Summary: 

The Territory Sales Manager, (Land-Based Accounts) is responsible for driving revenue growth by managing strategic sales initiatives targeting land-based gaming operators across the United States. This role focuses on cultivating strong relationships with non-enterprise or single-property and regional gaming operators, identifying their payment and technology needs, and delivering tailored solutions to enhance operational efficiency and customer experience. The Sales Manager will play a critical role in expanding the company’s presence in the land-based gaming sector, meeting revenue goals, and ensuring customer satisfaction.

Key Responsibilities:

• Strategic Sales Leadership:
  • Develop and execute a strategic sales plan focused on acquiring and retaining customers in the land-based gaming sector.
  • Lead high-value negotiations, ensuring alignment with organizational objectives and customer expectations.
• Revenue and Goal Achievement:
  • Achieve and exceed all revenue targets, including new business, recurring revenue, and cross-sell/up-sell opportunities.
  • Manage a robust sales pipeline to ensure consistent and predictable revenue growth.
• Relationship Building:
  • Establish and maintain senior-level relationships with key decision-makers and influencers within gaming operators.
  • Act as the primary point of contact for strategic accounts, fostering trust and long-term partnerships.
• Industry Expertise:
  • Serve as a subject matter expert in gaming payments, staying informed about industry trends, regulatory changes, and emerging technologies.
  • Represent the organization at industry events, conferences, and forums to enhance brand visibility and market positioning.
• Collaboration and Cross-Functional Alignment:
  • Partner with internal teams, including Marketing, Product, Customer Success, and Legal, to deliver comprehensive solutions that meet customer needs.
  • Work closely with the finance team to ensure accurate forecasting and pricing strategies.
• Sales Execution:

• Lead the development of customized proposals, RFP responses, and presentations that align with customer goals.
• Ensure all activities and customer interactions are recorded in the CRM system for transparency and alignment.

Essential Functions and Tasks:

• Establish multi-level contacts and relationships with new and prospective accounts while maintaining a reputation of integrity within gaming industry.
• Identify, research, and contact prospective customers to build positive relationships and generate future sales
• Maintain senior level relationships with key decision makers and influencers for existing customer accounts.
• Partner with others in Pavilion to develop business strategies and proposals that broaden the relationship and drive revenue growth with existing customers.
• Collaborate with Customer Success team to achieve high retention and generate new sales within existing customer accounts.

• Develop and implement long-term sales strategies for key accounts.

• Monitor and adapt sales activities to meet both customer and organizational objectives.
• Collaborate with Product and Implementation teams to ensure seamless delivery of solutions.
• Maintain a deep understanding of the organization’s product suite, regulatory compliance requirements, and competitive landscape.
• Provide feedback to internal teams on customer needs and market opportunities.

• Develop long-term sales plans for key customers.
  • Establish annual, quarterly, monthly sales plans and prioritize/schedule own activities to achieve objectives. 
  • Participate in lead generation activities and maintain/memorialize the status of activities in CRM database.
• Generate and deliver thoughtful sales proposals/RFPs/presentations to meet the strategy of each customer/prospective customer.
• Negotiate prices and delivery times within limits of authority
• Work collaboratively with Product and Product realization teams to develop a complete understanding of the overall product suite and roadmap (upcoming enhancements and new products)
• Work collaboratively with the Marketing team to identify customer needs and build relationships.
• Work collaboratively with sales operations and legal teams to analyze, price, propose and create legal document in accordance with approvals

Experience: 

• 10+ years total sales experience with 5 years of multi jurisdiction or Mid-Market sales leadership to the gaming industry
• Proven track record of achieving and exceeding revenue targets within a highly regulated and competitive market.
• Demonstrated ability to manage complex sales cycles and close multi-million-dollar deals.
• Exceptional written and verbal communication skills, with the ability to articulate complex concepts to diverse audiences.
• Adept at using CRM systems (e.g., Salesforce), Microsoft Office Suite, and other standard sales tools.
• Strong executive presence, with the ability to lead cross-functional teams and influence senior stakeholders

JOB CODE: 1000020