Business Development Manager

Since 1929, J&J Gaming has been a leader and a trusted partner in Gaming and Amusements. Today, our focus remains steadfast: to provide world-class service to help businesses succeed. Our customers and our team members have been, and will always be, #1 priority. We are looking to expand our workforce with team-oriented individuals with a positive mindset. We provide eligible employees with a comprehensive benefits package including health, dental and vision insurance, life and disability insurance, paid time off, and a 401(k)-retirement plan.

About the role

The Business Development Manager is responsible for driving new business growth within the distributed gaming portfolio by identifying, developing, and securing new client relationships. This role focuses primarily on acquiring new locations and operator groups, with an emphasis on multi-unit and corporate clients, across both existing and emerging markets.

The Business Development Manager owns the front end of the sales process—from prospecting and qualification through contract execution—and works closely with internal partners to ensure a seamless transition of new accounts to Account Managers and Sales Territory Managers for ongoing support and growth.

Success in this role is measured by new client and location acquisition, quality and sustainability of signed contracts, penetration of multi-unit and corporate operators, effectiveness of account handoff, and overall contribution to market growth.

Candidates must be at least 21 years of age, possess a valid driver’s license with a satisfactory driving record, and successfully meet all employment eligibility, background screening, and compliance requirements as required by company policy and applicable regulations.

What you’ll do

Core responsibilities

New business development

• Identify, prospect, and develop new business opportunities within the distributed gaming market.
• Target and engage multi-unit operators, corporate clients, and high-potential independent locations.
• Expand the company’s footprint in new and under-penetrated markets while supporting growth in established territories.
• Build and maintain a strong pipeline of qualified prospects through outbound outreach, referrals, and market presence.

Client engagement and deal execution

• Lead discovery conversations to understand prospective client goals, operational needs, and decision criteria.
• Present distributed gaming solutions and value propositions tailored to individual operators and market conditions.
• Negotiate commercial terms and guide prospects through the approval and contract execution process.
• Coordinate internal approvals related to pricing, incentives, and deal structure.

Collaborations and partnerships

• Partner closely with Sales leadership, Account Managers, and Sales Territory Managers to ensure alignment before and after contract execution.
• Provide a structured and thorough handoff, including contract terms, client expectations, growth opportunities, and key contacts.
• Support early-stage onboarding as needed to help ensure a positive client launch experience.

Other responsibilities

• Develop a strong understanding of distributed gaming regulations, competitive dynamics, and operator profiles within assigned markets.
• Build relationships with industry stakeholders, including operators, partners, and internal teams.
• Represent the company professionally at industry events, market meetings, and client visits as necessary.

Who you are

• Proven experience in business development, sales, or new account acquisition, preferably within distributed gaming, gaming operations, retail, hospitality, or other regulated industries.
• Demonstrated success selling to multi-location or corporate clients with complex decision-making structures.
• Strong consultative selling, negotiation, and relationship-building skills.
• Ability to manage multiple opportunities simultaneously while maintaining attention to detail.
• Comfortable working independently while collaborating across teams.
• Willingness and ability to travel within assigned markets as needed.
• Adaptable, collaborative, and committed to delivering quality results.
• Inclusive and team-oriented mindset.

Key competencies

• New client acquisition.
• Prospecting and pipeline management.
• Contract negotiation and deal structuring.
• Clear communication and internal coordination.
• Market expansion mindset.
• Disciplined account transition and handoff.
• Proficient in CRM systems and other sales technologies used for pipeline management, prospect tracking, forecasting, and customer engagement.
• Maintain accurate and timely sales activity, opportunity, and customer records.
• Utilize reporting and analytics tools to drive business development activities and improve sales effectiveness.
• Quickly learn and adopt new technologies, platforms, and tools required to support organizational objectives.

Supervisory responsibility

This position does not have supervisory responsibilities.

Education

Requires a bachelor’s degree in a relevant field. Equivalent professional experience may be accepted in lieu of formal education.

Experience

Requires 3–5 years of relevant professional experience with increasing responsibility.

Work environment

This role involves work in both indoor and outdoor settings, including climate-controlled and non-climate-controlled areas. Employees may experience regular exposure to varying weather conditions and temperature changes.

Physical demands

The physical demands here are representative of those that must be met by an employee to successfully perform the essential job functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to sit; stand; walk; use hands and fingers to handle or feel; and reach with hands or arms.

Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to focus.

This role includes a combination of sitting, standing, and walking. May occasionally lift or move items up to 20 lbs, and frequently up to 10 lbs.

Travel

This position requires a significant amount of travel, potentially on a weekly basis, with frequent overnight or extended stays.

Other duties

This job description is not intended to be a comprehensive list of all duties, responsibilities, or activities. Duties, responsibilities, and other role requirements may change at any time with or without notice.