Account Representative

JOB SUMMARY
Under the direction of the Assistant Director/Regional Operations is responsible for complete agent account management a specific geographic area. By providing in-person visitation at least twice monthly, for traditional agent accounts and as needed for managed accounts. Th e Account Representative promotes and supports the entire range of MSLC products, promotions, and operational policies to the assigned agent accounts, while providing coaching, guidance, and sales support activities to ensure both the Sales Agent and the purchasing public's needs and expectations are met by the MSLC. Account Representatives must always act in such a manner to establish and maintain public confidence and trust.

ESSENTIAL FUNCTIONS

• Conduct field audits approximately twice a year at each assigned Lottery account.

• Inform Asset Protection Managers of issues such as missing books, missing equipment, and non-Lottery gaming machines.

• Provide direction and guidance to Sales Agents in a specific sales territory and administer their day-to-day activities.

• Make daily personal visits to Sales Agents to ensure that all reasonable steps are being taken to maximize sales in his/her assigned area.

• Provide accurate and timely services to Managed Account Agents, as needed, to ensure maximization of operational efficiency and sales performance and revenues.

• Collaborate with Managed Account Agents to ensure management availability for dual control cash reconciliation as needed based on location sales volume.

• Document by photocopy or photograph all verified cash deposits at each agent reconciliation visit.

• Assist in the collection of data including traffic flow and gross sales used in establishing marketing plans.

• Recommend advertising and promotional programs in his/her sales area.

• Establish and maintain records to assist in the proper management of his/her sales area.

• Assist with the recruitment, selection and training of Sales Agents.

• Make recommendations to his/her Assistant Director on matters which are pertinent to his assigned sales area.

• Take steps required to meet assigned sales goals or other objectives, such as equipment installations or point of sale activities.

• Implement policies and procedures established by the MSLC staff.

• Utilize promotional items to drive sales.

• Compare weekly actual sales to plans or past results, analyze variances and take action to ensure that each of his Sales Agents achieves acceptable sales results.

• Review the performance of Sales Agents tactfully pointing out strengths and weaknesses.

• Ensure that Sales Agent bonuses are promptly delivered and that every reasonable step is taken to maximize publicity.

• Ensure that each Sales Agent in his/her area of responsibility properly displays all types of Point of Sale materials.

• Coordinate Chain Store activities with the MSLC Manager, Chain Store Relations.

• Ensure that Sales Agents are adequately supplied with MSLC products (Tickets).

• Ensure that reports are properly submitted on a timely basis and that personnel rules and regulations are adhered to.

• Ensure that activities within his/her area are managed in the most economical manner possible.

• Record sales-agent visit details using the Lapis software.

• Maintain a close touch with the market place to gauge MSLC customer and the public's thinking.

• Properly and economically manage the resources allocated to him/her, e.g., equipment, vehicles, and other equipment.

• Recommend new business opportunities to the Assistant Director.

• Instruct Sales Agents on the use of successful marketing and sales techniques.

• Anticipate potential problems and provide guidance to the Sales Agents in solving these problems.

• As appropriate, invites Sales Agents and their sales personnel to MSLC activities, e.g., drawings award ceremonies, etc.

• Effectively disseminate information such as winning numbers, drawing times, settlement dates, etc.

• Ensure that Sales Agents are properly educated so that they can answer any questions which the public may ask, e.g., how to claim, who wins, etc.

• Ensure all Lottery products are merchandized in the best possible location.

• Take steps necessary to insure conduct in a businesslike and professional manner.

• Required to respond in a timely manner to all telephone calls, voicemails. E-mails, and texts.

• Perform related duties as assigned.

• Perform duties as assigned and trained due to changes in computer systems and new technology.

Qualifications:
PREFERRED QUALIFICATIONS
• Knowledge of the MSLC Product Line and procedures.

• Ability to educate people (agents).

• Ability to communicate effectively.

• Knowledge and/or experience in marketing and sales promotional techniques.

• Ability to effectively utilize salesmanship, creative ability and tact.

• A working knowledge of selling principles.

• Experience in sales or public relations.

• Ability to develop and maintain a friendly but businesslike rapport with people.

• Ability to see and implement sales boosting opportunities.

• Ability to meet quotas or goals.

• Ability to analyze data and reports and to take appropriate actions.

• Must have a valid Driver's License.

• Bilingual language skills preferred.

The Massachusetts State Lottery Commission is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, disability, national origin, veteran status, or any other basis covered by appropriate law.