Summary
Overview
Work History
Education
Skills
Languages
Affiliations
Timeline
Generic

Stefani Polonia

San Diego,CA

Summary

Dynamic executive with over 10 years of experience providing high level of customer service while increasing revenues and facilitating professional development opportunities, dedicated to empowering individuals to reach their full potential and excel in their careers. Successful at leveraging technologies, software and CRM data to identify, analyze and act upon leads, opportunities and sales funnels. Excellent communication, networking and negotiation skills. Committed to achieving strategic sales goals and building loyalty and trust, both externally and internally. Former Division 1 athlete with a strong work ethic and team first mentality.

Overview

5
5
years of professional experience

Work History

Vice President of Sales and Service

Frontwave Arena
11.2023 - Current


  • Demonstrate leadership in a startup environment as Vice President of Sales and Service for a newly constructed arena, tasked with developing and implementing sales strategies for two professional sports teams and premium annual sales initiatives.
  • Lead a team in generating premium annual sales for the arena, courtside season ticket sales and event group sales, achieving revenue targets and establishing key partnerships within the community.
  • Developed innovative sales initiatives to drive ticket sales, sponsorships, and premium seating packages, resulting in increased revenue streams and heightened brand visibility.
  • Played a pivotal role in the recruitment and onboarding process for a new professional sports team, collaborating with team executives to ensure a seamless transition and successful integration into the arena.
  • Established strong relationships with corporate partners, sponsors, and season ticket holders, fostering a loyal fan base and enhancing the overall fan experience.
  • Utilized data analytics and market research to identify new business opportunities and optimize sales performance, continually refining strategies to adapt to evolving market trends.
  • Oversee the day-to-day operations of the sales and service department, providing leadership, guidance, and mentorship to a team of sales professionals.
  • Act as a key liaison between management, stakeholders, and external partners, effectively communicating goals, objectives, and performance metrics to drive alignment and accountability.
  • Successfully brought in over $300k the first month of going on sale.
  • Provide leadership, guidance, and professional development opportunities to departmental personnel, prioritizing staff training and mentorship to support individual growth and enhance team performance.
  • Spearheaded the implementation and creation of a customized ticketing platform tailored to the unique needs and goals of our organization, streamlining the ticket purchasing process and enhancing the overall fan experience.
  • Led the successful implementation of a Customer Relationship Management (CRM) system, designing and implementing processes that align with organizational objectives and facilitate efficient communication and engagement with fans and stakeholders.
  • Developed and implemented a group sales link platform, driving group sales revenue by providing seamless booking experiences for organizations and large parties, resulting in increased ticket sales and revenue generation.
  • Innovated and established the Community Corner Tile program, fostering community engagement and enhancing fan inclusivity by offering discounted ticket options and special experiences, thereby strengthening our ties with the local community.
  • Designed comprehensive onboarding processes for new staff members, ensuring a smooth transition and integration into the organization, while facilitating their understanding of roles, responsibilities, and organizational culture.
  • Established Key Performance Indicator (KPI) metrics and reporting mechanisms using the CRM system, enabling data-driven decision-making and performance evaluation, while providing actionable insights for strategic planning and optimization.
  • Orchestrated and executed the inaugural on-sale event, generating a record-breaking $250,000 in ticket sales revenue in a single day, through meticulous planning, marketing, and execution strategies, showcasing the organization's market presence and demand.

Vice President of Sales, Service & Memberships

San Diego Loyal
01.2023 - 10.2023
  • Increased revenue by 20% by implementing effective sales strategies in sales cycle process from prospecting leads through close.
  • Increased group ticket sales by 53% from the 2022 season to the 2023 season.
  • Increased season ticket sales by 15% from the 2022 season to the 2023 season.
  • Created touch point campaigns for the service team which resulted in premium renewals exceeding goal by 37% in just one month.
  • Establish and monitor staff performance and development goals, assign accountabilities, set objectives, establish priorities, conduct annual performance appraisals, hire, develop,evaluate, mentor and manage the team.
  • Exceeded sales goals by implementing aggressive sales programs, overhauling processes and facilitating market development.
  • Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
  • Contributed to team and customer success by creating and delivering engaging client-facing presentations to communicate Season Ticket benefits.
  • Monitored and adjusted pricing based on market trends and customer feedback to meet expectations and increase sales.
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
  • Implemented high-volume national email marketing campaign, resulting in average of 1,500 leads per month.
  • Implemented innovative programs to increase employee loyalty and reduce turnover.
  • Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
  • Managed accounts to retain existing relationships and grow share of business.
  • Establish strong relationships with the relevant business community and conduct senior-level sales presentations in order to drive ticket sales and premium business.


Director of Sales and Service

San Diego Loyal
01.2021 - 01.2023
  • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity post-pandemic.
  • Managed team of sales representatives, providing guidance, coaching and support.
  • Managed and motivated sales team to increase revenue 20% for our second year as a club post-pandemic.
  • Generated $1.9 million in 2021 post-pandemic which resulted in executing 98% of our overall goal
  • In 2021, out of 35 teams in the USL league, #12 in Season Tickets & Revenue, #3 Group Tickets, #1 in Group Ticket Revenue, #6 Total Ticket sales which resulted in over $2 million in total revenue for our second season post-pandemic.
  • Managed and motivated sales team to increase revenue 16% for our third year in 2022.
  • In 2022, out of 35 teams in the USL league, #15 in Season Tickets & Revenue, top 3 in Group Tickets and revenue, #6 in Total Tickets which resulted in over $2.1 million in 2022.
  • Execution of a new premium lounge and new suites area, theme nights, ticket packages, dynamic pricing, flash sales, and group incentives that generated an overall 16% increase in sales.
  • Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings.
  • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
  • Collaborated with marketing teams to help sales campaigns reach target audiences.
  • Developed sales strategy based on research of consumer buying trends and market conditions.
  • Established a new auto-renewal program for our members.
  • Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
  • Implemented systems and procedures to increase sales.

Sales Manager

San Diego Loyal
04.2020 - 01.2021
  • Built decks on the introduction of San Diego Loyal and who we are, our mission statement, and our goals
  • Guided team on timely and quality execution of discount and membership programs, optimizing adherence to policies, procedures and regulations.
  • Enhanced team performance through training, close monitoring and support of new agents.
  • Provided daily virtual training that focused on B2B prospecting and cold calling, identifying industries within San Diego and how/why they would utilize Loyal tickets, sales podcasts, sales webinars, B2C cold calling and script overview, and group sales training
  • Set daily point expectations to measure metrics for all sales reps that included outbound call numbers (B2B vs B2C), talk time, meetings set, meetings completed, webinars joined, and revenue for the day.
  • Created and executed a new partial plan and benefits, group ticket pricing, and new fan experience for the 2021 season.
  • Created and executed a social distancing plan for the beginning of the 2021 season that was based on capacities of 25%, 50% and 75%
  • Collaborated with the marketing department to create collateral for our website and for the sales team.
  • Developed customer loyalty programs to increase customer satisfaction.
  • Analyzed service reports to identify areas of improvement.
  • Established performance goals for employees and provided feedback on methods for reaching those milestones.

SALES MANAGER

San Diego Seals Professional Lacrosse
10.2019 - 04.2020
  • Guided team on timely and quality execution of discount and membership programs, optimizing adherence to policies, procedures and regulations.
  • Enhanced team performance through training, close monitoring and support of new agents.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
  • Generated over $85k in revenue from October 2019 - February 2020 which resulted in an over 40% increase from previous year.
  • Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
  • Created new fan experience benefits in order to generate more group sales revenue.

Education

Bachelor of Arts - Social Science

San Diego State University
San Diego, CA
12.2014

Skills

  • Service and retention
  • Sales funnel development
  • Employee development and mentorship
  • Business development and planning
  • Goals and performance with KPI's
  • Cold Calling
  • Sales strategy and lead generation
  • Product promotions
  • Sales platforms: Ticketmaster/Archtics, AXS/Backoffice
  • CRM: Hubspot, Microsoft Dynamics

Languages

Spanish
Native or Bilingual
English
Native or Bilingual

Affiliations

  • Director of Membership. WISE San Diego (Women in Sports and Events, Inc.)
  • Board Member - Joe & Mary Mottino Family YMCA
  • Regularly invited as a panelist to speak at colleges and high schools, averaging at least five engagements per year, where I share insights and expertise on navigating careers in professional sports, fostering student engagement, and providing valuable perspectives on industry trends and opportunities.
  • Actively engaged in hosting multiple one-on-one mentoring sessions each month with college students aspiring to pursue careers in professional sports, offering guidance, mentorship, and career advice tailored to their individual interests, goals, and aspirations.
  • Proactively engaged with educational institutions and student organizations to foster collaborative partnerships and enhance outreach efforts, contributing to the development of educational programming and initiatives aimed at preparing students for careers in sports management and related fields.

Timeline

Vice President of Sales and Service

Frontwave Arena
11.2023 - Current

Vice President of Sales, Service & Memberships

San Diego Loyal
01.2023 - 10.2023

Director of Sales and Service

San Diego Loyal
01.2021 - 01.2023

Sales Manager

San Diego Loyal
04.2020 - 01.2021

SALES MANAGER

San Diego Seals Professional Lacrosse
10.2019 - 04.2020

Bachelor of Arts - Social Science

San Diego State University

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Stefani Polonia