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Susan M. Lehman
132 E. Muskingum Dr ▪ Powell, OH 43065 ▪ Susan@BijouxRoyale.com ▪ (614) 582-7521
S U C C E S S F U L S A L E S & B R A N D M A N A G E M E N T P R O F E S S I O N A L
A N D E N T R E P R E N E U R
“Specialist in Consultative Sales, Rapport Building, and Driving Revenue Growth and Brand Recognition”
A R E A S O F E X P E R T I S E
 Consultative Sales  New Business Development  Product Line Development
 Key Account Maximization  Networking  Proposals/Presentations
 Strategies to develop and maintain
business relationships
 GTMS Development
 Solutions-oriented sales approach
emphasizing customer needs
 Sales Implementation
 Creative problem solver with ability to
drive revenue and exceed profit goals
 Executive summary reporting
P R O F I L E O F E N T R E P R E N E U R I A L A N D S A L E S E X P E R I E N C E
National Sales Director Thirty-One Gifts, Columbus, OH 2014-Present
 Key partner in development of New Consultant Initiative designed to increase retention, recruiting, training and sales
volume in the largest segment of our field.
 Responsible for training over 70,000 new Consultants each year to increase key KPIs of sales, parties per and field growth
by traveling in the field (up to 30% of the time), holding training webinars, celebrating and personal phone calls.
 Traveled into the field, developed program and trained over 300 Consultants at live events.
 Created webinar and trained 2,300 Consultants in the first 3 months.
 Key player in cross-functionalteam which resulted in a 10% increase in sales from new Consultants in their first four
months.
 Increase retention rate of new Consultants by ensuring they start strong in their new businesses,receive the training that is
necessary to grow their business and maintaining confidence in Thirty-One as a company.
 Create seasonaland monthly sales messages and training
 Provide input within season for KPI measurements, providing insights from the field to determine why we are meeting,
beating or below key KPI metrics.
 Recognize patterns and trends within segment.
 Deliver In-Season Sales Messages to drive KPI measures through company sales campaigns, incentives, programs &
training.
 Selected to be part of an elite group dedicated to re-branding Thirty-One Gifts
Manager of Sales Implementation Thirty-One Gifts, Columbus, OH 2012-2014
 Responsible for successfulmulti-million dollar sales programs, from creation of concept to implementation of programs
utilizing cross functional teams consisting of key partners from every department within the company.
 Developed and implemented strategic multi-dimensional sales programs for a field of over 100,000 consultants.
 Implemented January sales program and sweepstakes resulted in 61.5% of the field participating, and over 86,920 parties
that were $200 or more.
 Implemented Fall sales program designed to engage the Consultants which resulted in over 5,503 Consultants earning
every week - 359% over projections.
 Managed expansion and into overseas shipping to consultants living on military bases,which launched two months before
the expected date.
 Managed the seasonalproduct premiere which was shown in 188 theaters in the US and 2 theaters in Canada and had over
54,000 attendees.
 Collaborated with cross-functional teams to flawlessly implement programs including expansion into overseas military
bases,Hispanic market expansion, National Conference programs and incentive programs designed to ensure sales within
a season.
 Responsible for every detail of multiple projects from the GTMS (Go To Market Strategy) and program development to
working with cross-functionalteams such as business intelligence, marketing & communication, purchasing,shipping,
legal, IT and finance.
 Highly organized and systematic, able to manage multiple projects at one time to meet deadlines.
 Team player who also works well independently,encompassing energy, pride, confidence and a dedication to quality
work.
 Known for establishing a reputation of excellence and organization.
Senior Sales Leader Thirty-One Gifts, Columbus, OH 2011-2012
 Worked with team to develop a world class coaching program unique to the Direct Sales industry that provides one-on-
one coaching and training to top level consultants.
 Assisted the field leadership in building the business infrastructure and training skills necessary to build their teams.
 Responsible for coaching 15% of the field leaders and their entire downline teams, stimulating leadership growth and
development and providing a corporate presence to the assigned team.
 Instrumental in developing new company initiatives such as new director training and various train the trainer programs ..
 On taskforce to expand the use of Salesforce within the company.
 Leader of the SIG group for Mastery of Tools and Mastery of Techniques to teach the coaches new techniques and skills
in order to support ourfield leadership more effectively.
Owner/Entrepreneur Bijoux Royale, Dublin, OH 2011-Present
 Created unique customconcept of jewelry based on current market trends designed to increase traffic in retail stores,
creating a collectible jewelry line that customers will return to in order to add to their collection.
 Developed Go to Market Strategy to include marketing touch points, corporate branding, catalog creation and
implementation, website launch, shows,FaceBook, Pinterest and Instagram designed to launch jewelry line into stores.
 Expertise in training, motivating and developing sales field to drive field performance.
 Expertise in business development including market research, market analysis,product/market trends, and adaptability to
adverse market conditions to effectively target customers and markets and optimize the earning potential and
sustainability of the business venture.
Owner/Entrepreneur Crave Designs, Dublin, OH 2006-2011
 Launched a home décor retail store by progressively seizing expansion opportunities
 First conceptualized the business opportunity as in-home sales, which were so well-received that within three months a
storefront was rented to accommodate the demand.
 Through direct marketing campaigns, magazine advertisements and excellent reputation for customer service, grew the
business 200% year after year for first three years. Rented a new storefront after a year which was 3 times as large as new
product lines were introduced and loyal clientele grew.
 Sales doubled annually until construction directly in front of store severely limited customer accessibility and caused a
severe decline in customer traffic. As a result, the brick and mortar store front was closed and re-opened as yet another
innovative concept as an e-business.
 Utilized innovative business strategies and perseverance despite adverse business conditions while still serving as the
Owner/Entrepreneur and not only turned around a declining business venture but also opened in a new format, which
allowed the business to re-gain momentum and profitability.
Territory Manager OneCoast/Ivan Bloom, Chicago, IL 2004-2006
 Managed a territory that included more than 300 customers throughout centralOhio
 Grew client base by 35% over two years
 Worked with Interior Designers and store owners to create appropriate product mixes for their clients
 Leveraged an exceptional ability to turn prospects into customers while driving the revenue of existing customers.
 Pioneered 35 different product lines that were not previously offered in Ohio while maintaining sales in over 50 diverse
product lines.
 Was awarded highest award during OneCoast University training and selected by peers and management as Most
Valuable Player.
Sales & Marketing Manager MedMark Inc., Dublin, OH 1998-2010
 Assisted in the coordination of commission and compensation programs for a medical manufacturer representative sales
group that consisted of5 Sales Representatives and was a family-owned business venture.
 Acted as a liaison in determining the appropriate commissions while collaborating closely with a number of diverse
medical manufacturers spanning disposable products to capital equipment.
E D U C A T I O N
Bachelor of Business Administration Kent State University, Kent, OH 1989
Major: Marketing
Ad

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Susan M. Lehman Resume 2016

  • 1. Susan M. Lehman 132 E. Muskingum Dr ▪ Powell, OH 43065 ▪ Susan@BijouxRoyale.com ▪ (614) 582-7521 S U C C E S S F U L S A L E S & B R A N D M A N A G E M E N T P R O F E S S I O N A L A N D E N T R E P R E N E U R “Specialist in Consultative Sales, Rapport Building, and Driving Revenue Growth and Brand Recognition” A R E A S O F E X P E R T I S E  Consultative Sales  New Business Development  Product Line Development  Key Account Maximization  Networking  Proposals/Presentations  Strategies to develop and maintain business relationships  GTMS Development  Solutions-oriented sales approach emphasizing customer needs  Sales Implementation  Creative problem solver with ability to drive revenue and exceed profit goals  Executive summary reporting P R O F I L E O F E N T R E P R E N E U R I A L A N D S A L E S E X P E R I E N C E National Sales Director Thirty-One Gifts, Columbus, OH 2014-Present  Key partner in development of New Consultant Initiative designed to increase retention, recruiting, training and sales volume in the largest segment of our field.  Responsible for training over 70,000 new Consultants each year to increase key KPIs of sales, parties per and field growth by traveling in the field (up to 30% of the time), holding training webinars, celebrating and personal phone calls.  Traveled into the field, developed program and trained over 300 Consultants at live events.  Created webinar and trained 2,300 Consultants in the first 3 months.  Key player in cross-functionalteam which resulted in a 10% increase in sales from new Consultants in their first four months.  Increase retention rate of new Consultants by ensuring they start strong in their new businesses,receive the training that is necessary to grow their business and maintaining confidence in Thirty-One as a company.  Create seasonaland monthly sales messages and training  Provide input within season for KPI measurements, providing insights from the field to determine why we are meeting, beating or below key KPI metrics.  Recognize patterns and trends within segment.  Deliver In-Season Sales Messages to drive KPI measures through company sales campaigns, incentives, programs & training.  Selected to be part of an elite group dedicated to re-branding Thirty-One Gifts Manager of Sales Implementation Thirty-One Gifts, Columbus, OH 2012-2014  Responsible for successfulmulti-million dollar sales programs, from creation of concept to implementation of programs utilizing cross functional teams consisting of key partners from every department within the company.  Developed and implemented strategic multi-dimensional sales programs for a field of over 100,000 consultants.  Implemented January sales program and sweepstakes resulted in 61.5% of the field participating, and over 86,920 parties that were $200 or more.  Implemented Fall sales program designed to engage the Consultants which resulted in over 5,503 Consultants earning every week - 359% over projections.  Managed expansion and into overseas shipping to consultants living on military bases,which launched two months before the expected date.  Managed the seasonalproduct premiere which was shown in 188 theaters in the US and 2 theaters in Canada and had over 54,000 attendees.  Collaborated with cross-functional teams to flawlessly implement programs including expansion into overseas military bases,Hispanic market expansion, National Conference programs and incentive programs designed to ensure sales within a season.  Responsible for every detail of multiple projects from the GTMS (Go To Market Strategy) and program development to working with cross-functionalteams such as business intelligence, marketing & communication, purchasing,shipping, legal, IT and finance.  Highly organized and systematic, able to manage multiple projects at one time to meet deadlines.  Team player who also works well independently,encompassing energy, pride, confidence and a dedication to quality work.  Known for establishing a reputation of excellence and organization.
  • 2. Senior Sales Leader Thirty-One Gifts, Columbus, OH 2011-2012  Worked with team to develop a world class coaching program unique to the Direct Sales industry that provides one-on- one coaching and training to top level consultants.  Assisted the field leadership in building the business infrastructure and training skills necessary to build their teams.  Responsible for coaching 15% of the field leaders and their entire downline teams, stimulating leadership growth and development and providing a corporate presence to the assigned team.  Instrumental in developing new company initiatives such as new director training and various train the trainer programs ..  On taskforce to expand the use of Salesforce within the company.  Leader of the SIG group for Mastery of Tools and Mastery of Techniques to teach the coaches new techniques and skills in order to support ourfield leadership more effectively. Owner/Entrepreneur Bijoux Royale, Dublin, OH 2011-Present  Created unique customconcept of jewelry based on current market trends designed to increase traffic in retail stores, creating a collectible jewelry line that customers will return to in order to add to their collection.  Developed Go to Market Strategy to include marketing touch points, corporate branding, catalog creation and implementation, website launch, shows,FaceBook, Pinterest and Instagram designed to launch jewelry line into stores.  Expertise in training, motivating and developing sales field to drive field performance.  Expertise in business development including market research, market analysis,product/market trends, and adaptability to adverse market conditions to effectively target customers and markets and optimize the earning potential and sustainability of the business venture. Owner/Entrepreneur Crave Designs, Dublin, OH 2006-2011  Launched a home décor retail store by progressively seizing expansion opportunities  First conceptualized the business opportunity as in-home sales, which were so well-received that within three months a storefront was rented to accommodate the demand.  Through direct marketing campaigns, magazine advertisements and excellent reputation for customer service, grew the business 200% year after year for first three years. Rented a new storefront after a year which was 3 times as large as new product lines were introduced and loyal clientele grew.  Sales doubled annually until construction directly in front of store severely limited customer accessibility and caused a severe decline in customer traffic. As a result, the brick and mortar store front was closed and re-opened as yet another innovative concept as an e-business.  Utilized innovative business strategies and perseverance despite adverse business conditions while still serving as the Owner/Entrepreneur and not only turned around a declining business venture but also opened in a new format, which allowed the business to re-gain momentum and profitability. Territory Manager OneCoast/Ivan Bloom, Chicago, IL 2004-2006  Managed a territory that included more than 300 customers throughout centralOhio  Grew client base by 35% over two years  Worked with Interior Designers and store owners to create appropriate product mixes for their clients  Leveraged an exceptional ability to turn prospects into customers while driving the revenue of existing customers.  Pioneered 35 different product lines that were not previously offered in Ohio while maintaining sales in over 50 diverse product lines.  Was awarded highest award during OneCoast University training and selected by peers and management as Most Valuable Player. Sales & Marketing Manager MedMark Inc., Dublin, OH 1998-2010  Assisted in the coordination of commission and compensation programs for a medical manufacturer representative sales group that consisted of5 Sales Representatives and was a family-owned business venture.  Acted as a liaison in determining the appropriate commissions while collaborating closely with a number of diverse medical manufacturers spanning disposable products to capital equipment. E D U C A T I O N Bachelor of Business Administration Kent State University, Kent, OH 1989 Major: Marketing