Sales Manager

Dear Sir or Madam:

I understand that ABB is seeking an experienced "Alliance Account Manager

Low Voltage Products -Westerville, Ohio" with a proven record of success in

achieving and exceeding sales goals, driving new business and creating

strong long term customer relationships by taking a solutions-oriented

consultative selling approach and providing value-added engineered

solutions to industrial, commercial, manufacturing, OEM, engineers,

contractors, distributors/dealers, National/Strategic Accounts, gov't

agencies, business owners, and end-user customers through multiple channels

of distribution.

I have extensive national/regional/territorial sales engineering, sales

management, business development and project management experience, for

example, prior to my employment as an independent manufacturer's

representative in the medical devices industry, I was a National/Global

Accounts Regional Team Leader for The Trane Company, a major HVAC equipment

and building automation controls manufacturer, and provided our customers

with value added engineered solutions that met their business requirements.

As a result sales in my region increased 675% from $6.7 million to $51.9

million over a 10 year period. Sales calls in this environment were

typically made at the vice president level or higher, e.g., VP Engineering,

VP Manufacturing, VP Construction, VP Facilities/Maintenance, Director of

Energy Management, etc. and customer types were typically large

national/global companies and included manufacturers, industrials,

pharmaceuticals, OEMs, telecoms, hospitals, and "large and small box"

retail chains. The solutions provided were for both HVAC building comfort

as well as manufacturing/production/industrial process applications.

In addition, as a distribution center/branch office sales manager and sales

engineer for both an HVAC equipment manufacturer and a mechanical

contractor, I have proven and documented sales engineering/sales management

experience providing engineered solutions to industrial/commercial/retail

businesses, military and government agencies, consulting engineers,

architects, contractors, distributors/wholesalers, dealers, and independent

rep firms.

I have attached my resume for your perusal. (PLEASE NOTE: My most

pertinent qualifications in my resume are prior to 2003 and for your

convenience I have HIGH-LIGHTED in RED the relevant sections pertaining to

this position.).

Although my product background has primarily involved the HVAC systems and

Building Automation Systems/Controls industry, I do have a working

knowledge of low voltage controls and a strong business and

engineering/technical aptitude, and I do have substantial experience in

providing OEM, Industrial, Commercial, Manufacturing,

Construction/Contractors, Distributor/Dealers, National/Strategic Accounts,

government/military agencies, institutional, Business Owners, and end-user

customers with engineered solutions, and believe that my business acumen

and business development and sales engineering skills and expertise are

transferable and will enable me to quickly become industry savvy.

I am performance driven and confident that I can help ABB achieve its

performance objectives.

I look forward to learning more about this opportunity.

May we talk?

Sincerely,

Michael Stoltz

Ph: 614-***-****

Michael D. Stoltz

6695 HERON COURT

Orient, Ohio 43146

614-***-**** abgwl4@r.postjobfree.com

A qualified business leader with extensive experience in developing and

managing business groups for customer acquisition and development,

sales/distribution, and program/product development. A solid record of

proven strategy development and implementation abilities in complex

business circumstances especially with large national companies. An

innovative and productive management professional, combining creativity,

organizational, and analytical competencies with strong team building,

interpersonal, and leadership skills.

Self-employed 2006 - 2011

Independent consultant on specialized HVAC projects for Blue Wave Company,

Mystic, CT.

Manufacturer's Representative-medical devices industry 2003 - 2006

Recruited by Hydrofera, LLC, a small PVA (Polyvinyl Alcohol) foam

technology company, to represent their new technological break through in

the medical devices industry-Hydrofera Blue Bacteriostatic Wound Dressings-

in the state of Ohio.

The mission was to promote the sale of and solicit orders for Hydrofera

Blue in the wound care market segment of Ohio's Long Term Care market.

Accordingly, the following strategies and tactics were developed and

utilized:

. Created Power Point presentations and promotional materials to

introduce Hydrofera Blue Bacteriostatic Wound Dressings to wound care

professionals. The presentations focused on Hydrofera Blue's superior

medical and economical benefits, its broad spectrum of applications,

and ease of use.

. Performed "in-service" presentations at hospitals, doctor's offices,

wound centers, skilled nursing facilities, home health agencies, and

wound care symposiums and influenced key decision makers, e.g.,

physicians, physician assistants, nurse practitioners, wocn's, etc. to

prescribe Hydrofera Blue as their dressing of choice to use on

patients with infected, hard to heal, and/or chronic wounds. Thereby,

creating push/pull market dynamics through the traditional channels of

distribution.

. Established a statewide network of pharmacies and durable medical

equipment suppliers to fulfill patients' prescriptions and assisted

them on Medicare Part B coding and order processing techniques that

maximized their margins.

Accomplishments:

. Increased sales from 0 to $102,000

. Acquired 103 new accounts

. 2006 sales: $225,000

Michael D. Stoltz Page Two

The Trane Company, La Crosse, WI 1986 - 2002

(Manufacturer of heating, ventilating, and air conditioning equipment and

controls)

National Accounts Regional Team Leader 1990 - 2002

Upon receiving a renewed corporate commitment to Trane's, then fledgling

$29 million National Accounts initiative, the newly appointed Vice

President of National Accounts promoted me to National Accounts Regional

Team Leader-Southeast Region and made me a member of his management team.

The team's objective was to create a new National Accounts department by re-

engineering and process mapping the existing program. The National

Accounts Department's vision was: (1) - to become recognized as a World

Class National Accounts Program by our customers, industry and professional

sales and marketing peers and associations, (2) - to establish goals and

strategies that produce investment grade performance, and (3) - to realize

personal growth for an empowering, enabling, and challenging workplace that

thrives on change, creativity, fun, and teamwork. My role as National

Accounts Team Leader was to lead teams in support of the customer's total

heating, ventilating and air conditioning requirements. The teams existed

within the field sales offices, Trane headquarters and Business Units, and

within the customers' organizations.

Regional Accomplishments:

. Increased regional sales by 675% (23% per year) from $6.7 million to

$51.9 million over a ten year period, despite a decrease in size of

the region.

. Acquired 47 new accounts.

. Recruited 26 new National Account Executives.

. Increased average account penetration 167%.

. Increased selling levels (profits) by 5%.

. Earned 103% of bonus on average.

Management team accomplishments:

. Departmental sales increased 957% (24% per year) from $29 million to

$306.5 million.

. Developed and authored:

. The Department's Mission/Vision statement.

. A National Accounts Business Relationship Plan Agreement (this

document became the standard to be used for all strategic

accounts corporate wide).

. An example National Accounts New Systems Business Solutions

Agreement.

. Developed and implemented a working model to support

complex/decentralized national accounts.

. Recognized by SAMA, Strategic Account Management Association, as a

"Best in Class" National Accounts organization.

. Facilitated the formation of cross-functional teams comprised of

Business Unit leaders, National Account Executives, and customer

representatives to ensure the understanding and achievement of

customer requirements. In some cases, these teams' activities led to

the creation of new product offerings, e.g., added value factory

installed options and a building management software package.

. Developed and facilitated national and regional National Account

management training sessions resulting in increased National Accounts

Department awareness corporate wide and empowering existing sales

engineers to become National Account Executives.

. Developed and instructed a "Creating a Competitive Advantage" training

session for the department's National Account University.

Michael D. Stoltz Page Three

The Trane Company (continued)

National Account Executive 1986 - 1990

Asked to rejoin the Trane Company as a National Account Executive by the

company's General Manager of Restaurant National Accounts and be

responsible for increasing sales, acquiring new accounts, increasing

account penetration, and training and mentoring new sales engineers to

become effective National Account Executives.

. Increased sales 294% (41% per year annual growth) to $4.14 million.

. Acquired 6 new accounts.

. Increased business to franchisees of existing accounts 220%.

. Designed the heating, ventilating, and air conditioning systems for all

accounts giving Trane a distinct competitive advantage.

. Received the 1987 Sales Team of the Year Award.

Cummings Signs, Nashville, TN 1984 - 1986

Sales Manager Columbus Plant

Upon the dissolution of the Kleen-Pak subsidiary, the president of Cummings

Signs appointed me to Sales Manager Columbus Plant, the company's largest

custom sign division with sales of $12 million. Reporting to the

division's general manager, I managed a staff of 17 people consisting of

the sales department, art department, and engineering/estimating

department. Developed and implemented sales/marketing plans, pricing

levels and policies, subcontract policies, and staffing requirements to

achieve corporate objectives. As a result, sales consistently exceeded

corporate assigned budgets by 12%.

Kleen Pak Inc., (subsidiary of Cummings Signs), Nashville, TN 1983 - 1984

General Manager

Recruited by the executive vice chairman of the board to serve as general

manager for a startup subsidiary involving a patented and proprietary

sewage treatment system. Reporting directly to the CEO, instituted and

developed strategies for company structure and organization, product

research and development, manufacturing requirements, channels of

distribution, sales and promotion plans. Within one month of joining the

company, determined that the product was tantamount to a perpetual motion

machine which therefore could not function as promised. At the year end

board of directors meeting I convinced the CEO to dissolve Kleen-Pak, thus

saving Cummings Signs and additional $450 thousand in patent rights.

The Trane Company LaCrosse, WI 1971 - 1982

Sales Manager Nashville Distribution Center 1978-1982

Promoted to Dealer Sales Manager for new startup company owned distribution

center covering four southern states. Recruited, hired, trained, and

managed 6 man sales force. Managed sales and gross profit objectives,

developed and implemented salesman compensation package, dealer sales

plans, pricing levels, sales promotion plans, and product mix requirements.

. Increased sales 34% per year from $2.5 million to $8 million.

. Gross margins exceeded corporate assigned objectives by 23%.

. Acquired 35 new Trane dealers.

. Converted a new Trane dealer to a Trane Comfort Corps Dealer (this

required that the dealer change his company's name to include the Trane

name and that he pay Trane a fee of 1.5% of company sales per year).

Michael D. Stoltz Page Four

The Trane Company (Sales Manager Nashville Distribution Center continued)

. Our Distribution Center received the President's Cup Award based on sales

performance, profitability, expense management, inventory turnover, and

attitude. Was given official recognition by general manager as being

instrumental in achieving this award.

Dealer Consultant/Sales Engineer 1973-1978

Served as Dealer Consultant, a liaison between company headquarters and

dealers, to ensure achievement of business objectives of both parties by

providing sales/marketing, engineering, and financial expertise, advice,

and counsel to respective dealer accounts.

. Formulated and implemented promotional and lead generation programs for

Trane Dealers.

. Trained new sales engineers in heating, ventilating, and air conditioning

system design, installation, and estimating.

. Personally designed a system that resulted in securing a $300,000

contract by one of our key dealers. Corporate financial group credited

this one job with saving the dealer from bankruptcy.

. Consulted with owners of Trane Dealers to develop strategies and

implement plans for achieving the dealers' objectives. Was often

requested to serve as General Manager for these dealers when the owners

were vacationing.

. Directly involved with acquisition and merger negotiations and

recapitalizations of existing dealers (secured loans of $200,000 and

$35,000 for two key accounts). Personally supervised the liquidations of

two existing dealers and held company write-offs to a minimum of

$500,000.

. Saved largest account in territory from bankruptcy by negotiating with

banker and totally restructuring the organization, cutting overhead by

$360,000.

Dealer Consultant/Sales Engineer-in training 1971-1973

Training consisted of:

. 9 months formalized classroom instruction on HVAC system design and

application, air conditioning contractor business management, and field

sales office operations. - La Crosse, WI and Wilton, CT.

. 9 months deployment as a sales engineer for Encon Trane Air Conditioning

Co.- Stratford, Ct., a Trane strategic partner/Trane Comfort Dealer, to

learn "real world" HVAC system design, estimating, sales and service.

(The Trane Co. subsidized Encon Trane Air Cond. Co. for my employment.)

Education and Training

BSME, The Ohio State University

MBA, Xavier University

Contact this candidate