Divisional Field Sales Director
About Camelot Illinois
Camelot Illinois has been awarded the contract as the new private manager of the Illinois Lottery. The company is restoring transparency, integrity and responsibility to the Illinois Lottery. In partnership with the state, Camelot will operate a modern lottery that truly benefits the people of Illinois. The company’s innovative approach places consumers and social responsibility at its core, providing funding for schools, capital projects and special causes. Camelot is committed to building an organization with the strength and experience to grow the lottery and reinforce its rightful position as a force for good.
Camelot Illinois is a subsidiary of Camelot Global, a leading technology and professional services provider to lotteries around the world. Camelot Global’s portfolio of work includes the Irish National Lottery, Loterie Romande (Switzerland), the California State Lottery, the Kentucky Lottery and the Arkansas Scholarship Lottery, among others.
Our sister company, Camelot UK, has operated the UK National Lottery since 1994. Camelot UK has an unrivaled track record for success, helping the UK National Lottery deliver over $80 billion to winners and $46 billion to good causes to date.
About the Team:
The Retail Sales team will implement a comprehensive refresh of the in-store experience for both customers and consumers. 8000 retailers across Illinois will receive transformational sales support reinforced by better products and better media advertising resulting in a transformation of sales performance and overall brand image.
Position Overview:
Within Camelot Illinois, the Divisional Field Sales Director will be responsible for the development and delivery of the strategy for growing the Illinois Lottery business through leadership and motivation of the field sales team.
Preferred location for this role is southern Illinois and relocation is not offered for this role.
Responsibilities:
Sales Leadership
- Achieving sales, profit, consumer retail experience, and retailer satisfaction goals through the field sales team.
- Leading, developing and motivating the sales team to achieve KPIs and objectives with indirect responsibility for a team of unionized Lottery employees.
- Lead and develop sales team, ensuring the plan is reflective of the overall company's business and sales strategies.
- Proactively leading and developing initiatives to continually improve the execution of the retail strategy.
- Lead and develop the key trade interface with relevant bodies to ensure understanding and support for the company across those organizations.
Strategy Development
- Responsible for defining, developing, and implementing the strategy for the sales team, ensuring it supports the Lottery’s goals.
- Develop, present and gain sign-off for business cases to deliver key projects.
- Use retail insight to develop plans and strategic tactical activity in line with business plans.
- Lead the strategy and delivery of the end-to-end retailer experience at outlet level.
- Create strategies to proactively develop current and future ways of working.
- Develop multi-channel contact strategy (new capabilities) to service retail outlets.Initiate, agree and implement ongoing significant developments to enhance the retail channel effectiveness and efficiency.
Internal and External Partnerships
- Building relationships with associations such as RMA (Illinois Retail Merchants Association).
- Partnering with the Key Account Director and other Divisional Field Sales Director to achieve shared goals.
- Liaise at all levels with customers to develop plans and strategies.
- Attend tradeshows, industry events and sales meetings as needed.
Retail Sales Management
- Supporting retailers to maximize sales and minimize retailer churn.
- Expanding and diversifying the retail network through independent retailers.
- Maintain and grow trading outlet numbers by generating a pipeline of new outlets.
- Develop ways to deliver great in-store execution and retailer advocacy of Illinois Lottery within stores.
- Utilize insights to develop sales plans and ensure they are fit for Camelot Illinois overall retail strategy.
Project Management
- Deliver objectives within budget, and manage costs each year in line with business targets.
- Execute Camelot’s commercial plans with its customers and develop ways of maximizing sales performance.
- Lead large cross-functional commercial projects either in their entirety or on behalf of the retail channel.
Requirements
Qualifications:
Required:
- Bachelor's degree.
- 8 plus years of overall sales leadership experience.
- 5 plus years experience leading a sales teams including regional managers.
- Proven track record of leading, coaching and developing sales teams, and delivering strong results through others.
- Demonstrable strategic agility and ability to convert insight into strategies and plans for the channel, as well as executing those plans.
- Proven experience of successfully managing retailer relationships at local, regional and state level.
- Proven ability to lead large cross-functional commercial projects.
- Proven experience creating and delivering retail customer strategy development.
- Knowledge of sales impact analysis & achievement of ROI.
- Experience of budget management and delivering operating efficiencies.
Preferred:
- Background and wider experience working in middle management of large CPG companies.
- Expert knowledge of working with and building relationship with 3rd parties or external agencies.
- Thorough knowledge of current and future technological developments for retail and practical implementation across the Retail Sales Teams.
- Experience of leading unionized teams.
- Must have a valid drivers licence.
- Proficient with Microsoft Office and/or Google Suite of products.
Benefits
WHY WORK FOR US
Camelot Illinois is building a transformative lottery company with world-class people, technology and operations. The Camelot values of being honest, creating together, keeping it simple and thinking long term are embedded in the design of our organization and our plans for Illinois.
- Be Honest: We do what we say, we keep our promises and we don’t rest until we’ve earned each other’s respect
- Create Together: The most effective solutions come from strong collaboration, a culture of innovation, shared goals and respect for everyone’s expertise.
- Keep It Simple: We keep things simple, direct and transparent so customers in particular always know where they stand.
- Think Long Term: We work with customers to build successful lotteries for the next generation, not just the next day.
Career Growth
We want people who thrive in a relaxed, autonomous, results-driven environment to join our company. We believe the way to attract and retain the best talent is to offer a fulfilling career in an organization committed to growing its own future leaders. Career Development is a top priority and we will partner with employees to grow and progress their professional skill sets.
Benefits and Employee Policies
We will bring our experience of working with European lotteries to Illinois. We will also bring a European influence to paid time off, family leave and so on. We have created a strong ethical culture which is translated to each of our employees and business dealings globally. We aim to offer a package of benefits and policies which will compete with any private sector employer in the state. We ensure that every employee is engaged and has the necessary support to understand and implement the responsible gaming principles in their job.
Moreover, we pledge to have the highest standards of respect, diversity and inclusion at our company and will support and encourage our partners to do the same.
Camelot Illinois is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.