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WILSON
Marlton, NJ 08053 | 856.630.6812 (m) | denniscwilson@verizon.net
www.linkedin.com/in/denniscwilson/
TRANSCENDING INDUSTRIAL AND TECHNICAL MARKETS VIA PROCESS AND PERFORMANCE-DRIVEN BUSINESS LEADERSHIP
Clear penetration strategy unclouded by competitive climates and adverse economic conditions
Execution energy and passion balanced by clear judgment and consistent metrics management
PERFORMANCE OVERVIEW
EATON CORPORATION CLEVELAND, OH (2009 TO PRESENT)
$22B global technology leader (101K employees in 175 countries) delivering electrical, hydraulic and
mechanical power management and industrial automation solutions serving broad application needs across
diverse markets.
National Sales Manager Filtration
Manage process and hydraulic filtration sales teams and channels for two company divisions, a $70M$75M
accountability, leading 14 Regional Sales Managers in partnership with 130 distributors and 115 reps.
Sales Methodology and Processes | Channel Strategy and Performance Initiatives | Value-Added
Opportunity Capture
Chief Initiative: Fueled yearly double-digit sales growth after bolstering business infrastructure and creating
collaborative, customer-centric culture: faced down systemic delivery, inventory and quality performance
issues. Motivated change, drove accountability through multiple areas of company and repaired frayed
channel partnerships.
Multiplied business, from
14% boost (from $43.2M to
thrust of 11% (to $54.7M)
$60M).
Led integration, managing
doubled staff after
filtration company.
integrating 7 additional
driving 37%
business (from $7.5M to $10.3M).
Mitigated business risk and rescued relationships with 200 reps and distributors, reversing climate of
mistrust.
Orchestrated cultural conversion centered on voice-of-the-customer (VOC) platform. As company
change agent, piloted organizational refocus on channel accountability earning recognition from
executive management.
Uncovered ongoing customer service, supply chain, delivery and quality issues; presented objective
assessment and transformational program, earning acceptance from executive management.
Launched internal campaign in VOC / channel partner measures to drive performance improvement,
educating and leading an operational matrix (engineering, supply chain, manufacturing, quality,
customer service).
Modeled and coached regional sales management in value-based channel partnering; drove 5.5%
operating margin increase via multiple-market customer expansion / cross-portfolio opportunity pipeline;
continually grew 15%20%.
Forged trust environment expanding channel partner pipeline visibility and internal operational
preparedness.
Addressing 5 Drivers of Shareholder Value, positioned company as agile, integrated product / solutions
provider.
Transformed talent gaps into over-performance by individual Regional Sales Managers and channels,
exceeding targets by 105% and 109% for 2 consecutive years. Championed enhanced sales process and
business advisory programs, elevating technical sales competencies to include strategic 360-business
perspective.
Implemented local and factory training programs, including strategic value pricing training.
Incorporated regular performance meetings and mentoring in relationship management, negotiation and
closing.
Developed product, service and technical support presentation tools, defining specs of complete
filtration product portfolio for proactive solution presentation to target architectural and engineering
segment.
Sparked sales revenue and margin energy nurturing growth in engineered products, from nearly nonexistent to 15%17% of total revenue within 4 years. Broadened market reach through market insight and
needs identification.
Achieved new high-margin (60+% vs. 50% average) engineered product sales by partnering with
application engineering team to streamline product modification process of custom designs.
Led custom filtration system development (targeting cruise line industry); potential of $7M$10M over
3-to-5 years.
Spotlighted national account and key customer management, increasing key-customer revenues by
15% and expanding national customer base through premier customer protocol and company-1st national
account program.
Secured repeat business from A-list clients, shutting out competition via pricing developed with rep
partners.
Energized national account sales and organic revenue via product training and joint sales calls in U.S.
branch offices.
Consummated $3.6M in new business in 3 months, offsetting $2.5M customer loss. Collaborated crossorganizationally (manufacturing/customer support), providing muscle to achieve on-time delivery
performance.
Drove $3M in fine wire medical product sales by spearheading Medical Device Products Division and
global strategy in partnership with product management/engineering/manufacturing. Landed company-1st
European sales agent.
Triggered 15% profit increase from medical device product sales by negotiating higher margin contracts,
enhancing customer partnerships and designing marketing collateral program.
Triumphed over pricing challenge spurred by steel mill supplier appeal to temper burden of alloy price
fluctuation and company need for stable pricing. Negotiated win-win: sole-source supply agreements with
largest clients that improved customer pricing, boosted container purchases from suppliers and
guaranteed pricing for company.
Lifted prototype product delivery performance via engineered projects pipeline review, capturing
qualified targets.
Diversified and broadened market reach from achieving 42% of revenues in 1 market to 85% of revenues
via 12 markets. Formed best-in-class distributor advisory council.
Secured 69 OEM customers/11 industries in 1 year from direct mail campaign, yielding $1.2M during
economic slump.
EARLY SALES EXPERIENCE: Norgren | Wynns Precision, Inc. | The Goodyear Tire & Rubber Company
EDUCATION & PROFESSIONAL DEVELOPMENT
Bachelor of Science in Marketing Management, LaSalle University Philadelphia, PA
Executive Management Development Courses (MBA Equivalent), Fortune 500 Corporate Management
Programs
VP I Director I Sales I Marketing