VP, Retail Sales

KY. LOTTERY CORP•Louisville, KY

7d•$143,891 - $187,048•Hybrid

About The Position

The Vice President of Retail Sales is a key member of the leadership team and is responsible for driving the performance, profitability, and strategic direction of the Kentucky Lottery Corporation’s (KLC’s) retail channel. This role ensures that the KLC maximizes retail growth opportunities through strong retailer partnerships, optimized field operations, and continuous performance improvement. Provides vision and leadership to the retail sales organization, ensuring that staffing levels, roles, and daily activities are aligned with measurable sales outcomes. Demonstrates deep retail expertise, proven forecasting capabilities, and experience managing major retail partnerships and chain store accounts. Operates in a fast-paced environment, manages multiple priorities, and leads high-performing teams focused on maximizing sales growth and enhancing retailer satisfaction. This position in located in Louisville, KY.

Requirements

Bachelor’s degree in business, marketing, communications, sales or related field required.
Minimum of seven to ten years’ successful experience in sales or sales management with proven success of meeting or exceeding sales metrics and targets.
Minimum of five years in a management role.
Demonstrated leadership skills and experience including effective performance management, counseling, coaching, and mentoring required.
Ability to manage a large sales force effectively is essential.
Must be a results-oriented leader with a passion for sales growth and retailer success.
Proven experience with strategic planning and the integration of sales strategy within broader company objectives.
Experience with developing and implementing business plans and budgets.
Ability to build relationships and work effectively with direct reports, indirect reports, other departments, and retail partners.
Excellent verbal and written communication skills required with the ability to effectively interact with internal and external stakeholders.
Must be dynamic and engaging with exceptional customer service and strong public-facing skills.
Must possess proven conflict resolution and problem-solving skills.
Strong organizational and time-management skills.
Must have a thorough understanding of current technologies as they relate to field sales operations, strong budgeting, analytical, and communications skills.
Proficiency with computer software such as Word, Excel and PowerPoint is essential.
Strong understanding of field reporting system(s) including the ability to run and analyze reports.
A valid driver’s license and an acceptable driving record is required as determined by the KLC.
Willingness to work a flexible schedule.

Nice To Haves

MBA or other advanced degree a plus.
Experience in consumer-packaged goods desired.
Advanced knowledge of lottery products and services preferred.
E‑commerce experience preferred to enhance our retail sales strategy by strengthening digital customer engagement, and ensuring our teams are aligned with the evolving expectations of today’s omnichannel consumer.
Proven proficiency utilizing AI technologies to enhance business processes and drive innovation highly preferred.

Responsibilities

Develops and executes comprehensive retail sales strategy that maximizes revenue, profitability, and market share across all retail segments, including strategic business development to expand priority accounts and emerging channels.
Continuously evaluates retail trends, competitive landscapes, and market opportunities adjusting strategy to achieve sustained growth and position KLC for long-term success.
Monitors and reports on industry trends from peer states identifying opportunities for growth and innovation.
Establishes clear performance objectives and KPIs for the retail channel and modernization initiatives, overseeing progress toward annual sales and profit goals. Ensures KPIs are applied consistently to strengthen growth, compliance, and retailer experience statewide.
Leads, mentors, and manages the retail sales organization, including Field Sales teams, Corporate Account Managers, and Sales Operations along with support functions.
Reassess staffing levels, geographic assignments, and role design to ensure resources are aligned with sales potential and return on investment.
Ensures field activities including store visits, merchandising, promotional execution, retailer training, and performance follow-up are directly tied to measurable sales impact.
Aligns field execution to modernization KPIs, including adoption of future-ready checkout, compliance with KLC standards, and retailer satisfaction, providing quantifiable reports and analytics.
Manages effective use of vending equipment. Allocates placement based upon sales performance, field feedback, and corporate initiatives.
Builds and maintains strong relationships with chain store owners, retail executives, and independent retailers, expanding KLC’s footprint through proactive business development with priority accounts and emerging channels.
Oversees retailer onboarding, training, incentive programs, and performance management. Drives adoption of next generation features such as self-checkout and mobile POS in alignment with KLC standards and regulatory requirements.
Leads business development negotiations and corporate account growth, including technology, POS, and payment partnerships that modernize the retail experience.
Develops and deploys strategic programs that enhance retailer experience and increases retailer participation, compliance, and advocacy. Establishes innovative roadmap, pilots new retail models, and scales proven concepts statewide.
Partners cross-functionally to design go-to-market plans for new checkout capabilities, data integrations, and omnichannel retail, defining KPIs and return on investment to guide investment decisions.
Collaborates with Marketing, Products, IT, Finance and Operations to ensure alignment between retail execution and product strategy.
Drives initiatives that optimize product placement, in-store marketing, and digital retail integration where applicable.
Monitors sales data and analytics identifying opportunities for new distribution, expanded placement, and improved execution.
Creates a culture of performance, accountability, integrity, and continuous improvement within Retail Sales.
Delivers performance updates to executive leadership and stakeholders.
Prepares and manages budgets for the retail channel, monitoring cost-effectiveness of staffing and initiatives.
Serves as a key advisor to the President & CEO and executive team on matters related to retail performance, strategic direction, and operational planning.

Benefits

medical
dental
vision
wellness program
health savings account
flexible spending accounts
company paid life insurance
supplemental life insurance
company paid short-term and long-term disability
paid parental leave
voluntary benefit plans
generous paid time off plans
retirement plans – including 401(k), 457(b), IRAs
money purchase retirement plan in which after one year of service the company contributes the equivalent of 8% of your base pay.