Paolo Estefania

About Paolo Estefania

I am a global commercial and go‑to‑market leader with 15+ years of experience driving revenue growth, market expansion, and P&L performance across Latin America and the Americas. My background spans B2B, B2C, and enterprise environments, with deep expertise in scaling multi‑market operations, building high‑performing teams, and developing strategic customer and partner relationships.Currently, I lead regional sales and commercial strategy across LATAM, owning end‑to‑end performance across multiple countries and channels, including B2B, B2C, and Travel Retail. I have a proven track record of delivering sustained double‑digit growth by aligning sales execution, marketing investment, pricing, and forecasting around clear commercial priorities.Across my career, I have consistently transformed underperforming regions into growth engines—launching new markets, strengthening distributor and partner ecosystems, and introducing disciplined operating rhythms that improve pipeline visibility, forecast accuracy, and profitability. I am known for balancing strategic thinking with hands‑on execution and for building teams that are accountable, data‑driven, and customer‑focused.I work closely with global executive leadership to align regional strategies with long‑term corporate objectives, and I thrive in complex, matrixed organizations where success depends on strong cross‑functional collaboration across sales, marketing, finance, product, and operations.Core focus areas:Global & Enterprise Accounts | Revenue & GTM Strategy | P&L Ownership | LATAM Expansion | Sales & Marketing Alignment | Channel & Partner Strategy | Team LeadershipLanguages: English, Spanish, Portuguese

Experience

1. Director of Sales Greater Latin America (B2b B2c Travel Retail)

   Dyson

   Nov 2023 — Present

   Own regional sales strategy and execution across multiple LATAM markets, spanning B2B, B2C, and Travel Retail channels.• Own full regional P&L across LATAM, with accountability for revenue, margin, investment decisions, and sustainable profitability.• Delivered 45% B2B volume growth and 44% TP growth in 2024 through focused key-account strategy, channel optimization, and disciplined forecasting.• Drove 38% B2C volume growth and 32% TP growth in Colombia via localized GTM strategy, media mix optimization, and partner execution.• Lead and develop high-performing, multicultural sales teams with a strong culture of accountability, performance, and continuous improvement.• Manage and grow strategic relationships with key distributors, retailers, and partners across the region.• Oversee pricing, demand planning, and forecasting using data and market insights to improve profitability and predictability.• Spearheaded digital and omnichannel expansion, integrating e-commerce and digital sales capabilities across markets.• Partner closely with Marketing, Product, Finance, and Supply Chain to align commercial execution with global objectives.• Represent Dyson at industry events and with senior external stakeholders to strengthen brand presence and influence.

Education

• University of Colorado Boulder

  Bachelor's Degree, Psychology

  2006