California State Lottery Sales Operations Series

California State Personnel Board Specification

Series established November 19, 1985

Scope

This series specification describes four classes used in the California State Lottery (CSL) to market and promote the sale of lottery products to retail outlets within designated geographic areas of the State, service assigned accounts, and to do other related work.

Definition of Series

Incumbents in these classes have a primary public relations role to develop and maintain a positive public perception of the fairness and honesty of the Lottery. Incumbents develop, promote, evaluate, analyze and monitor to maximize the sale of lottery products in designated territories through personal contact in the field. Recruiting new Retailers and retaining existing retail accounts are stressed in all classes within this series. Incumbents inform Retailers of game details, Lottery Commission rules, regulations, policies and�procedures, as well as policies and procedures from the Director and management staff of the CSL; monitor Retailers to ensure that they are properly trained and maintain a secure environment for, and an adequate supply of, lottery products; assist and make suggestions to Retailers to introduce and ensure proper utilization of procedures for handling and accounting of lottery products; introduce advertising materials, innovative displays and other items to promote sales; analyze, monitor and review sales activities and�develop plans to correct problems and marketing strategies to increase sales; make recommendations based on marketing analyses to discontinue or add retailers; maintain and monitor security of lottery tickets, games and On-Line terminals; report stolen tickets; perform onsite audits of On-Line lottery terminal transactions; prepare and maintain appropriate reports; may investigate complaints regarding the State Lottery or Retailers and report or follow up appropriately.

Factors Affecting Position Allocation

Scope and complexity of work, independence of action, level of responsibility of sales program and policy development and implementation; impact of decision making affecting retail sales; and the degree of supervisory, and administrative responsibility.

Definition of Levels

District Sales Representative, California State Lottery

This is the full, professional journey level in this series. District Sales Representatives (DSRs) serve as liaisons between the State Lottery and the Retailers who sell lottery products in a designated area. Incumbents service accounts on a regular basis and incorporate all the tools of product marketing, prospecting, promotion and merchandising to achieve market penetration and growth. Within an assigned territory, the DSR develops effective marketing strategies, solicits new accounts, analyzes performance results and initiates corrective action. DSRs are responsible for independent problem solving in their assigned territories.

Incumbents train, advise and support Retailers in the sale of lottery products; audit and ensure the integrity of Lottery Retailer transactions; use sales, marketing and other reports to identify problems; deliver and negotiate space to display point of sale items in a timely manner and may deliver tickets when required; maintain security of and account for lottery products and report any altered, lost or stolen tickets to the District Sales Supervisor or District Manager (DM).

Incumbents in this class maintain a high level of visibility and interaction as they serve as liaisons between the California State Lottery and Retailers, consumers, local governmental agencies, civic and community organizations. DSRs should be able to communicate effectively in a wide variety of circumstances and, under direction, may be called upon to address diverse public groups and the media. DSRs provide feedback to management regarding marketing, public relations and administrative issues.

District Sales Supervisor, California State Lottery

This is the working supervisory level. Incumbents assist the DM in daily operations of the largest district offices by supervising the work of, and provide training for, a small group of DSRs. District Sales Supervisors (DSSs) may participate in the recruitment and selection of staff; direct and coordinate the work; DSSs may establish and monitor sales quotas for assigned DSRs; determine and implement general work priorities; conduct personal visits to Retailers on a regular basis to optimize sales and service; ensure proper display of lottery promotional materials; and be responsible for completing reports, forms and documents to provide service to Retailers. DSSs may personally be assigned the largest and most complex retail accounts and special projects, and may fill in during the absence of the DM.

District Manager, California State Lottery

This is the first full supervisory level over District Office personnel. Incumbents at this level assist the Regional Manager to maximize the sales of lottery games within a designated area through the efficient implementation of all lottery marketing programs.

DMs plan, organize and direct all activities of lower level staff in an assigned district; handle administrative responsibilities including vehicle leasing and space management; establish and monitor sales quotas and general work priorities; schedule visits to Retailers on a regular basis to provide optimum service in the most cost effective means; ensure proper display of lottery promotional materials; manage the administration of accounting and claims forwarding functions; maintain appropriate security and control measures for all lottery products; monitor deliveries to Retailers within the assigned sales area; monitor the collection, data entry and reconciliation of tickets returned by Retailers for accurate and timely crediting of accounts; review statistical reports of district data and sales trends, provide periodic status reports, make public presentations as directed and conduct media interviews.

Regional Manager, California State Lottery

This is the second full supervisory level in this class series. Incumbents have major administrative responsibilities over staff assigned throughout a designated region.

Regional Managers (RMs) monitor and manage all DM and DSS activities; assist in overall management of the region's budget, Retailer-DSR ratio and the sales effort; monitor activities to assure optimum support to Retailers; review all District Office operations to assure that service and support to players, winners and Retailers are optimized; may develop and implement sales-related procedures; coordinate an exchange of information between the Region and Lottery Headquarters; resolve with DMs and DSSs any Retailer problems or concerns; review and generate statistical reports, sales information and other pertinent data for the region; make public presentations as directed, and conduct media interviews.

Minimum Qualifications

All Levels:

Possession of a valid driver license of the appropriate class issued by the Department of Motor Vehicles. Applicants who do not possess the license will be admitted to the examination but must secure the license prior to appointment.

Education: Equivalent to graduation from college with a Bachelor's Degree in Business Administration with a minimum of 21�semester units in Marketing. (Additional qualifying experience may be substituted for the required education on a year for year basis. A higher level business degree may be substituted for the bachelor of science degree.)

District Sales Representative, California State Lottery

Experience: Two years of wholesale sales experience establishing and servicing accounts.

District Sales Supervisor, California State Lottery

Either I

One year of experience in the California state service performing the duties of a District Sales Representative, California State Lottery.

Or II

Three years of wholesale sales experience establishing and servicing accounts. (Experience in the California state service applied toward this requirement must include one year of experience performing the duties of a District Sales Representative, California State Lottery.)

District Manager, California State Lottery

Either I

Two years of experience in the California state service performing the duties of a District Sales Representative, California State Lottery.

Or II

One year of experience in the California state service performing the duties of a District Sales Supervisor, California State Lottery.

Or III

Four years of wholesale sales experience establishing and servicing accounts, at least one year of which shall have included supervising a sales staff. (Experience in the California state service applied toward this requirement must include two years of experience performing the duties of a District Sales Representative, California State Lottery, or one year as a District Sales Supervisor, California State Lottery.)

Regional Manager, California State Service

Either I

One year of experience in the California state service performing the duties of a District Manager, California State Lottery, or a Key Accounts Specialist, California State Lottery.

Or II

Two years of experience in the California state service performing the duties of a District Sales Supervisor, California State Lottery.

Or III

Three years of experience in the California state service performing the duties of a District Sales Representative, California State Lottery.

Or IV

Five years of wholesale sales experience establishing and servicing accounts, at least two years of which shall have included supervising a sales staff. (Experience in the California state service applied toward this requirement must include either three years of experience performing the duties of a District Sales Representative, California State Lottery, or two years of experience performing the duties of a District Sales Supervisor, California State Lottery, or one year of experience performing the duties of a District Manager, California State Lottery, or a Key Accounts Specialist, California State Lottery.)

Knowledge and Abilities

All Levels:

Knowledge of: Principles and practices of product marketing and merchandising, utilizing point of sale materials and display techniques, wholesale sales and marketing management; public relations; laws, rules, regulations, policies and procedures governing lottery operations; financial record keeping and basic accounting principles.

Ability to: Work independently; develop sales quotas and marketing plans for Retailers; set up an effective point of sale display; analyze marketing data and recommend a variety of methods to increase sales; make persuasive sales presentations to prospective Retailers; maintain good public relations with licensed Retailers, the public and associates; use tact and good judgment in dealing with the public and other employees; communicate effectively; and conduct meetings and training; demonstrate physical strength and dexterity necessary to perform the essential duties of the position.

District Sales Supervisor, California State Lottery

Knowledge of: In addition to the above, sales route design and implementation program evaluation; principles and practices of effective supervision, employee development and training; the Department's Affirmative Action Program objectives; a supervisor's role in the Affirmative Action Program and the processes available to meet affirmative action objectives.

Ability to: In addition to the above, develop and evaluate alternatives, generate and analyze statistical reports, sales information and other pertinent data; establish and maintain project priorities; review and edit written material; supervise, motivate and train subordinate staff; and effectively contribute to the Department's affirmative action objectives.

District Manager, California State Lottery

Knowledge of: In addition to all of the above, principles, practices and trends of public and business administration, including budgeting, personnel, management analysis, planning and program management; and the administration's goals and policies.

Ability to: In addition to all of the above, manage a complex program; reason logically and creatively and utilize a variety of techniques to resolve complex managerial problems; consult with and advise others on a wide variety of subject matter areas; gain and maintain the confidence of those contacted during the course of work; and develop and effectively utilize all available resources.

Regional Manager, California State Lottery

Knowledge of: In addition to all of the above, California State Lottery's organization and program functions.

Ability to: In addition to all of the above, consult with and advise top level management on a wide variety of program matters.

Special Personal Characteristics

All Levels:

Possession of integrity, honesty, tolerance and tact, maturity and reliability; awareness and acceptance of the various racial, ethnic and cultural differences; a neat personal appearance; willingness to travel and to perform work requiring irregular hours; satisfactory record as a law abiding citizen

Felony Disqualification

All Levels:

Pursuant to Government Code Section�8880.71, persons convicted of a felony or any gambling related offense are disqualified from employment with the California State Lottery and are, therefore, not eligible to be examined for, or be appointed to, positions in this class.

Background Investigation

All Levels:

Pursuant to Government Code Section�8880.38, all persons successful in an examination for this class shall be required to undergo a thorough background investigation prior to appointment.

Class History