Nancy Stone Email & Phone Number

Pennsylvania, United States

As the IT Administration Unit Manager, my responsibility lies with HR plans and procedures for all IT personnel; development of department goals and objectives, budgeting, analysis, procurement, inventory, invoice processing, and financial analysis and reporting.

State College, Pennsylvania, United States

As a Director of Sales – School Annual by Jostens, Memory Book by Jostens, and Jostens Transitions at Jostens, I spearheaded full spectrum sales operations of a multi-brand yearbook business with profit and loss accountability for $20 million sales divisions, orchestrating all bottom-line factors to propel the achievement of revenue growth objectives. I held concurrent responsibility for implementing sales plans, maintaining and increasing sales volume, monitoring the competition, training and leading employees, identifying customer needs, and cultivating customer relationships. Additionally, I established performance budget for all sales divisions, analyzed KPIs, and provided feedback on a continual basis, to proactively improve top line revenue.The following are highlights of my contributions to Jostens;☛ Amplified sales close rate to 60% by promptly analyzing customer needs and objectives, refining the pre-selling process, improving sales scripts, and implementing effective sales closing techniques. ☛ Improved customer renewal / retention rate by 2% through developing a forward-thinking renewal strategy, increasing customer engagement, and strategically articulating product’s value proposition. ☛ Grew the sales team to three Team Leads, 20 Sales Reps, and seven Support Staff and provided results-oriented training and coaching to stimulate peak performance, achieve sales goals, and drive continuous professional development. ☛ Augmented customer satisfaction scores by 4% through ensuring best-in-class customer service delivery, constantly evaluating and integrating customer feedback, and training the team to meet expectations. ☛ Delivered 97% of Jostens renewal revenue for 800 accounts in the Jostens brand by improving levels of advocacy, building positive brand perception, and fostering lasting relationships. ☛ Accomplished 30% and 70% of the sales pipeline by producing SQLs and MQLs through applying innovative prospecting techniques.

State College, Pennsylvania Area

Throughout my career as a Director of Sales and Marketing – School Annual by Jostens at Jostens, I directed new client acquisition, market research, competitive analysis, and successful marketing initiatives to stimulate revenue growth, increased brand recognition, and improved go-to-market strategies. I provided strategic leadership and direction to a 20-member team, including one Marketing Manager, three Team Leads, 10 Sales Reps, and six Support Staff.It is worth mentioning that, I oversaw all aspects of strategic sales and marketing planning, campaign development and management, new business development and growth, sales quota achievement, brand awareness / exposure, ROI analysis, and collateral development. The following are highlights of my contributions to Jostens;☛ Accelerated growth by 4-5% through strategic planning, optimum resource utilization, dynamic sales team leadership, and effective staff training.☛ Increased leads by 10% through orchestrating a focused marketing campaign and developing strong relationships in the business community. ☛ Improved customer renewal / retention rate by 9% through revamping customer experience, introducing loyalty campaigns, and building enduring relationships. ☛ Produced annual sales volume of more than $12 million and exceeded sales revenue targets for 11 consecutive years by leveraging keen sales acumen, forward-thinking marketing strategies, and alliance-building expertise. ☛ Played an instrumental role in the implementation of transition plan to deliver remote employee strategy and minimize channel conflict with Jostens representatives. ☛ Generated revenue of $1 million by leading new product development of Book Fairy and expanded division’s responsibility by including 800 additional Jostens accounts.☛ Increased the company’s marketing footprint and enhanced ROI by conducting extensive market research, executing integrated marketing strategy, and generating media and public interest.

Columbus, Ohio Area

General management responsibilities of School Annual Publishing Company. Restructured sales and marketing, developed new product to meet the needs of the elementary/small school market, and assisted in sale of the company to Jostens.

Columbus, Ohio Area

Represented the 6-12 product line in the education market with a territory in Central Ohio. Promoted into marketing in order to launch new Language Arts product line.

Tampa/St. Petersburg, Florida Area

Masters Degree, Education

Bachelor Of Arts - Ba, Secondary Education