Duties and Responsibilities
Client Relationship Management
· Build and manage close relationships with the allocated B2B clients of the Light & Wonder business. The allocated clients will primarily be the top-tier clients of L&W.
· The locations of the allocated clients will primarily be across Asia.
· Represent L&W and the Commercial Team within the wider gaming industry with authority, know-how, and professionalism at all times.
Product Knowledge
· Develop a deep understanding of our products to effectively communicate their features and benefits to clients.
· Works closely with Product and Project Management to secure shipping quotas.
Sales Strategy
· Manage multiple B2B clients in a professional and organized manner with regular client review meetings, backlogs of client requirements, up-to-date client documentation etc..
· Work with clients to compile data and insights to assess L&W product performance compared to competitors.
· Ensure clients are optimizing L&W offering through close collaboration and assistance.
· Direct sales efforts for given territory by setting sales strategy for each fiscal year.
· Forecasts new and used machine, spare parts, and conversion kit sales.
· Accountable for managing operational budget and all accounting and financial reports, as required by Corporate.
Revenue Generation
· Meet and exceed sales targets by driving revenue growth through a combination of new customer acquisition and upselling to existing clients.
· Deliver client revenues in line with company forecasts.
Market Analysis
· Stay up-to-date with industry trends, competitive analysis, and market dynamics to identify opportunities and threats.
· Monitors and exploits expansion opportunities in their territory or assigned markets.
Client Acquisition
· Develop new business initiatives with existing clients to extend revenues.
· Interfaces and exchanges pertinent sales information with counterparts to leverage sales opportunities in gaming.
Team Collaboration
· Liaise with the L&W Product and Development Teams as well as other internal departments to effectively respond to clients’ inquiries and concerns, and communicate feedback on client requirements, preferences and valued-adding features.
· Managing sales personnel and support staff.
Requirements
Education and Qualification:
· Bachelor’s degree in commerce, Business Administration or equivalent relevant experience.
· Ability to work independently and possess strong organizational and time management skills.
· Proven competence in negotiating. A great deal of experience managing B2B clients and working under contractually agreed commercial terms.
· Analytical mindset with the ability to make data-driven decisions.
· Knowledge of industry regulations and requirements.
· Enthusiasm, leadership, and a strong work ethic necessary to succeed in a dynamic, fast-moving and results-oriented environment.
· Ability to read, understand, and translate P&L statements and sales contracts.
· Experience drafting proposals and presenting to clients.
· Excellent communication skills.
· Tech savvy, customer service oriented, professional, resourceful, patient and tactful in handling customer inquiries and negotiations.
Experience:
· A minimum of 5 years of experience as an account/commercial manager or director across any relevant gaming industry relating to sales, finance, operations, product or project management, or similar management positions
· A minimum of 3 years of experience in gaming or gaming related industry
· Strong network of contacts and relationships within the gaming industry.
· Experience supporting key accounts and a proven track record in growing an existing business portfolio, and achieving and exceeding established revenue targets
· A record of developing strong working relationships with executives, peers, and associates
Working Conditions:
· The work conditions are representative and typical of similar jobs in comparable organizations
· May require domestic and international travel
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
