12/18/2006 09945

DEPUTY EXECUTIVE DIRECTOR FOR RETAILER OPERATIONS, REVENUE

DEFINITION: This is managerial and administrative work in directing the retailer operations programs for the Pennsylvania State Lottery in the Department of Revenue.

The employee in this job directs the comprehensive statewide retailer operations programs of the Pennsylvania State Lottery. Work involves managing the placement of lottery equipment in retailer establishments and ensuring that retailers are meeting the sales requirements for lottery games; directing the activities of the Field Operations Division; managing the lottery sales force; directing the distribution of lottery products to retail locations; and directing the vendor that provides training to the lottery retailers and services the lottery equipment. Work involves administering the implementation of sales strategies to maximize the sales of lottery tickets, working to improve lottery retailer relations and provide better services to retailers, evaluating retailers’ sales performance to provide innovative methods for increasing the sales of lottery games, and directing the planning and implementation of Corporate Accounts for the Pennsylvania State Lottery. Work also includes directing training programs to ensure that lottery staff are assisting lottery retailers in all aspects of their operations for compliance with the policies, procedures, laws, and regulations of the Pennsylvania State Lottery; managing Lottery’s Retailer Accessibility Program; preparing and implementing policies and procedures for other Lottery programs; ensuring that managers and supervisors are in compliance with the laws, regulations, policies, and procedures; and reviewing proposed legislation for impact on the Lottery's programs. General direction is received from the Executive Director and work is reviewed through conferences and reports to determine achievement of goals, objectives, and conformance with established policies, procedures, and regulations.

EXAMPLES OF WORK: Directs, through subordinate managers, the comprehensive statewide retailer operations programs of the Pennsylvania State Lottery.

Directs and implements corporate accounts for area offices.

Develops and implements policies and procedures to ensure the efficiency and effectiveness of the operation functions of the Pennsylvania State Lottery.

Administers the implementation of sales strategies to maximize the sales of lottery tickets.

Works to improve lottery retailer relations and provide better services to retailers.

Evaluates retailers’ sales performance to provide innovative methods for increasing the sales of lottery tickets.

Reviews proposed lottery legislation to determine the impact on the Pennsylvania State Lottery and Department.

Serves as primary contact for the information network that operates within the retail licensee.

Determines the effectiveness of the statewide retailer network and identifies under-performing retailer locations by area office.

Directs Field Operations Division on the required performance improvements by area office.

Provides specific list of potential new retailers by technology type for area offices.

Directs the vendor that provides training to the lottery retailers and services the lottery equipment.

Establishes weekly performance reports by technology type for each area office.

Provides each area office with performance reports comparing current performance against individual goals established by the Director of Field Operations.

Identifies appropriate product delivery technology for current and prospective retailer locations and maximizes the effectiveness of delivery system by monitoring sales activity.

Establishes standards for placement of technology systems within retail location based on historical sales criteria of retailer or of retailers with similar business type categories.

Establishes standards for delivery of each technology platform (i.e. on- line, vending, P.A.T.) with projected quotas and business type for area offices.

Develops models of performance within each technology group and reports underperformance on routine monthly basis to field operations staff.

Establishes research activities to monitor emerging delivery technology and systems employed by similar lottery governmental entities.

Presents monthly updates on emerging technology to the Executive Committee.

Develops new sales concepts, evaluates statistical reports, and utilizes concepts and information in initiating and implementing methods to increase lottery sales.

Establishes selling techniques to be used by the managers.

Reviews and analyzes monthly activity reports to determine performance levels, program trends, and overall effectiveness of activities.

Acts as a primary contact with vendors on technology-related product delivery systems.

Reviews current product delivery systems performance against industry norms and standards.

Directs the preparation of manuals of operations and establishes acceptable standards of performance for subordinate managers.

The employee in this job may participate in the performance of the subordinates’ work consistent with operational or organizational requirements.

Performs the full range of supervisory duties.

Performs related work as required.

REQUIRED KNOWLEDGES, SKILLS AND ABILITIES: Knowledge of sales principles and practices.

Knowledge of public administration principles and practices.

Knowledge of office management procedures.

Knowledge of operational principles and procedures.

Knowledge of the principles of economics.

Knowledge of supervisory principles and procedures.

Ability to apply lottery and state laws, rules, and regulations.

Ability to express ideas clearly and concisely orally.

Ability to express ideas clearly and concisely in writing.

Ability to speak effectively before large groups of people.

Ability to evaluate circumstances and present analysis and recommendations.

Ability to plan, organize, and delegate assignments and monitor results.

Ability to establish and maintain effective working relationships.

MINIMUM EXPERIENCE AND TRAINING: Seven years of administrative experience in sales, including three years in a senior level management capacity and a bachelor’s degree;

                                                                                                                                                             or

Five years of lottery industry experience, including three years in a senior level management capacity and a bachelor’s degree;

                                                                                                                                                             or

An equivalent combination of experience and training.