Lottery Field Representative (#MABM01)
$38,010.00 Yearly Min / $47,513.00 Yearly Mid / $57,016.00 Yearly Max

Lottery Field Services Supervisor (#MABM02)
$51,858.00 Yearly Min / $64,822.00 Yearly Mid / $77,786.00 Yearly Max

Manager Lottery Sales and Retailer Development (#MABM03)
$58,719.00 Yearly Min / $73,399.00 Yearly Mid / $88,079.00 Yearly Max

This class series uses three levels in the Cultural and Information Resources Services occupational group, Marketing and Public Information occupational series and describes sales and marketing activities for the Delaware State Lottery Office.

Essential functions are fundamental, core functions common to all positions in the class series and are not intended to be an exhaustive list of all job duties for any one position in the class. Since class specifications are descriptive and not restrictive, incumbents can complete job duties of similar kind not specifically listed here.

• Performs marketing and sale of lottery products.
• Develops and implements incentive programs to maximize retailer sales potential. Monitors retailer sales activities.
• Provides training to retailers in sales and marketing techniques, operating procedures, rules and regulations for selling lottery games.
• Monitors retailer compliance with lottery rules and regulations.
• Arranges, sets-up and monitors retailer promotions.
• Provides resolution of retailer and player complaints.
• Coordinates field sales and marketing support activities performed by vendor staff.
• Identifies potential new retail locations.  Coordinates new retailer recruitment efforts by vendor staff.
• Monitors vendor staff performance.
• Prepares a variety of reports.

Lottery Field Services Representative

This is the first level in the series responsible for performing the full range of essential functions.

• Reports to a technical superior.
• Performs field sales and marketing activities within an assigned territory.
• Assists in the recruitment of new retailers.

Lottery Field Services Supervisor

This is the second level in the series responsible for supervising Lottery Field Services Representatives and vendor staff. 

• Reports to a technical superior.
• Supervision is exercised over at least two or more merit full time positions per Merit Rule.  The elements of supervision include planning, assigning, reviewing, evaluating, coaching, training, recommending hire/fire and discipline.
• Coordinates and oversees all field sales and marketing activities.
• Provides activity reports of lottery and vendor staff performance. Provides status and licensing reports.
• Plans, assigns and evaluates territory activity schedules of Lottery Field Services Representatives and vendor staff.
• Directs new retailer recruitment efforts of Lottery Field Services Representatives and vendor staff to ensure optimum retailer network size and diversity.
• Designs and conducts marketing and promotional events at individual retailer locations to stimulate sales.
• Analyzes game and retailer promotional sales data to develop recommendations to marketing management for retailing, product and process improvements.

Manager Lottery Sales and Retailer Development

This level manages the sales activities, retailer relations and incentive programs for the Delaware State Lottery Office.

• Reports to an administrative superior.
• Administers vendor staff contracts.
• Develops, implements and directs long range sales plans.
• Designs and oversees the implementation of programs to increase sales productivity of retailer sales outlets, key accounts and sales staff.
• Conducts studies and makes recommendations on marketing research, product development, advertising and sales programs.
• Assists with the development and integration of promotions and marketing efforts with those of the Retail Sales Program.
• Assists the Assistant Director and Director of Lottery in the implementation of policies and procedures for agent licensing criteria.
  

The intent of the listed knowledge, skills and abilities is to give a general indication of the core requirements for all positions in the class series; therefore, the KSA's listed are not exhaustive or necessarily inclusive of the requirements of every position in the class.

• Knowledge of the Division of Lottery policies and procedures.
• Knowledge of public relations.
• Knowledge of conducting training courses.
• Knowledge of business accounting and recordkeeping.
• Skill in sales and marketing techniques and strategies including motivational sales techniques.
• Skill in territory account management.
• Skill in establishing and maintaining effective working relationships with sales agents.
• Ability to project a professional sales image.
• Ability to enforce Delaware Lottery rules and regulations.
• Ability to communicate effectively, both orally and in writing.

In addition to the above knowledge, skills and abilities, the Lottery Field Services Supervisor requires:

• Knowledge of the principles and practices of supervision.
• Skill in public relations techniques.
• Skill in conducing training courses.
• Skill in interpreting Delaware Lottery laws, rules and regulations.
• Skill in interpreting Division of Lottery policies and procedures.
• Ability to organize an efficient method of route service management.
• Ability to plan, assign, review, evaluate and train the work of staff.

In addition to the above knowledge, skills and abilities, the Manager Lottery Sales and Retailer Development requires:

• Knowledge of management and planning principles.
• Knowledge of policy development.
• Knowledge of contract management.
• Skill in developing and implementing sales and incentive programs.
• Skill in developing and implementing long range sales and marketing plans.
• Skill in the principles and practices of supervision.
• Ability to direct and lead sales staff.

JOB REQUIREMENTS for Manager, Lottery Sales and Retailer Development
Applicants must have education, training and/or experience demonstrating competence in each of the following areas:

1. Three years experience in public relations, media relations or communications such as establishing and promoting a positive image with the public, informing or influencing specific audiences through the use of internal and external communications such as public forums, journalism, writing, marketing, advertising, promotions, or special events.
2. Three years experience in territory account management which includes developing and managing sales routes and traveling within an assigned geographic location visiting numerous retailer accounts.
3. Three years experience in sales and marketing to retail outlets.
4. Three years experience in ensuring compliance with laws rules, regulations, standards, policies and procedures.
5. Six months experience in developing and implementing long range sales and marketing plans.
6. Six months experience in staff supervision which includes planning, assigning, reviewing, and evaluating the work of others.
7. Knowledge of developing policies and procedures.