Strategic State Sales Leader

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

Job Summary:
The Strategic State Sales Leader role will represent Light & Wonder and own all commercial outcomes across QLD & NT. They will also have influence and accountability for the National sales target as an active member our Sales leadership team. This role will have National accountability to champion sales capability improvements, being a critical component of this role.

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.

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 external LNW 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 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 synthesize sales data, extract 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 through leadership development, uplifting sales capability/account management, 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 and targeted training across the national sales team, 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 -ability to connect innovative solutions to customer priorities.- Experienced in building and maintaining Executive level 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 across functional teams within LNW- 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