Position Summary

Reporting into the VP, Commercial US and sitting within the Light & Wonder (L&W) Commercial Team, the Commercial Account Director leads account management, business development, and strategic growth efforts for L&W's US iGaming accounts and new business opportunities. This role goes beyond day-to-day account management: the Commercial Account Director owns a regional commercial strategy for their portfolio, builds structured executive-level engagement with key operators, and champions the customer internally while protecting L&W's commercial interests. The role is accountable for identifying revenue growth opportunities and setting / executing joint objectives, strategies, and action plans to meet or exceed short- and long-term profitability goals for L&W within the United States.

Essential Job Functions / Responsibilities

• Build and manage close relationships with allocated B2C operators in the United States, including establishing executive-level relationships with key senior client leaders to deepen trust and long-term partnership
• Proactively develop and manage a structured executive engagement cadence with each client, ensuring at minimum a quarterly business review focused on critical deliverables, health of the partnership, and growth orientation
• Act as the champion of the customer across major deliverables, including onboarding, product/feature updates, and transitions to new offerings, while ensuring internal L&W teams have clear mandates and understanding of customer needs and expected outcomes
• Foresee US market trends and ensure L&W remains at the forefront of the market
• Develop, define, and execute a regional account strategy that delivers topline growth across content, products, and partnerships in a manner that exceeds regional performance expectations and captures increased market share for L&W
• Deliver client revenues in line with company targets, and grow incremental revenue through bespoke customer requests, upsells, and new product / premium offerings, thus broadening L&W's product footprint or "shelf-space" on client sites
• Protect L&W's commercial interests while responding to customer needs, effectively managing the balance between client satisfaction and the risk associated with delivering against bespoke requirements
• Develop new business initiatives with existing clients to extend revenues, and pursue new business opportunities for L&W within the United States
• Work with customers to compile data and insights to assess L&W product performance relative to competitors
• Lead internal L&W teams - including Product and Development - to effectively respond to client inquiries and concerns, and communicate feedback on client requirements, preferences, and value-adding features
• Represent L&W and the Commercial Team within the wider online iGaming industry with authority, know-how, and professionalism at all times, including travel to key tradeshows
• Support regional goals by ensuring various third parties enter the market, and liaise with stakeholders across L&W to further US business interests

Qualifications

Education: Bachelor's degree in Commerce, Business Administration, or equivalent relevant experience

Required Experience:

• A minimum of 8 years of experience as an account/commercial manager across any relevant online (digital) industry and sector
• Experience within online gaming and a passion for the industry
• Exposure to the B2C operator side of the iGaming business preferred
• Experience supporting key accounts and a proven track record in growing an existing business portfolio, and achieving and exceeding established revenue targets
• Experience developing and executing account or regional commercial strategy, ideally including structured executive engagement programs with clients
• A record of developing strong working relationships with executives, peers, and associates across multiple functions and lines of business

Knowledge, Skills, & Abilities

• Excellent communication skills
• Ability to work independently and possess strong organizational and time management skills
• Proven competence in negotiating, with a great deal of experience managing B2B clients and working under contractually agreed commercial terms
• Commercially minded, with the judgment to balance customer advocacy against protecting the company's interests
• Tech savvy, customer service oriented, professional, resourceful, patient, and tactful in handling customer inquiries and negotiations
• Enthusiasm, leadership, and a strong work ethic necessary to succeed in a dynamic, fast-moving, and results-oriented environment
• Proficient in MS Office (Word, Excel and PowerPoint)
• Experience drafting proposals and presenting to clients is ideal
• Additional languages can be a plus

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, stand, walk, bend, use hands, operate a computer, and have specific vision abilities to include close and distance vision, and ability to adjust focus working with computer and business equipment.

Work Conditions

Light & Wonder and its affiliates (collectively, "L&W") are engaged in highly regulated gaming and lottery businesses. As a result, certain L&W employees may, among other things, be required to obtain a gaming or other license(s), undergo background investigations or security checks, or meet certain standards dictated by law, regulation or contracts. In order to ensure L&W complies with its regulatory and contractual commitments, as a condition to hiring and continuing to employ its employees, L&W requires all of its employees to meet those requirements that are necessary to fulfill their individual roles. As a prerequisite to employment with L&W (to the extent permitted by law), you shall be asked to consent to L&W conducting a due diligence/background investigation on you.

This job description should not be interpreted as all-inclusive; it is intended to identify major responsibilities and requirements of the job. The employee in this position may be requested to perform other job-related tasks and responsibilities than those stated above.

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