Damian Marano
San Francisco,CA
Summary
Accomplished executive at The Coca-Cola Company with a strong focus on business development and cross-functional team leadership. Innovated Coca-Cola
Overview
13
13
years of professional experience
1
1
Certification
Work History
Global Director Sales and Business Development
The Coca-Cola Company
San Francisco, USA
01.2023 - Current
- Manage $200 Million ARR customer portfolio
- Responsible for strategic business planning, sales and marketing execution
- Built Coca-Cola's first AI RGM model with customer data in 90 days
- Built Coca-Cola's first VOICE AI solution for restaurant customers in 6 months
Chief Executive Officer
Docklight Brands
San Francisco, USA
01.2018 - 01.2023
- Developed go to market strategy for a pre-revenue CPG startup focused on Marley wellness products
- Built our brand and product formulation IP portfolio over first 12 months
- Secured broadline national distribution for all products to drive revenue growth
- Secured national contracts with 7-Eleven, Circle K and Dollar General
- Secured national distribution with Southern Glazer's Wine and Spirits for Marley wellness products
- Completed series A fundraise with NYSE listed corporate investor at an $80 million pre-money valuation
- Grew total revenue 78% from 2020 to 2021
- Grew Marley wellness consumable revenue 91% from 2020 to 2021
- Grew Marley from zero stores in 2019 to over 25,000 stores with 50,000 points of distribution nationally
- Grew the Marley brand footprint from only one state in the US to over 50 countries and 40 US States
- Expanded the Marley accessories business globally which doubled licensing revenues
Vice President National Sales
The Coca-Cola Company
San Francisco, USA
01.2014 - 01.2018
- Converted $300 million competitive business contract and took a top 5 customer from Pepsi
- Renewed without competitive loss over $2 billion in ARR during my tenure
- Ongoing work with Coca-Cola CTO to implement early stage technology solutions from The Bridge, a unique commercialization program for startups within Coca-Cola North America
- Developed digital marketing strategy for entire $6 billion division to speed the development of a digital marketing solution for use with customers nationally
- Developed new customer scorecard that was commercialized in the Western area and is being deployed nationally across the foodservice division
- Invented and commercialized a new incidence-based pricing financial program for use with customers
Director Sales
The Coca-Cola Company
San Francisco, USA
01.2012 - 01.2014
- Converted $7.2 million ARR in competitive business in 2012
- Successfully renegotiated 100% of agreements from 2011 to 2014 with a total value of $1 billion
- Developed a sales training and development program deployed across out 1,000 person division
- Converted $15 million ARR in competitive business in 2010 and 2011
- Highest promotion rate of direct reports across all other Area Sales Directors in Division
- Exceeded annual business plan from 2006 to 2011 despite industry weakness and competitive threats
Various roles
- National account sales
- General management
- Operations
- Marketing
- Strategy
Education
Juris Doctorate - Tax Law certificate with honors
University of San Francisco
Masters of Business Administration -
University of California, Berkeley
Japanese Language and Literature
University of Georgia
Skills
- Business development
- Revenue generation
- Contract negotiations
- Digital transformation
- Cross-functional team leadership
- Business strategy
- Compliance maintenance
- Revenue growth management
- Financial management
- Training and development
Certification
Licensed attorney in California
Timeline
Global Director Sales and Business Development
The Coca-Cola Company
01.2023 - Current
Chief Executive Officer
Docklight Brands
01.2018 - 01.2023
Vice President National Sales
The Coca-Cola Company
01.2014 - 01.2018
Director Sales
The Coca-Cola Company
01.2012 - 01.2014
Various roles
Juris Doctorate - Tax Law certificate with honors
University of San Francisco
Masters of Business Administration -
University of California, Berkeley
Japanese Language and Literature
University of Georgia
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