Strategic State Sales Leader - QLD/NT

Gaming:

Welcome to the world of land-based gaming. At Light & Wonder, it’s all about the games, and our Gaming team builds cutting-edge technology, products, and content for the most iconic casinos and operators across the globe.

Position Summary

This Sales State Leader role will represent Light & Wonder and own all commercial outcomes across QLD & NT across all product categories.  They will also have influence and accountability for the national sales target as an active member our Sales leadership team.  

This role will motivate, inspire, and develop the business and Sales Account Executives to reach and exceed sales revenue targets by effectively managing their team and coordinating each selling cycle in line with company direction.  Success in the role will depend heavily on customer management, people leadership, data and analytical skills together with strong cross-functional teamwork.

Responsibility will also reside in this role for the management of office staff and general business operations across QLD & NT.

A monthly requirement to visit Sydney head office as well as occasional travel across the country and internationally, as required.

Duties and Responsibilities:

Marketplace

• Customer Engagement/Management: Build and sustain strong working relationships with customers, focusing on their unique needs and challenges as the face of the QLD/NT business.  Actively engaging with customers and representing the company at events - which can be outside standard working hours, including during the evening and on weekends. 

• Revenue Goals: Meet and exceed sales targets through diligent market planning, using tools that you they will contribute to improving over time

• Market Opportunity: Deliver actionable market insights on trends, opportunities and competitive challenges leveraging a deep curiosity in, and understanding of the market using data and broader inputs

• Customer experience (CX): Leveraging experience and passion for CX to improve the experience and consistency of that experience provided to customers – working as appropriate with related functions in the business

Workplace

• Product Mastery: Develop an in-depth understanding of LNW products and the ability to articulate the value to clients

• Data and analytics insights: Be able to synthesise sales data, extrapolate meaningful insights into revenue growth plans for customers. 

• Budgeting and Forecasting: Demonstrate capability in budgeting, forecasting, and regular financial management.

• Strategic Focus Areas:  Drive data-informed decision-making, digital initiatives, and customer experience enhancements.

People

• Leadership: develop lead, mentor, and inspire a high-performing sales team of 7 (soon to be 8) through leadership development, coaching and providing regular feedback related to performance

• Sales Capability and Training: Leverage cumulative experience with the ability to drive innovation and sales capability through inspired thought leadership, targeted training and strong intellectual acuity, working in closely with other sales leaders

Knowledge, Skills and Responsibilities

• Strong business acumen demonstrated, including business case development, natural teaming and collaboration skills, achievement oriented and savvy in technology and digital information

• Experienced in Account Management including strategic planning, opportunity qualification and creation, stakeholder communication, partner engagement and sales excellence practices including opportunity and pipeline management, and close planning.

• Strong negotiation skills, excellent oral and written communication skills

• Demonstrated consultative, value-based solution selling skills and ability to connect innovative solutions to customer priorities.  Experienced in building and maintaining Executive level (CXO) stakeholder relationships.

• Strong in interpreting and analysing customer and sales data, turning customer insights into sales leads 

• Financial and budget management capability – full understanding of cost control and budgeting

• Experienced in collaborating, orchestrating and leading teams to develop and close sales opportunities through influence.

• Effectively manage a sales pipeline in CRM with proper qualification and relationship mapping developing opportunities from demand creation to close of business.

• Strong analytical and problem-solving skills

• Proficient in using and understanding data tools, such as Tableau

Experience, Education, Qualifications

• Demonstrated results in achieving sales targets with at least 7 years of Sales Leadership experience

• Proven track record of leading and growing a team of people with an active focus on sales capability

• Demonstrated capacity to manage operational requirements of a business

• Understanding of the gaming industry is an advantage, as is experience in calling on the gaming customer base across casinos, clubs and hotels

• Proficiency in Microsoft Office Suite & CRM tools

Considerations:

• Relevant industry experience (e.g., Alcohol or other adjacencies) preferred

• Ideal candidate should have mid-level experience, with a focus on soft skills and 6-7 years of progressive experience

• Travel to Sydney every 4-6 weeks as a key member of the Sales Leadership team

• Role based near Brisbane, primarily out in the market with clients, with occasional visits to the showroom in Loganholme

Working Conditions:

• The work conditions are representative and typical of similar jobs in comparable organisations

• May require domestic travel

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 background screening.

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. 

Workplace Health & Safety:

• Actively co-operate and comply with the company’s WHS Policy and Program to ensure own health and safety and the health and safety of others in the workplace

• Ensure compliance with safe work practices

• Ensure not to put self and others at risk

• Use and maintain equipment properly and ensure that the work area is free of hazards

• Report all incidents, injuries and near misses

• Report any hazard or accident to the supervisor or manager as soon as it becomes apparent

• Advise your manager if you do not believe you have the skills, training or equipment to safely perform your duties

(Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified.  Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

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Qualifications