Vice President, Gaming Sales US East

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.

The Vice President of Sales for Electronic Gaming Machines (EGMs) and Table Games will be responsible for leading and executing the sales strategy for a portfolio of gaming products, driving revenue growth, and fostering strong relationships with casino operators and gaming establishments. This role requires a dynamic and results-driven leader with deep expertise in both EGMs and table games, as well as a strong understanding of market trends and customer needs within the gaming industry. The VP of Sales will oversee a team of sales professionals, develop business opportunities, negotiate contracts, and work closely with product development, commercial strategy & execution, operations and marketing teams to ensure the company's gaming solutions meet the evolving demands of the market. The ideal candidate will be an experienced sales professional with exceptional leadership skills, a passion for gaming, and a proven track record of success in sales management.

Essential Job Functions:

By effectively managing these core functions, a VP of Sales in the gaming equipment sector plays a critical role in driving business success, ensuring that the company's products meet market demand, and maintaining a competitive edge in the industry.

• Sales Strategy Development: Develop and implement a comprehensive sales strategy that aligns with company goals, maximizes market penetration, and drives revenue growth for gaming equipment, including EGMs and table games.

• Team Leadership and Management: Lead, mentor, and motivate a high-performing sales team to achieve individual and collective sales targets. Provide guidance, training, and performance evaluations to enhance team effectiveness.
• Market Analysis and Trend Identification: Stay up to date on market trends, customer demands, and competitor activities. Utilize market insights to identify new business opportunities and adjust sales strategies accordingly.
• Client Relationship Management: Build and maintain strong relationships with key stakeholders, including casino operators, gaming establishments, and distributors. Act as the primary point of contact for high-value clients, addressing their needs and providing tailored solutions.
• Sales Forecasting and Reporting: Oversee the development of sales forecasts, set revenue targets, and monitor performance against goals. Provide regular updates to senior leadership on sales progress and market conditions.
• Contract Negotiation and Deal Closure: Lead negotiations on large-scale contracts and ensure successful deal closures. Work closely with legal and finance teams to ensure all terms and conditions are met.
• Collaboration with Cross-Functional Teams: Work closely with product development, marketing, and operations teams to ensure that the company's gaming equipment offerings meet the needs of the market and stay ahead of emerging trends.
• Product Knowledge and Training: Maintain a deep understanding of the gaming products, including the features and benefits of EGMs and table games. Provide ongoing training to the sales team on product knowledge and sales techniques.
• Budget and Resource Management: Oversee the sales budget, ensuring efficient use of resources and allocation of sales initiatives. Monitor expenditures to stay within budget while maximizing sales performance.

• Customer Feedback and Market Intelligence: Gather and analyze customer feedback to help shape future product developments and improve customer satisfaction. Share market intelligence with product development teams to ensure the company stays competitive in the marketplace.

Training and/or Experience:

• Minimum of 10+ years of experience in sales within the gaming industry or a related field.
• Preferred extensive experience selling Electronic Gaming Machines (EGMs) and table games, with a deep understanding of how these products are marketed, sold, and deployed in casino and gaming environments.
• Demonstrated success in selling complex solutions, including hardware, software, and integrated systems.

Knowledge, Skills and Abilities:

• Proven experience in leading and managing high-performing sales teams. This includes recruiting, training, mentoring, and developing sales talent to consistently meet or exceed revenue targets.
• Strong track record of sales management, including the ability to develop and execute comprehensive sales strategies, identify new business opportunities, and drive sustainable growth.
• Experience in sales forecasting, pipeline management, and using data-driven insights to improve sales performance.

• Strategic Thinking: Ability to develop long-term sales strategies that align with the company's vision and goals while adjusting to market dynamics and customer needs.
• Negotiation Skills: Strong contract negotiation abilities, particularly for high-value deals with casino operators, gaming establishments, and distributors.
• Customer Relationship Management (CRM): Expertise in building and maintaining strong, lasting relationships with key clients, understanding their unique needs, and providing tailored solutions.
• Market Knowledge: Deep understanding of the gaming market, including knowledge of trends, emerging technologies, regulatory issues, and customer demands within the gaming and casino industry.
• Financial Acumen: Ability to manage sales budgets, forecast sales projections, and deliver financial results. Understanding of pricing strategies and profit margins is crucial.

• Familiarity with gaming technology, including both hardware and software solutions related to EGMs and table games.
• Understanding of the gaming regulatory environment and how it impacts product development and sales in different jurisdictions.

• Strong Communication and Presentation Skills: Capable of clearly articulating product value propositions and negotiating complex deals, and presenting to C-level executives, government officials, casino owners and industry experts.
• Problem-Solving and Decision-Making: Ability to quickly assess challenges and find innovative solutions to overcome obstacles in the sales process.
• Relationship Building: Excellent interpersonal skills to foster strong, collaborative relationships with internal and external stakeholders.

Education:

• Bachelor's degree in business, Marketing, Sales, or a related field preferred.
• Master's degree in business administration (MBA) or a similar advanced degree preferred.

Working Conditions:

• The work conditions are representative and typical of similar jobs in comparable organizations

Physical Requirements: Office environment and extensive travel.

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Light & Wonder is an Equal Opportunity Employer and does not discriminate against applicants due to race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If you'd like more information about your equal employment opportunity rights as an applicant under the law, please click here for EEOC Poster.