language and Mathematics

Years of Experience:

• Minimum 2 year’s sales/marketing experience in Fast Moving Consumer Goods Industry

Other Requirements

• Must reside in St. James
• Holder of a valid General Driver’s License (4,000 KG), and a good driving record.
• Proficiency in operating a manual transmission vehicle
• Sound Knowledge of Sales Structure Call Techniques
• Strong communication skills both verbally and written
• Strong interpersonal skills
• Strong Customer Service skills
• Good Analytical skills
• Good Report Writing skills
• A good knowledge of the roads and districts within assigned territory

Keys to Success

• Building collaborative relationships
• Decision making
• Drive results
• Foster innovation
• Personal energy
• Self-leadership