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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 valuebased sales and marketing propositions that propel revenue / profit growth. Recognized as a topperforming 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