Senior Commercial Account Manager

Position Summary

Reporting into the Commercial Account Director or VP, Commercial US and sitting within the Light & Wonder (L&W) Commercial Team, the Senior Commercial Account Manager owns account management for an allocated portfolio of L&W's US accounts. This role has a strong understanding of iGaming operations, the supply of gaming products and services to operators, and the management of post-sale relationships. The Senior Commercial Account Manager is accountable for identifying revenue growth opportunities and executing joint objectives, strategies, and action plans to meet and exceed short- and long-term profitability goals for L&W within the United States, while mentoring more junior members of the account team.

Essential Job Functions / Responsibilities

• Build and manage close relationships with the allocated B2C operators of the L&W iGaming business, primarily based across the US but potentially including other regions within the Americas
• Own the management of multiple clients in a professional and organized manner, including regular customer review meetings, managing backlogs of client requirements, and keeping clients up to date on L&W documentation
• Ensure clients are taking full advantage of the L&W portfolio, including proprietary content and aggregated partner studios (SPARK & POWER)
• Optimize L&W's games launch cadence, priority, and placement on client sites, collaborating with external and internal marketing teams to deliver marketing materials and digital assets and drive premium onsite positioning
• Deliver client revenues in line with company forecasts and targets
• Develop and lead new business initiatives with existing clients to extend revenues
• Lead QBR presentations with clients
• Build trust and relationships with key client influencers and decision makers
• Work with clients to compile data and insights to assess L&W product performance compared to competitors, including the effects of targeted campaigns and promotions
• Upsell existing clients on new products and premium offerings, broadening L&W's product footprint within their business
• 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 value-adding features
• Represent L&W and the Commercial Team within the wider online iGaming industry with professionalism and know-how
• Provide guidance and informal mentorship to Commercial Account Managers supporting the portfolio
• Maintain strong working knowledge of L&W's internal protocols and operate with a high level of efficiency within the role

Qualifications

• Education: Bachelor's degree in Commerce, Business Administration, or equivalent relevant experience
• Required Experience: A minimum of 5 years of experience as an account manager / commercial manager across any relevant online (digital) industry and sector
• Experience within a technology/digital business (gaming preferred) with a passion for the online gaming industry
• Experience within the iGaming industry and commercial space is preferred
• Experience supporting key accounts and a proven track record of growing an existing business portfolio, and achieving and exceeding established revenue targets
• A proven competence in negotiating, with a great deal of experience managing B2B clients and working under contractually agreed commercial terms
• Tech savvy, customer service oriented, professional, resourceful, patient, and tactful in handling customer inquiries and negotiations
• Enthusiasm and a strong work ethic necessary to succeed in a dynamic, fast-moving, and results-oriented environment
• Proficient in MS Office (Word, Excel, and PowerPoint)
• Experience drafting proposals and presenting to clients is ideal

Physical Requirements

The physical demands 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. While performing the duties of this job, the employee is regularly required to sit, stand, walk, bend, use hands, operate a computer, and have specific vision abilities to include close and distance vision, and ability to adjust focus working with computer and business equipment.

Work Conditions

Light & Wonder and its affiliates (collectively, “L&W”) are engaged in highly regulated gaming and lottery businesses. As a result, certain L&W employees may, among other things, be required to obtain a gaming or other license(s), undergo background investigations or security checks, or meet certain standards dictated by law, regulation or contracts. In order to ensure L&W complies with its regulatory and contractual commitments, as a condition to hiring and continuing to employ its employees, L&W requires all of its employees to meet those requirements that are necessary to fulfill their individual roles.