SHANE LEHTO
Director
Willis,MI
Summary
Highly accomplished, innovative, and driven leader with a talent for developing and expanding strategic business partnerships. Able to accelerate sales initiatives through keen experience with opportunity analysis. Successful record as a top producer, with a history of providing world-class customer service. Exemplary reputation within the industry, and a track record of consistently exceeding expectations and surpassing objectives. Intricate understanding of effective, cutting edge consulting techniques. Solutions-oriented, adaptable, and proactive. Expertise in guiding, coaching, building collaboration, and mentoring teams. Strong critical thinking and problem-solving skills, with extensive experience analyzing results, running meetings, and sharing best practices. Empathetic leader with a strong desire to elevate others. History of raising the standards of excellence within an organization, with a passion for results, unwavering personal integrity, and commitment to quality. Resilient and adaptable to changing priorities, dedicated to ongoing professional learning, and eager for new challenges.
Overview
32
32
years of professional experience
Work History
Director of Wellness & Fitness Development
Ypurchasing
- Current
- Company Overview: YPG- A YMCA owned purchasing organization that serves as central purchasing for over 4000 locations nation-wide.
- Identify and secure national contracts for products and services needed to support Fitness, Wellness and Aquatics. Analyze current industry trends and nurture strategic partnerships that keep YMCA ‘s relevant in a competitive landscape.
- Strategic account relations- contract negotiations and management of over 140 various vendors.
- Creator of the Ypurchasing education hub- Podcast/webinar series providing education on a wide variety of topics. The initiative is to provide education by subject matter experts to better inform the many YMCA departments to better serve the Mission.
- Support YMCA state alliance’s and national conference’s by speaking on a variety on industry trends and topics.
- Presenting to C-suite leadership teams within the YMCA movement annually to provide financial feedback and budget analysis.
- Lead a team of project managers that work directly with YMCA’s to analyze buying trends and provide consultative services on a wide range of projects. Data management and a high level of various industries is key to our success.
- As a Senior leader I report directly to the CEO and provide vital input and counsel on business decisions.
- Key points- YMCA’s are the largest operators of pools and aquatics programs in the USA.
- YMCA in the US spend over a 1 billion on Fitness & Wellness equipment and services annually.
National account manager -YMCA
Technogym USA
01.2022 - 01.2023
- Develop and maintain relationships at the C-suite level. Guide and mentor the team to better understand the mission and business needs of the non-profit segment.
- Additional responsibilities include managing sales throughout the Midwest.
Key Account and Strategic Account Manager
Precor
01.2016 - 01.2022
- Oversee all sales and operational processes, challenges, and opportunities involving strategic accounts nationwide, and key accounts within a three-state territory. With a focus on YMCAs, health clubs, and education, prepare and deliver effective presentations offering business solutions to develop and expand relationships and sell commercial fitness equipment. Travel approximately 70% of the time, calling on customers, providing customer support, and exploring opportunities to expand business.
- Manage the largest strategic accounts for the company, including for Powerhouse Gym and SPENGA nationwide.
- Member of the Product Development Committee.
- Complete ongoing Product Technology Training.
- Developed and managed an $8 Million book of business.
Territory Manager
Cybex International
01.2009 - 01.2016
- Effectively nurtured partnerships and developed new business throughout territory with a focus on health clubs, YMCAs, and colleges, and provided ongoing guidance, training, and support to key customers. Conducted extensive analysis and review of sales data to identify innovative relationship building opportunities. Mentored and coached sales support staff. Reviewed industry trends to identify viable new equipment and evaluated alignment with marketplace standards.
- Successfully secured multiple lucrative long-term business relationships with five of the largest YMCAs in the Midwest.
- Tapped by senior leadership to work on specialized marketing and manufacturing advisory boards. Collaborated with board members and executive level team members on long-term business goals and marketing plans.
- Ranked as company’s “Top Performing Sales Producer” three years in a row, and “Highest Sales Over Quota” twice.
- Delivered 20% of the company’s total sales revenue.
Operator/Owner
Nothin' But Throttle
01.2003 - 01.2009
- Managed daily operations and five retail sales associates and service experts. Developed all standardized documentation to clearly communicate SOPs to personnel. Purchased and maintained inventory. Managed all customer service training and implementation.
- Implemented POS system, resulting in enhanced efficiency, control of inventory levels, and improved resource management.
- Named “Most Trusted Local Business” for Wayne County by the Better Business Bureau.
District Manager
The Fitness Experience
01.1998 - 01.2003
- Recruited to develop and expand Michigan territory from the ground up. Championed the commercial sales initiative, and hired, trained, and managed team. Analyzed lead generating reports to determine viable prospects and target demographics.
Territory Director
American Exercise
01.1994 - 01.1998
- Managed overall growth and performance of 12 locations in two different states. Promoted twice to positions with additional responsibilities.
Education
Bachelor of Science - Sports Science
Northern Michigan University
Marquette, MISkills
- Account Management
- Customer Negotiations
- Presentations
- Best Practices
- Goal Setting
- Problem Resolution
- Client Service
- High Impact Presentations
- Project Management
- Closing Deals
- Lead Development
- Relationship Management
- Coaching and Mentoring
- Needs-Based Selling
- Revenue Growth
- Cold Calling
- New Product Launches
- Strategic Alignment
- Creative Team Leadership
- Powerful Negotiations
- Team Training
- Story telling
Affiliations
- USA Swimming
- YMCA USA
- Fitness Industry Suppliers Association
- Heath and Fitness Association
- Project Management Institute
- National Academy of Sports Medicine
Timeline
National account manager -YMCA
Technogym USA
01.2022 - 01.2023
Key Account and Strategic Account Manager
Precor
01.2016 - 01.2022
Territory Manager
Cybex International
01.2009 - 01.2016
Operator/Owner
Nothin' But Throttle
01.2003 - 01.2009
District Manager
The Fitness Experience
01.1998 - 01.2003
Territory Director
American Exercise
01.1994 - 01.1998
Director of Wellness & Fitness Development
Ypurchasing
- Current
Bachelor of Science - Sports Science
Northern Michigan University
Training
- Advanced training completed in a wide range of business-related topics, including:
- Account Management
- Advanced Sales Techniques
- Customer Service
- Equity and Diversity
- Emotional Intelligence
- Goal Setting and Accountability
Community Service
Lincoln Consolidated Schools, Volunteer Coach, Volunteer (Girls on the Run), Volunteer Coach (Elementary School Soccer)
Awards
Consistently met and exceeded performance goals. Successfully grew commercial sales by $5 Million in a single sector, achieving over 100% of the industry standard., Honored with “Territory of the Year Award”.
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