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State of Washington Classified Job Specification


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Class Code: 232E
Category: Retail Operations & Marketing


For the Washington State Lottery, serves as a marketing and sales representative for an assigned geographic territory. Solicits new accounts and negotiates sales and placement of Lottery products with retail outlets. Independently performs inventory management activities for instant ticket products and point-of-sale materials to assigned retail outlets; provides redistribution of products and materials as necessary to achieve maximum market penetration and sales potential. Develops, presents, implements, and evaluates marketing and sales strategies to determine best method to reach sales goals for individual retail outlets. Serves as a direct communication link between Lottery management and retail outlets.

Typical Work

Following agency guidelines, solicits new accounts and redemption centers and negotiates placement of Lottery products (e.g., playcenters, point of sale materials, and signs) for maximum impact; conducts site surveys and recommends approval of new on-line accounts; 

Analyzes individual retailer information and trends in the areas of sales and marketing; develops and implements retailers' sales promotion programs; makes recommendations to enhance the merchandising efforts of retailers; 

Instructs retailers on proper operation and use of sophisticated equipment and systems; consults with retailers regarding ticket security, financial obligations, the billing process and inventory management; 

Monitors on-line retailers' sales for compliance with agency sales goals; identifies sales barriers and recommends enhancements/solutions; provides proper documentation when the removal of an on-line machine is necessary; 

Investigates retailers' and/or customers' complaints, and resolves as appropriate; 

Investigates illegal games; maintains security of Lottery tickets; evaluates and directs retail outlets to ensure a secure environment for maintaining Lottery tickets; reports lost or stolen tickets; verifies that valid lottery tickets are sold; coordinates inventory management, including retailer training, coordination between retailer and telemarketing representatives, and inventory adjustments; 

Prepares and delivers professional presentations to retailers, civic, and community organizations using sophisticated sales and marketing data; 

Represents the Director at administrative hearings; 

Notifies retailers of Americans with Disabilities Act (ADA) accessibility guidelines and performs ADA surveys at each new retail location; 

Performs other work as required.

Knowledge and Abilities

Knowledge of:  laws, rules, regulations and policies governing the operation of the State Lottery; marketing, promotions, and sales principles and techniques; inventory and financial records; basic accounting techniques; 

Ability to:  analyze marketing data of the assigned territory and proposed changes; persuade retailer to increase sales and try new promotional programs; prepare inventory records and cash reports; instruct personnel involved with selling of tickets; meet and deal courteously and tactfully with licensed agents and the public; maintain security of lottery materials and receipts; make mathematical calculations; understand written and oral instructions; 

Legal Requirement(s)

There may be instances where individual positions must have additional licenses or certification. It is the employer’s responsibility to ensure the appropriate licenses/certifications are obtained for each position. 

Desirable Qualifications

A Bachelor's degree in business administration, public administration, marketing or closely allied field 


One year of sales experience. 

Additional sales experience or years of employment with a lottery may be substituted, year for year, for education. 

Note:  Sales is the direct solicitation of potential customers and the convincing of them to purchase the product or service (consumer products, business products, equipment, or services are examples).  

Experience as a sales clerk or cashier in a department or other store, restaurant, or other enterprise is not considered as qualifying for any of the Lottery classes. 

A valid Washington State Drivers License is also required.

Class Specification History

New class: 10-15-82 (emergency basis); permanent basis 12-10-82
Revised minimum qualifications: 2-14-86
Revised definition and typical work: 4-11-91 effective 7-1-91
Revised definition and minimum qualifications: 9-10-99
New class code: (formerly 07110) effective July 1, 2007
Revised definition; adopted May 14, 2015, effective May 15, 2015.