Vice President, North America Sales Development

Position Summary

The Vice President, North America Sales Development sets strategy and leads the capabilities that drive sustainable lottery sales growth across North America while delivering contract-required marketing support services. The role leads team of analysts that translate customer, market, retail and sales data into actionable growth strategies and helps lotteries optimize game portfolios, retail execution and player engagement. The position leads an integrated organization spanning customer growth, growth implementation and lottery marketing data management, bringing together capabilities historically associated with Same Store Sales, Field Marketing, Retail Sales and Execution, and Strategy and Planning. Direct additional group functions: customer sales and performance reporting, sales forecasting and budgeting, marketing services for RFP responses.

This executive serves as a senior strategic partner to N. American lottery customers and internal leaders, connecting customer opportunities with analytics, forecasting, portfolio strategies, commercial recommendations and disciplined execution. The role establishes priorities, allocates resources and builds scalable capabilities that enhance customer decision-making and deliver measurable growth outcomes.

Responsibilities

• Set the North America Sales Development Strategy: Define the vision, priorities, operating model, and resource allocation needed to drive sustainable customer and same-store sales growth in alignment with enterprise and Global Lottery objectives.
• Lead Customer Growth and Strategic Engagement: Partner with senior customer and account stakeholders to identify growth opportunities, translate insights into actionable strategies, and ensure plans move from analysis through execution with clear ownership, milestones, and performance measures.
• Direct Data, Analytics, and Business Insights: Provide strategic direction for lottery marketing data management, sales and retail analytics, forecasting, reporting, and insight generation. Champion greater automation, standardization, and scalable decision support.
• Build an Integrated, Cross-Functional Growth Model: Connect Sales, Account Management, Marketing, Product, Portfolio, Finance, Retail, Technology, and Business Proposals around priority customer opportunities, establishing clear accountability and minimizing duplication.
• Represent the Business with Customers and Executives: Lead high-profile customer and executive engagements, influence strategic decisions, support major presentations and RFPs, and represent the organization on matters of significant commercial importance.
• Oversee Marketing Services Delivery: Collaborate with Sales Development account leads, Brightstar General Managers, and Marketing teams to deliver effective marketing support aligned with customer needs and expectations.
• Lead Marketing Services RFP Strategy and Content: Serve as the primary subject matter expert and coordinator for marketing services content within U.S. RFP responses, partnering with Sales Development, Portfolio Management, Retail Strategy, Market Insights, and Marketing teams.
• Direct U.S. Lottery Sales Forecasting: Provide leadership and oversight of lottery sales forecasting in partnership with Marketing and Sales Development leadership, Operations, and Finance.
• Build a High-Performing Organization: Lead and develop senior leaders, managers, and subject matter experts. Establish clear accountability, strengthen succession planning, and build organizational capabilities in customer growth, analytics, strategic influence, and execution.

Business Expertise

Deep knowledge of the North American lottery business, customer and retail dynamics, forecasting, and analytics. Strong commercial judgment with the ability to translate data and market insights into actionable growth strategies.

Problem Solving

Leads through complex business challenges, competing priorities, and evolving customer needs. Identifies growth opportunities, evaluates risk, and develops practical solutions that drive execution and results.

Nature & Area of Impact

Influences strategy and performance across the U.S. retail lottery business, including customer growth, resource allocation, forecasting, portfolio performance, and major customer initiatives. Contributes to broader Global Lottery strategy and long-term commercial growth.

Interactions & Interpersonal Skills

Works closely with executive leadership, customers, and cross-functional teams. Requires strong executive presence, communication, relationship-building, influencing, and negotiation skills.

Qualifications

• Bachelor's degree in Business, Marketing, Finance, Economics, Analytics, or a related field required; Master's degree or MBA preferred
• 20+ years of progressive experience in sales development, commercial strategy, customer growth, marketing, analytics, or a related area, including significant experience leading multidisciplinary teams
• Strong strategic and commercial acumen with the ability to influence at the executive level and maintain a strong customer focus
• Demonstrated ability to use data and analytics to drive decision-making, revenue optimization, forecasting, and market strategy
• Proven experience leading cross-functional teams and driving organizational transformation and capability building
• Strong communication, presentation, and negotiation skills, with demonstrated experience developing and leading high-performing talent
• Experience in lottery, consumer products, retail, or another data-intensive B2B/B2C industry preferred.

Success Profile
• Leading Complexity
• Leading People
• Leading the Business
• Leading Self
#LI-KM2

At Brightstar, we consider a wide range of factors in determining compensation, including background, skills, experience, and work location. These factors can cause your compensation to vary. The estimated starting compensation range is $154,258 - $250,000. The actual pay offered may end up being higher or lower. The Company will comply with all local pay requirements and collective bargaining agreements, where applicable.

Base pay is only one part of our Total Rewards program. Sales roles may be eligible for commission payments, while other roles are eligible for discretionary bonuses. In addition, we offer employees a 401(k) Savings Plan with Company contributions, health, dental, and vision insurance, life, accident, and disability insurance, tuition reimbursement, paid time off, wellness programs, and identity theft insurance. Note: programs are subject to eligibility requirements.

Immigration sponsorship is not available for this role.