DENNIS C.

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

Global Sales, Business Development & Marketing Executive
Process & Performance Improvement | Channel Development | New Business & New Product
Leadership
Lead through a Dual-Powered Strategic and Hands-On Management Style
Career Record of Organizational Transformation: Lead culture change—splicing organizational DNA with
best-practice methodologies, process leadership and coaching. Unfailing performance in channel and direct
sales.
Package Global Business Acumen into Repeatable Processes and Real-World Action Plans—Improving
Revenue, Profit and Market Share: Uncover business opportunities, solve problems, build strategic business
plans and tactically and meticulously maneuver through the detail for a flawless execution.
Mastery of the Art of Leading Leaders: Change behavior, lead by example, apply positive influence and
strategic vision guiding teams to do the right things when facing challenging decisions. Exceptional business
and training insight highlighted by leadership of all organizational turnarounds and as the developer of an
award-winning Rutgers University Sales Management Certificate program* becoming Caterpillar-required
dealer sales training at 1,500 dealerships globally. (*Chief Learning Officer Magazine “Learning in Practice
Award for Excellence in E-Learning”).
Core Value: Influential across multiple business players, colleagues and industries,
including diverse OEM markets -- can tactfully execute both internally and externally.

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).

$43.2M to $60M. Propelled
$49.3M), 2011; continued 2012
and 10% growth, 2014 (to
expanded sales operations and
acquisition: German hydraulic
Synergized sales team
regional sales managers,
enhancement in hydraulic

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856.630.6812 (m) | denniscwilson@verizon.net

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.

SYSTECH INTERNATIONAL — CRANBURY, NJ (2007 TO 2008)
$20M+ vision inspection systems leader offering supply chain visibility, packaging and authentication
solutions
serving diverse industries including pharmaceutical, biotechnology, medical device and healthcare in 26+
countries.
Director of Sales
Recruited to rebuild underachieving international and domestic team of 4 RSMs, 1 OEM Specialist and 1
European Sales Manager in sales of vision inspection systems (high-speed digital imaging cameras and report
software modules) and equipment training packages to leading 20 international pharmaceutical
manufacturing companies.
Capital Equipment Expertise | Sales Team Mentoring and Turnaround | Targeted International and OEM
Programs

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856.630.6812 (m) | denniscwilson@verizon.net

Chief Initiative: Delivered on performance-turnaround mandate, coaching team accomplishment: 36%
increase in pipeline value producing 20+% revenue improvement, 2007 (from $14.5M to $17.5M); additional
24% to $21.7M, 2008.
▪ Instilled culture of ownership and accountability, achieving 15% company-wide close ratio improvement.
▪ Mentored competencies in complex capital equipment sales cycle and implemented 120-day account
penetration metrics program providing real-time sales cycle visibility and close readiness.
▪ Created new OEM revenue channel, delivering $370K in first 6 months. Established global OEM specialist
role and coached performance resulting in exclusive vision system agreements with packaging equipment
manufacturers.
▪ Strengthened international market presence and resulting revenue results, recruiting International Sales
Manager to plan and steer focused international marketing and sales programs.

MARYLAND SPECIALTY WIRE — COCKEYSVILLE, MD (2004 TO 2006)
$100M manufacturer of stainless steel and nickel-based alloy wire products supplying
customers in the aerospace, medical, industrial, technology and telecommunications industries.
Vice President of Sales & Marketing – Wire & Cable Divisions
Helmed customer-focused transformation to reverse declining sales. Negotiated multiyear, multimilliondollar contracts and directed marketing: product development / launch, segmentation, pricing, sales /
training; 20 direct / rep sales agents.
Organizational Restructuring and Culture Change | New Medical Products Division Start-Up | Business
Development
Chief Initiative: Championed customer-first culture change, coaching high-level solution-selling
methods and customer partnerships that produced $10M+ sales increase.


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.

COMPACT AUTOMATION PRODUCTS — WESTMINSTER, SC (1999 TO 2004)
$12M+ Division of $200M organization designing, manufacturing and marketing custom-engineered hydraulic
and air cylinders; pneumatic linear and rotary actuators; and flow controls for motion and control
applications.

National Sales Manager / Marketing Manager – North America
Tapped by President to rebuild sales organization with rapid promotion to expanded marketing role.
Led 11 reports managing a network of 50 distributors and 365 indirect sales reps.
Market Diversification | Channel Development | Marketing Program Design and Execution
Chief Initiative: Vaulted revenue to $12.3M from $9M, and garnered 18% margin improvement.
Redirected sales energy through market vision and design of disciplined marketing infrastructure.
▪ Planned and executed sales management channel, and product development, building complete
marketing structure, programs and collateral, including product development and market / competitive
S.W.O.T analyses.
− Enhanced talent selection and training—focused on competencies, capabilities, applications and market
needs.

Dennis C. Wilson, Page 4


856.630.6812 (m) | denniscwilson@verizon.net

− 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.

PARKER HANNIFIN CORPORATION — CLEVELAND, OH (1995 TO 1999)
$13B Fortune 500 global leading diversified manufacturer of motion and control technologies. Employs
58,000.
Business Development Manager, Automation Group – Pneumatic Division (1996 to 1999)
Regional Sales Manager – Finite Filter Division (1995 to 1996)
Quickly advanced to lead Northeast regional business development efforts for $67M Automation Group,
directing tenured 6-member sales team and field sales distribution network of 65. Managed distribution and
sales
to OEM customers in 13 states for $13M Filtration Division, in earlier regional sales management role.
Double-Digit Business Growth | New Product Development and Introductions | Performance Improvement
Chief Initiative: Produced increases: 38% in revenue (from $8.3M to $11.5M) and 20% in profit via paradigm
shift.
▪ Boosted automation group sales by $1.5M in 3 years, driving 4 product introductions, 3 that landed new
OEM clients.
▪ Delivered 25% filtration sales surge in 12 months—overachieving goal by 103%, compared to underobjective performance of 71% the previous year. Accomplished $2M in sales, from $1.6M, maintaining 45%
margin.

ADDITIONAL EXPERIENCE IN ACADEMIC PROGRAM DEVELOPMENT & TEACHING
Program Development Consultant / Sales Management Certificate Program Facilitator, Rutgers University
Adjunct Professor, Rutgers University School of Business | Adjunct Faculty, Burlington Country College,
Business Program

EARLY SALES EXPERIENCE: Norgren | Wynn’s 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