Basic Function & Purpose of the Role
Basic Function and Purpose of this Role: Reporting to the Regional Sales Manager, the Field Sales Representative is responsible for the efficient and effective management and maintenance of his/her territory in order to maximise the sale of National Lottery products, both instant and draw-based games. In addition to sales development, compliance management of the retail network is a key component of the day-to-day role.
Responsibilities of the Job-Holder
Sales Development and Promotion:
* To develop the agent network through the effective identification and appointment of prime retail outlets while actively promoting sales in-store across the full range of National Lottery products.
* Generate the highest level of sales revenue from the region, in line with the National Lottery’s strategy, objectives, and values.
* Ensure the achievement of agreed KPI’s through strong engagement with the National Lottery agent network.
* Work in collaboration with the wider field sales team to deliver on the company’s strategy and targets.
Compliance:
* Compliance management of the retailers within his/her territory.
* Annual certification of all retailers of compliance and regulatory training.
* Day-to-day management of compliance policy and application of retail sanctions.
* Management of mystery shopper campaign and communications with retailers on visit failures and successes.
* Responsible for providing training and guidance to retailers/staff on key compliance measures, scratch card management, validation processes, and responsible gaming measures.
Retail Agent Sales Support and Development:
Maximise Individual Agent Sales Through:
* Building strong and effective relationships with National Lottery agents and their staff.
* Secure and retain the prime ‘point of sale’ positions for National Lottery products in-store.
* Deliver the ‘Structured Sales Call’ on every sales visit, following the key processes to maximise the effectiveness of the sales call with our retail customers.
* Promote National Lottery products in-store using a variety of sales tools, standard merchandising, and customised POS solutions.
* Motivate and encourage the retail agent to pro-actively support and promote National Lottery products in line with our responsible play measures.
* Monitor and manage sales performance, display, and stock levels supported by accurate, relevant, and timely sales and stock information.
Regional Sales Development:
Maximise territory sales by:
* Continually monitoring and reviewing territory structure and agent performance.
* Identifying and pursuing new retail opportunities.
* Anticipating and responding to market and demographic changes both locally and nationally.
* Assessing and evaluating both new and existing applications and appointing new retail agencies where appropriate, ensuring that the outlet type and location maximise exposure and player accessibility.
* Network rationalisation - Upgrade/Downgrade/Terminate/Replace existing agencies where appropriate in order to maximise sales revenues from licence allocation.
Reporting:
* Follow a predetermined journey/call plan (CACI Route Planning) maintaining regular structured sales call visits to ensure all agents are operating effectively and following sales, administration, security, and compliance guidelines.
* Maintain up-to-date records of call activity/outcomes for each agent within their region with the sales tablet (WASP Application).
* Complete daily call updates, ensuring detailed records of agents visited and call activity.
* Carry out accurate evaluation of agency applications and submit recommendations to the National Field Sales Manager for consideration/approval.
* Attend regular sales meetings to facilitate information exchange/feedback both nationally and on a regional basis.
Administrative Tasks:
* Display of all regulatory and compliance signage.
* Maintenance of scratch card displays in-store, stocking, and merchandising.
* Completing store audits accurately, scoring ‘Star Mark’ in every sales call.
* Checking condition of National Lottery equipment, POS material, and external signage.
* Ticket returns.
* Accounts and claims queries.
* Contracts – sign and witness as required.
* Bank Guarantees – Agree and request as required.
* Resolve difficulties or conflicts as they arise.
* Record call activity on sales tablets.
* Communicate actions and outcomes to relevant National Lottery departments.
Qualifications and Experience:
* Ideally, a degree or diploma in a Sales or related field.
* 3 – 5 years’ experience within a retail sales environment.
* Full, clean driver’s licence required.
Location:
The successful candidate will cover the following areas: West Co. Dublin, Co. Kildare, Co. Laois, and Co. Carlow.
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