The Commercial Director – Retail is responsible for delivering the revenue targets of the Retail business division and day-to-day management of the sales and account team.
Sales activities are focused on technology solutions and content. The focus is regulated markets and in particular lotteries.
This is a senior management role; this individual is a key member of the Retail team and a senior member of the wider Digital Games division.
Specific Responsibilities and Experience
• Responsible for achieving the quarterly and annual revenue targets outlined by the CCO
• Managing the sales and account development team to deliver on targets
• Working with the CCO on the divisional strategy
• Engaging with internal and external stakeholders to meet agreed targets
• Definition of a sales strategy for all key prospects based on agreed product parameters
• Assess current market opportunities and drive forward to achieve new business into the sales team
• Make recommendations that improve our ability to serve our chosen markets
• Bring in new leads and existing leads to help grow the business
• Identify and establish new markets/outlets not explored before to widen the business scope
• Define the pricing strategy
• Negotiate contracts and SLA’s
• Manage external sales agents and value-added resellers
• Produce a monthly sales report and lead internal sales review meetings
• Support the account management team on key strategic accounts by providing day-to-day advice and attending steering meetings when required
• Identifying new account development opportunities
• Ensuring alignment between account management, delivery and marketing functions to ensure operator needs are met and exceeded
• Day to day team management
• Team leadership
• Coaching, mentoring and professional development of key members
• Incentive and rewards strategy
This competency profile does not include technical/specialist behaviours but includes a list of generic behaviours which are required by an individual at this level. Individuals at this level must provide clear evidence of behaviours demonstrated within the responsibilities/tasks outlined. At this level technical accountability for work done and decisions taken is expected. When reviewing your role you may wish to priorities the behaviours that are considered most important to maximise performance in your job.
• Seeks information from appropriate existing sources to handle tasks, issues and problems. The sources might include: other people, manuals, websites, customer records, etc.
• Refers to higher authorities and/or established procedures and regulations when required.
• Acts promptly to meet customer needs.
• Seeks and responds positively to regular performance feedback from other people.
• Sees the need to work co-operatively with others and does so.
• Keeps others informed (eg. colleagues, customers, management) of matters which affect them.
• Shows commitment to team goals (e.g. by actively joining in team activities/group discussions and committing to follow-up actions).
• Understanding the teams objectives and acting accordingly.
• Supports team/group decisions even if not in complete agreement.
• Is courteous and shows consideration for the needs and feelings of others.
• Listens to the views, feelings and attitudes of others and works sensitively with them.
• Communication is delivered in a way which promotes understanding
• Presenting ideas and information in a logical and well ordered fashion so that the context is easily understandable.
• When communicating in writing, demonstrates ability to compose original messages as required as well as developing routine messages from standard formats and templates using correct spelling, punctuation and grammar.
Integrity and Trust
• Be able to accept and adapt to change in policies and procedures.
Accountability and Ownership
• Seeks to ensure that customers needs are met in a way that is advantageous to both the organisation and customer.