Key Account Manager III Job at Brightstar Lottery (Statewide)

Job Description

The Key Account Manager serves as the primary partner for assigned accounts, responsible for strengthening relationships, driving collaborative business growth, and achieving sales objectives. This role combines planning, market insight, and operational discipline to execute initiatives that support business plan pillars and optimize account performance. Success requires strong organization, regular in-market engagement, and clear, consistent communication. In addition to managing existing partnerships, the Key Account Manager actively identifies and prospects national account opportunities that support business goals, expanding market reach and delivering long-term growth. The role ensures alignment between account needs and internal priorities while maintaining a high standard of follow-through and execution.

Job Responsibility

Act as the primary liaison for assigned Key Accounts, ensuring clear communication and prompt resolution of business needs at the corporate level, with field management, and across multiple departments
Develop and execute strategic business plans to achieve annual and quarterly sales objectives
Identify growth opportunities and secure alignment with internal and external stakeholders
Prepare and deliver high-quality presentations and reports to support business objectives
Build and maintain strong professional relationships through regular communication and in-person engagement
Provide data-driven insights that align with customer needs and organizational goals
Prospect and evaluate national account opportunities for market expansion
Collaborate with marketing and analytics to design and implement account-specific promotions
Dedicate consistent time in the market to understand customer needs, identify opportunities, and apply Customer Wiring principles
Analyze sales performance and trends in partnership with analytics
Establish and manage budgets
Ensure compliance with policies and procedures, including issue resolution, on behalf of the Hoosier Lottery
Oversee licensing process for compliance and completion
Provide and coordinate training for retail partners to strengthen product knowledge and sales effectiveness
Attend industry related workshops, trade shows, local business association meetings and seminars
Perform additional duties and responsibilities as assigned

Requirements

Bachelor’s degree in business, sales/marketing or related field or equivalent experience
Three to five years of related sales experience, account management, business recruitment
Demonstrated success in account management preferably with regional/national chains (e.g., Convenience Store, Big Box, Grocery, Drug)
Proven ability to plan, execute and coordinate sales growth initiatives with keen analytic skills
Advanced consultative sales and negotiation skills
Experience presenting to key decision makers with a focus on capturing the customer requirements and providing solutions based on the mutual needs of the business
Track record of sales growth and goal attainment
Exceptional organizational skills with the aptitude to manage multiple account management projects at a time, while maintaining sharp attention to detail with effective follow-up
Operate with urgency in a fast-paced setting with the ability to prioritize workload
Commitment to working in a collaborative environment to maintain positive relationships with assigned accounts, colleagues, and company
Excellent communication (written, verbal, active listening) and interpersonal abilities
Proficient with Microsoft Office Suite, including Power Point, Excel, Word, Outlook, and Teams
Results oriented with a high degree of personal initiative and leadership skills
Strong understanding of Indiana market conditions and their impact on the business
Adept at identifying potential business expansion opportunities
Ability to train retailer partners in aspects of the business

What we offer

401(k) Savings Plan with Company contributions
health, dental, and vision insurance
life, accident, and disability insurance
tuition reimbursement
paid time off
wellness programs
identity theft insurance

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Key Account Manager III

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