Job Description:

DUTIES AND RESPONSIBILITIES

• Territory Revenue Strategy: Own the territory revenue plan, including growth targets, account-retention goals, market priorities, coverage model, and resource allocation.
• New Account Acquisition: Build and execute a repeatable go-to-market plan that identifies, qualifies, advances, and closes new location opportunities in priority segments and geographies.
• Account Growth and Retention: Direct the strategic management of the existing portfolio to strengthen partner relationships, protect retention, increase play and revenue, and identify expansion opportunities.
• Pipeline and Forecast Management: Maintain a rigorous sales cadence for opportunity reviews, pipeline health, forecast accuracy, conversion rates, and next-step accountability; use CRM data to improve outcomes.
• Sales Performance Management: Set clear expectations and measurable performance standards for Regional Managers and their field teams; review results regularly, recognize strong performance, and address performance gaps promptly and fairly.
• Sales Leadership: Lead, coach, and develop field teams; establish consistent sales routines, account-management standards, and escalation practices across the territory.
• Talent and Succession: Partner with Human Resources to recruit, select, onboard, develop, and retain high-performing sales and field leaders; maintain an active succession and capability-building plan.
• Key Account Leadership: Personally sponsor strategic and at-risk accounts, lead executive-level partner conversations, and resolve complex commercial or service issues in coordination with internal teams.
• Market Intelligence: Monitor competitive activity, local-market trends, customer needs, and regulatory developments; translate insight into territory actions, account plans, and acquisition priorities.
• Cross Functional Execution: Coordinate with Operations, Marketing, Finance, Legal, Compliance, and other partners to deliver reliable launches, account improvements, promotions, service recovery, and commercial commitments.
• Commercial Discipline: Ensure proposals, agreements, game recommendations, and revenue initiatives align with company policy, delegated authority, profitability objectives, and regulatory requirements.
• Business Reviews and Reporting: Present clear territory performance, risks, opportunities, talent needs, and action plans to senior leadership; use leading and lagging metrics to drive continuous improvement.
• Compliance and Ethical Leadership: Model ethical conduct and reinforce adherence to Company policies, gaming regulations, licensing requirements, and responsible-business practices throughout the organization.
• Adaptability to Evolving Responsibilities: Undertake additional tasks and duties as needed to support team goals and business needs.

QUALIFICATIONS

• Bachelor’s degree in Business, Marketing, or a related field preferred; equivalent combination of education and relevant experience considered
• Six or more years of progressively responsible outside sales, territory management, business development, account management, or related commercial experience
• Demonstrated success achieving revenue goals through both new-account acquisition and retention and growth of existing accounts
• Experience managing sales pipelines, territory plans, forecasts, CRM discipline, and performance metrics
• Strong executive presence and ability to build trusted relationships with local bar, restaurant, convenience store, truck stop, and nonprofit or fraternal organization leaders
• Sound business judgment, negotiation skills, financial acumen, and ability to make data-informed decisions
• Ability to lead through change, set priorities, organize complex work, and thrive in a fast-paced, field-based environment
• Strong written, verbal, presentation, and interpersonal communication skills
• Valid driver’s license and clean driving record
• Minimum of 21 years of age
• Ability to obtain and maintain a Sales Agent License from the Illinois Gaming Board

PHYSICAL DEMANDS AND WORK ENVIRONMENT

• Typical office environment
• Extensive travel within assigned region

Base Pay Range:

$120,000-150,000/yr

Voluntary full-time employment benefits include medical, dental, and vision; life, AD&D, critical illness, and hospital insurance; short and long-term disability; identity/legal protection; as well as access to FSA and HSA accounts. Full and part-time employees are eligible to contribute to traditional and/or Roth 401(k) plans. Our Employee Assistance Program (EAP) offers counseling for a multitude of topics including (but not limited to) mental health, finances, adult care, disability, and grief.