Sales Manager

DUANE T. HAMPTON

**** **** ***** ***** ***** *********@***.*** Residence: 918-***-****

Bixby, Oklahoma 74008 Cellular: 440-***-****

DIRECTOR / VICE PRESIDENT SALES / MARKETING / BUSINESS DEVELOPMENT

Strategic-Thinking professional that has developed and executed innovative sales and marketing

methodologies that transform corporate strategies into revenue generation. Skilled at leading sales and

marketing teams as well as negotiating contracts. Hands on executive with proven ability to get up to

speed quickly. Extensive experience with electromechanical, pneumatic and hydraulic products used in

industrial markets.

AREAS OF EXPERTISE

Strategic Execution Marketing Management Sales Management

Market Planning / Assessment Key Account Planning P & L Experience

Customer Service Management New Product Development Executive Management

ACCOMPLISHMENTS

Senior executive sales and marketing person for a leading industrial distributor with $110 million in

revenue.

Led the Profit and Loss effort that increased EBITDA and margins over a two year period by creating

product solutions and fluid power catalog sales by $10 million over a two-year period.

Developed and implemented the commercialization plan that identified market segments, product

pricing strategy, target customers application and sales gaps. This resulted in $20 million in

incremental global sales.

Led the sales, marketing, engineering and manufacturing functional areas that resulted in increased

product sales year over year and several new products introduced into the market that generated $5

million in revenue.

Implemented sales and marketing plan that increased market share, facilitated sales and marketing

coordination, increased product sales 10% and product margins 3% over a two-year period.

Developed and implemented the marketing and sales plan for the aluminum foundry market that

increased product sales over 100% and margins more than 20% over a seven-year period.

Increased sales at 450 distributor locations across the US using innovative sales and marketing

campaigns.

Led a sales team of 12 outside and 11 inside sales engineers.

Led marketing team covering four industrial markets, three product lines and market research.

Led both domestic and international sales teams in the introduction of new products.

PROFESSIONAL EXPERIENCE

TD WILLIAMSON, INC., Tulsa, Oklahoma 11/2006 – 10/2008

Products included pigs, smart pigs, smart plugs, closures and launchers, hot tapping and plugging

equipment sold into water market, oil and gas market.

Director of Business Development and Marketing

Member of Executive Team and manager of 20 internationally geographically-dispersed associates.

Created the Integrated Marketing process. Implementation of this process resulted in 100%

improvement in alignment between sales and marketing and a increase in ROI by 25%.

Led the product commercialization process to address poor new product introduction rates. This

process-increased sales by 25% for one new product line.

DUANE T. HAMPTON PAGE 2

Led the development of the new TDW website to increase customer online interaction. This resulted

in proactive email campaign, marketing database, customer segmentation, and website optimization.

Created and implemented the road mapping process, identified key technologies that propelled the

new product development and strategic planning effort.

SWAGELOK COMPANY, Solon, Ohio 7/2002 – 10/2006

Products included Tube Fittings, ball valves, check valves, butterfly valves, automated valves, pressure

regulators, manifold valves, tubing, and actuators sold into oil and gas market and alternative fuels

market.

Director of Product and Market Development

Member of Operating Committee and manager of 20 geographically dispersed associates internationally.

New product introductions were not achieving market penetration. Created Market

Commercialization process that generated $20 million in incremental revenue on a worldwide basis.

Oil and gas market looked to suppliers to increase technician efficiency. Led the strategic direction

planning process, which resulted in the development of automated valve technology.

Developed the product health analysis process that resolves declining sales and margins on core

product lines, thereby extending their product life cycle and increasing profits by 10%.

Prioritized key account objectives by reviewing key account call reports and directing the sales

engineer call planning process, resulting in 25% increase in sales close rate.

APPLIED INDUSTRIAL TECHNOLOGIES, Cleveland, Ohio 1/2000 - 6/2002

Products included air preparation, pneumatic cylinders, pneumatic valves, fluid connectors, hydraulic

power units, hydraulic pumps, hydraulic valves, hydraulic motors and brakes, hydraulic filtration and

hydraulic cylinders sold into industrial machinery, paper, plastics, mobile equipment, food, electrical, oil

and gas, steel mills, automotive and concrete markets.

Marketing and Sales Director, Fluid Power Division

Member of Executive Team and manager of 25 geographically-dispersed associates domestically.

Created the division’s first all fluid power catalog, featuring 400 pages of both pneumatic and

hydraulic components, and unique presentation of fluid power circuits with superimposed

components photos. This initiative established the true market price for fluid power products for AIT.

Catalog increased margins on featured components by 10%. Catalog increased fluid power sales by

$5 million per year for its first three years of existence.

Led the development of innovative sales sheets that focused on market segmentation principles.

Increased sales in target markets by 25% and gross margin dollars by 19% over a one-year basis.

Developed the pricing segmentation policy to gain maximum margin from fluid power products,

thereby increasing margins 3% in 2 years.

EATON CORPORATION, Cleveland, Ohio 1/1997 – 1/2000

Products included pneumatic and hydraulic clutches and brakes sold into metal-working, can making,

automotive, oil and gas market, pulp and paper markets.

Market Manager, Airflex Division

Created the division’s first marketing plan for the metalworking market to segment the market for the

sales force. Metalworking marketing plan increased sales 10% in one year.

Negotiated 15% lower purchasing cost from Italian supplier. Determined that purchasing product

pre-assembled instead of assembling in house was a cost savings.

Focused sales force efforts by introducing market segmentation principles. Two new segments were

introduced that offered new opportunities. This resulted in development of a new product to attack

one segment and development of an aggressive sales plan to attack the other.

DUANE T. HAMPTON PAGE 3

FOSECO Inc., Cleveland, Ohio 1/1990 – 1/1997

Products included degassing equipment and metal treatment station sold into aluminum foundry,

aluminum cast house and automotive markets.

Product / Sales Manager

Produced the company’s first aluminum industry marketing plan. Increased market share from 10% to

45% in 5 years. Increased quantity of consumable products sold on a yearly basis by 150%.

Created a market presence for a new degassing equipment product line. Product had only been in

existence one year prior to me joining the company. During my tenure, the product line was

broadened 50% to reach new market segments.

Grew new products sales from $25,000 to $5 million over a 7 year period.

Argo Tech Corp. / (formally TRW) 1/1985 – 1/1990

Major supplier of military grade nuclear components to support the nuclear Navy.

Project Leader/ Test Engineer

Directed the activities of twenty technicians. Several tests were being conducted simultaneously therefore

as many as 10 technicians could be under my direction at one time.

Operationally ensured the timely shipment of nuclear control rod drive mechanisms to the nuclear navy by

managing the quality review process, testing process and assembly process.

Managed the assembly and testing of the division’s largest nuclear control rod drive (CRD) production

items. On time shipment represented $30MM to the company on a yearly basis.

Timken Co. 1/1980 - 1/1985

International supplier of tapered roller bearings to automotive and industrial markets.

Test Engineer

Became bearing life test expert and directed the activities of test technicians. Conducted

approximately 30 different life tests and work with retiring expert to gain reputation.

Wrote FORTRAN software programs to conduct data analysis. The data analysis consisted of varies

regression analysis and curve fitting methods.

Presented test findings to automotive customers and company sales personnel. As part of the sales

presentation to large automotive customers, bearing life test data were presented to customers.

EDUCATION

Master of Business Administration, 1990

Baldwin Wallace College, Cleveland, Ohio

Bachelor of Mechanical Engineering, 1981

Cleveland State University, Cleveland, Ohio

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