Sales Marketing
Resume:
Grant L. Doster
RESUME
Grant L. Doster MBA
Los Angeles, CA 818-***-**** *******@****.***
STRATEGIC GENERAL MANAGEMENT, SALES/ MARKETING EXECUTIVE
SUMMARY OF QUALIFICATIONS:
Retail Sales, Trade Marketing, Business Development, Licensing and Merchandising
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Global Business & Results-Driven P&L Management, Mergers and Acquisitions
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Strategic and analytical leader who continually strives for improvement of business
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processes and people performance to ensure that a company meets its profitability goals
• 15 years executive level experience with Fortune 100 Companies i.e. Walt Disney
Company, Miller Brewing, PepsiCo
RELEVANT EXPERIENCE
• Strategic Planning – 20 years of strategically driven general sales management at trade
marketing driven Pepsi, Miller and Disney. Currently teach Strategy at University of
California.
• Insights and Innovation Leadership – Category management and data/opportunity driven
insights and innovation expert including award winning National Director of Sales for Miller.
• Financial Delivery – Financial expert having built, analyzed and managed P&L, Balance
Sheet, cash flow, while ensuring IRR, ROI and NOPAT in Banking, CPG and Media.
• Marketplace Activation – Solution/fact-based selling subject matter expert and instructor,
trained/certified at Pepsi, Miller and Disney in-store execution. Implemented/drove ECR and
in-store executional guidelines, i.e., merchandising flow, shelf management, promotions. POS
development and in-store “Retail-tainment”.
• Retail Strategy – Built the retail strategy for Disney’s Hardlines division using per channel
rooftop thru put model to measure potential volume which served as the baseline for overall
distribution to volume-to-profit objectives. Drove WAR (Wining At Retail) execution for
Millers in the Mid-West, consistently beating AB in all aspects despite being half their size.
• Organizational Development – Collaborative general management style with most
assignments building or turning around the organization. MOD trained and have developed
MIP programs and objectives based management approaches while at the Bank, Pepsi, Miller,
Disney and Ad agency.
DETAILED EXPERIENCE:
BIVU ENTERPRISES – SALES MANAGEMENT CONSULTING – 2005 to Current
16:14 ENTERTAINMENT – COO/ PARTNER - Production Company specializing in full-length
feature films and scripted television. Responsibilities include leading distribution, marketing
licensing, merchandising and business development efforts as well as strategic planning,
capital/raise development and executive production. Created strategic partnerships with
independent and corporate investors while building strong relationships with studios, production
companies and established independents.
POLYCHROME PICTURES – (CMO) - Distributes and markets full length feature films via
home entertainment channel. Primarily responsible for business development, sales,
merchandising, marketing and deliverables. Implemented new processes with ongoing
improvements to ensure strong foundation and sustainable growth. Developed financials,
sales infrastructure and marketing vehicles to ensure effective and efficient use of resources for
company and partner producers. Led sales and marketing effort with WHV, VPD, Ingram
Entertainment Inc and EURPAC.
INSTRUCTOR - University of California- International Business School - Strategic Management,
Global Marketing, Corporate Entrepreneurship, Corporate Conflict Resolution and Inclusion.
Grant L. Doster
CAROL H WILLIAMS ADVERTISING – 2004 to 2005
SENIOR VICE PRESIDENT, CLIENT SERVICES, OAKLAND, CALIFORNIA, CHICAGO,
NEW YORK
• Maximized Market Share & Profitability. Defined and executed new business strategy
and infrastructure to support significant business growth. Revenue forecasted to more
than double $700 million in billings.
• Improved Employee Productivity & Performance. Implemented training, MIP, skills
assessment, and performance evaluation.
• Led Strategic Assessment & Process Optimization. Served as a proactive strategy
catalyst identifying strategic gaps and creating a culture of continuous improvement.
Results (i.) increased productivity by 30%, (ii.) significantly increased close to pitch ratio.
WALT DISNEY COMPANY, Disney Consumer Products/Licensing – 2002 to 2004
VICE PRESIDENT, GLOBAL RETAIL SALES AND MARKETING, BURBANK CA
Contributed to Disney Consumer Products (DCP), with revenues of $15 billion reaching
more than 90 countries, broadly as part of the senior management team, devising the
marketing strategy to create a sales/marketing department overseeing licensee and retailer
trade development for $4 billion Hardlines global licensing business. Key emphasis on
global retail sales, new customer acquisition and retention, corporate communications
strategy, marketing data analysis and product development. Key Licensees included Coke
and Kellogg’s.
• Expanded Disney’s Distribution Footprint. Developed and implemented an aggressive,
growth-oriented marketing and sales strategy that placed Disney within reach of many
more consumers. New and innovative merchandising strategies leveraging BVHE base.
• Enhanced Strategic Planning. Created global integrated marketing database that
improved campaign management and facilitated executive decision-making, enabling
faster response to changes in the marketplace and providing more concise tracking.
• Increased Organizational Capability. Resourced the company with motivated sales and
marketing team to meet business objectives/targets. Developed employee rewards
recognition and retention program, MIP for sales department, and solution selling
training for all associates.
• Developed New Direct to Market Products – Ground up development of multi-faceted
line of grocery products for Kroger using there vertical manufacturing capability to
produce licensed product direct to retail.
Results - (i.) initiated and drove $500 million Kroger direct-to-retail venture, leveraging Kroger’s
national presence, (ii.) built relationships with global retailers to increase market visibility through
trading partner collaboration, (iii.) enhanced internal relationships with studio and parks to
improve trade practices with value added offerings. (iv.)Hardlines sales increased 16% in 2002
and operating income grew by 12%.
MILLER BREWING COMPANY – 1994 to 2002
GENERAL MANAGER, CINCINNATI, OHIO (2000 - 2002)
• Led sales and marketing for Miller Brewing Company, Midwest market, a 5,000
employee organization with 37 distributors, generating $500 million in retail sales.
Managed 40 direct reports and $25 million trade marketing budget.
• Achieved Significant Success. Provided the vision, leadership and growth strategies
that drove $350 million in wholesale sales and delivered $150 million in income.
• Exceeded core brand sales objectives in spite of flat industry and surpassed marginal
contribution per barrel by 2% by leveraging pricing and stellar execution.
• Built a Strong Distribution Network. Provided unparalleled customer service support
to distributors, implementing process enhancements and establishing a Distributor
Communication Council to ensure peak performance.
Grant L. Doster
GENERAL MANAGER, CELIS BREWERY, AUSTIN TEXAS (1997 - 2000)
Internationally known Belgian Beer Company, partly owned by Miller. Developed and
Implemented Comprehensive Strategic Plan.
• Implemented Revenue Generation Processes and Standards. Developed new products,
global partnerships and innovative marketing approaches which greatly increased
marketing spend efficiencies. Created new revenue streams and distribution.
• Improved Financial Performance. Increased per barrel direct contribution by
implementing creative new lower cost marketing campaigns, controllable cost
management and increased other income. Drove transformation of under-performing
Celis Brewery into a highly efficient organization.
DIRECTOR OF NATIONAL SALES, WESTERN UNITED STATES (1996 - 1997)
$700mm national chain sales organization covering 23 western states.
• Increased Selling Capability and Results. Developed and drove category management
process, channel selling, trade marketing programs and selling tools. Participated in
CEO-level retail sales calls and collaborated with corporate marketing, and operations
on continuous process improvement.
Drove 5% increase in flat industry. Increased overall level of solution selling and
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category management acumen.
BUSINESS DEVELOPMENT MANAGER, NORTHWEST UNITED STATES (1994 - 1996)
• Increased Distributor Efficiency and Capability. Assessed, collaborated and
implemented new methods that increased sales effectiveness, operating efficiencies and
cash flow. Drove Distributor merger and acquisitions. Provided process improvement,
training and application, while developing new service policy and selling tools.
PEPSI COLA COMPANY - 1990 to 1994
NEW BEVERAGE MARKETING MANAGER SOUTHERN CALIFORNIA (1992 - 1994)
• Introduced and Drove Alternative Beverages Sales and Marketing. Introduced 72 new
skus in four different soft drink segments, which generated $100 mm in revenue.
Responsible for selection, product development, marketing, pricing, merchandising and
promotions for new products through company and franchise owned operators.
• Managed Corporate Marketing Relationships. Responsible for sales, distribution and
operational communications between field and assigned company owned bottlers.
Managed sales, trade marketing, and forecast. Coordinated operations and allocation
with Ocean Spray, Lipton, Aquafina and All Sport.
GENERAL SALES MANAGER SOUTHERN CALIFORNIA (1990 - 1992)
• Led Sales, Delivery and Operations. General sales management of $100mm Los
Angeles Coastal Zone which manufactured 20mm cases and sold/delivered over 15mm
with complete P&L responsibility. Delivered top sales and net operating income
increase out of three zones through innovative retail merchandising approach.
• Developed Process Improvements and Measures. Created territory selling teams, new
trade contracts, pricing and promotional programs. Implemented IRR measurement for
marketing equipment and decreased direct store door delivery labor cost per case.
EDUCATION:
Certificate of Completion, DISNEY GLOBAL LEADERSHIP INSTITUTION, 2002
Master Business Administration (MBA), UNIVERSITY OF REDLANDS, 1993
Business Administration/Marketing (BS), NATIONAL UNIVERSITY/ SDSU 1984
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