MICHAEL GATCHELL

3169 ESTATE DRIVE, OAKDALE, PA 15071

mg5fd48c@westpost.net 412.400.0459

===================PROFILE====================
REGIONAL SALES MANAGER
High-Performance sales executive recognized for
stellar sales results by creating and executing value-
based sales and marketing propositions that propel
revenue / profit growth. Recognized as a top-
performing sales leader for the past 12 years
exceeding sales quota by as much as 100%. Recipient of
multiple awards for individual and team sales
production. Ability to understand and assess
marketplace size, dynamics, competition, customer
positioning and market needs. In-depth experience in
uncovering the customer's needs / hurts and providing
solutions that ensures successful solutions.
================Core Competencies==================
Sales Force Automation / CRM Expertise * Territory
Management * Consistent Sales Leader * Consultative
Sales * Strategic Business Planning / Execution * Competitive
Market Intelligence * Performance Metrics * B2B Sales
Leadership / Team Development * Major Account
Development / Retention * High-Impact Presentations
Strategic Sales - C-Level Presence * Pricing
Strategies & Structures * Savvy Multi-Channel
Marketing
=================CAREER PROGRESSION=================
YellowRoadway Corp (YRC), Buffalo, NY / Erie, PA 1994 - 2010
YRC is a global leader in the shipping and
transportation industry following the merger of Yellow
Freight and Roadway Express in 2008. www.yrc.com
SALES DEVELOPMENT MANAGER - Central Division (10/09 - 4/10)
Promoted to improve the sales skills of each sales
member within a $900M, 7-state division. Sales members
included 6 Directors of Field Sales, 48 Account
Executives, Director of Specialized Services and a
team of Sales Support Specialists. Challenged to
maximize the knowledge and skill sets of each
representative to improve market penetration, increase
sales, and solidify customer relationships. Created
sales training tools, e-learning programs, seminars,
and webinars to provide real time learning. Mentored
individuals on a 1:1 basis. Highlights:
* Mentored Directors of Field Sales and Account
Executives in developing their teams.
* Developed/utilized seminars, webinars, conference
calls and on-site meetings for groups training.
* Improved AEs' understanding of product portfolio
by 9.4% within 90 days through collaboration with
T&D department to design/implement an
individualized assessment program that evaluated
product knowledge.
* Created Virtual Sales Ride program to critique
and improve AE's daily planning focusing on
customer's needs, sales opportunities, and
presentation/closing skills.
DIRECTOR OF FIELD SALES, Pittsburgh, PA & Buffalo, NY
(2006 - 2009)
Directed all sales efforts to grow a $130M territory
led by 15 Account Executives, Inside Sales Executives,
Specialized Service Manager and support staff.
Challenged to facilitate the integration of sales
teams from Yellow Freight and Roadway Express,
following the corporate merger. Ensured optimum
territory coverage and retention of existing client
base. Provided extensive training for the combined
sales force. Highlights:
* Increased Division sales by 15% ($130M - $150M)
from 2007 - 2008).
* Achieved top 5 (of 63) Director of Field Sales
status in the country for 2008.
* Awarded Director of Field Sales Man of the Year
for the Central Division (#1 of 6).
* Finished as one of the top 10 Directors of Field
Services (60) in the country for 2007
* Runner-up for Director of the Year for the
Central Division for 2007.
* Guided sales teams to win numerous Division sales
contests for 2007-2008
SENIOR ACCOUNT EXECUTIVE, Falconer, NY/Erie & Dubois,
PA (2004 - 2005)
Built and expanded a $16M customer base by providing
superior customer service, competitive pricing
structures and improving the delivery of products.
Developed relationships that differentiated the
company from competitors, which resulted in securing
incremental business from multiple locations
throughout the US, Mexico and Canada. Collaborated
with other executives throughout the US to meet
customers' needs. Highlights.
* Increased revenue from $16-20M in 2 years through
effective sales efforts.
* Developed revenue increases from 4 primary
accounts by $3.75M.
Account Executive, Falconer, NY/Erie, PA (1997 - 2003)
Chosen to penetrate and expand an $11M territory by
proactively selling services to gain new business
through prospecting, cold-calling, networking and
generating leads and referrals. Developed and
maintained key accounts by working closely with
stakeholders to provide better service, price points
and overall satisfaction compared to the competition.
Highlights:
* Grew sales of 4 major accounts by $1.45M through
improvement in margins, increased business, and
developing niche product growth.
* Achieved Vice President's Club recognition for
2003.
DISPATCHER/SENIOR SUPERVISOR (1995 - 1997)
MANAGEMENT TRAINEE/SUPERVISOR (1994 - 1995)
=========EDUCATION & PROFESSIONAL DEVELOPMENT===========
BS, Business Management (2 courses to finish program)
Lake Erie College, Painesville, OH
Associate of Applied Business; Management * Lakeland
Community College, Mentor OH
Microsoft Office Excel, Outlook, PowerPoint and Word *
PeopleSoft
Speak! Present! Influence! Training Course through
VoicePro, Inc. * PowerSales * Acclivus Sales
Roadway Sales University * Roadway Management Training
Program
==========COMMUNITY/CIVIC AFFILIATIONS==========
Volunteer ~ Little League Baseball & T-Ball * Bemus
Point, NY schools (2005 - 2008)
Member & Coach ~ Maple Grove High School (Bemus Point,
NY) Sports Boosters