Senior Commercial Account Manager
The Senior Commercial Account Manager sits within the Light & Wonder Commercial Team and reports to the Commercial Account Director or VP, Commercial US. This role is responsible for managing an allocated portfolio of US-based accounts, focusing on iGaming operations and the supply of gaming products and services.
The position involves identifying revenue growth opportunities and executing strategies to meet profitability goals. The Senior Commercial Account Manager also provides mentorship to junior members of the account team and maintains strong relationships with key client stakeholders.
- 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.
- Up-sell 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.
- Bachelor's degree in Commerce, Business Administration, or equivalent relevant experience (required)
- A minimum of 5 years of experience as an account manager / commercial manager across any relevant online (digital) industry and sector (required)
- Experience within a technology/digital business (gaming preferred) with a passion for the online gaming industry (required)
- Experience within the iGaming industry and commercial space (preferred)
- Experience supporting key accounts and a proven track record of growing an existing business portfolio, and achieving and exceeding established revenue targets (required)
- A record of developing strong working relationships with executives, peers, and associates (required)
- Excellent communication skills (required)
- Ability to work independently and possess strong organizational and time management skills (required)
- Proven competence in negotiating, with a great deal of experience managing B2B clients and working under contractually agreed commercial terms (required)
- Tech savvy, customer service oriented, professional, resourceful, patient, and tactful in handling customer inquiries and negotiations (required)
- Proficient in MS Office (Word, Excel, and PowerPoint) (required)
- Experience drafting proposals and presenting to clients is ideal (nice-to-have)
Light & Wonder, Inc. is a leading cross-platform gaming company headquartered in Las Vegas, Nevada. Formerly known as Scientific Games, it rebranded in 2022 after divesting its lottery and sports-betting businesses to focus on gaming. The company operates across three segments - Gaming (slot machines, table games and casino systems under brands such as Bally, WMS and Shuffle Master), SciPlay (social casino games) and iGaming (online casino content). Listed in both the US and Australia, it supplies content and systems to casinos and online operators worldwide.