Isaac Gallinella
Glen Allen,VA
Summary
Professional with robust background in directing and managing large-scale operations, consistently driving success through strategic planning and execution. Adept at implementing innovative solutions that enhance productivity and operational effectiveness. Known for fostering teamwork and adapting to evolving business needs, ensuring alignment with organizational goals.
Experienced with strategic planning and project management. Utilizes leadership skills to drive team performance and operational excellence. Track record of delivering high-impact results through innovative problem-solving and effective communication.
Overview
22
22
years of professional experience
Work History
Director of Sales, Characterization
Anton Paar
04.2022 - Current
- Oversees the Characterization Business Unit in the East Region, leading a team of 8 Sales Professionals and 4 Application Scientists in a $20M+ operation
- Drive strategic direction for Anton Paar's diverse range of measurement instruments across multiple industries
- Driving revenue through direct, hands-on support of the sales team in the field
- Actively engaging with customers alongside the team during visits, product demonstrations, and instrument installations to ensure seamless execution and maximize results while coaching team
- Developed and executed a growth strategy that exceeded sales targets by 30% in the first year, with projections of 35% growth for 2024
- Designed a KPI program that empowered the sales team, enhanced pipeline efficiency, and fostered exceptional customer service
- Led a cultural transformation within the sales team, promoting a mindset focused on excellence and value-added service
- Coached an underperforming sales representative, resulting in a 20% increase in sales and pipeline growth in 2023
- Enhanced brand visibility through active participation in seminars and trade shows
- Managed P&L, budgeting, and forecasting, while anticipating market trends to inform product development
Director International Sales
Beretta USA corp.
01.2016 - 04.2022
- Led the strategic development of international sales while overseeing Customer Service, Outbound Sales, Technical Support, and Repair Services
- Managed a team of 25, driving $170 million in annual revenue
- Executed a strategic plan that increased year-over-year sales by $1 million, surpassing the $10 million annual milestone through expanded military and law enforcement sales
- Built strategic partnerships with the Department of Defense and federal/state agencies to promote Beretta’s defense technologies
- Managed the M9 Program and oversaw law enforcement and military sales both domestically and internationally
- Established an outbound retail sales team that exceeded revenue targets by 360%
- Revamped the customer service team, elevating Customer Satisfaction Scores from 60% to over 98% and streamlining order entry from 15 days to 24 hours
- Enhanced Technical Support by introducing new service categories and integrating Salesforce’s Service module, improving the customer journey
- Developed a retail sales pipeline that generated an additional $10 million in annual sales of concealed carry pistols and a parts pipeline that grew to $40 million
- Led marketing campaigns to promote Beretta firearms and accessories in domestic and international markets
- Managed P&L, budgeting, and forecasting, while anticipating market trends to inform product development
International Sales Manager
Beretta USA corp.
11.2013 - 01.2016
- Recruited to drive growth in international markets and develop a go-to-market strategy focused on increasing civilian revenues and revitalizing the International Defense portfolio
- Boosted global Defense sales by 300%, from $2M to $6M in three years, securing major contracts with military and law enforcement agencies across Latin America, Italy, Africa, and Asia
- Increased civilian sales to account for 50% of total international revenue
- Surpassed all revenue targets, achieving the #1 global ranking for revenue
- Attended industry trade shows to enhance brand awareness and network with potential institutional and commercial clients
- Developed marketing campaigns to promote Beretta firearms and accessories internationally
International Regional Manager, Latin America
General Dynamics, MISSION SYSTEMS
01.2012 - 11.2013
- Recruited to penetrate LATAM markets for next-gen communications systems, innovating market strategies to outpace competitors and seize niche opportunities
- Delivered a $30M sales pipeline within six months through new military, oil & gas, and mining contracts in Chile, Colombia, and Brazil
- Established a network of international partners to enhance program leverage across Latin America
- Developed relationships with the DoD, State Department, and Department of Homeland Security to capture programs in the US and Latin America
- Launched new communication and intelligence technology products, securing contracts valued at up to $40M
Regional Manager, LATAM Retail
Mettler Toledo Inc.
11.2008 - 01.2012
- Promoted to further expand the company’s global footprint for three primary market groups: Retail, Laboratory, Industrial
- Identified previously untapped market opportunities and negotiated contracts over $12M
- Grew overall business by 40%, increasing market reach to 15+ countries
- Tripled Retail sales by distinguishing LATAM target markets and negotiating deals with 1st tier and 2nd-tier distributors
- Ignited 15% revenue growth YOY in Central America with innovative marketing strategy and cultural savvy
- Closed multi-million-dollar Walmart contracts in Argentina and Brazil
Market Manager, Industrial & Laboratory Division – Central America, Middle East
Mettler Toledo Inc.
01.2005 - 11.2008
- Based in Switzerland, brought in to increase revenues across Central America and Middle East markets
- Quickly identified and capitalized on untapped opportunities for growth based on consumer and market trend analysis
- Directed growth strategy and optimized value and supply chains to displace regional competition
- Increased brand awareness in a previously neglected Middle East market – doubled revenues within Year 1
- Introduced a supply chain innovation that dramatically reduced global transportation freight costs
- Maintained a 10% YOY annual growth rate across Central America
Customer Support Manager
Mettler Toledo Inc.
01.2003 - 01.2005
- Took over Customer Service function with the mandate to improve CS scores and reduce costs
- Within 2 years, eliminated ballooning catalogue printing costs and improved overall Customer Satisfaction from to over 90%
Education
Bachelor of Science - International Business Management
Mackenzie University
São Paulo, Brazil12-2000
Skills
- Sales training and leadership
- Verbal and written communication
- Growth strategies
- Operations
- Revenue growth
- People management
- Negotiation expertise
- Operational management
- CRM management
- Competitive intelligence
- Sales funnel management
- Key account management
- Sales lifecycle management
- Team management
- Deal closing
- Cross-cultural communication
- Cultural awareness
- Regulatory research
- Sales initiatives and techniques
- Pipeline development
- Pricing strategy
- Sales development
- Risk assessment
- Lead prospecting
- Training and mentoring
- Sales team motivation
- Project coordination
- Territory management
- Employee development
- Partnership development
- Sales coaching
- Performance tracking
- Prospecting
- Sales leadership
- Sales presentations
- Goal setting
- Sales cycle management
- CRM tracking
- Cross-functional teamwork
- Sales training
- Negotiation
- Federal regulations
- International regulations
- Sales strategy development
- Contract and vendor management
- Industry trends
- Partnership management
- Forecasting and reporting
- Revenue forecasting
- Hiring and retention
- Market penetration
- Cost analysis
- International business protocols
- International relations
- Promotional sales events
- Customer support plan development
- Technical documentation
- Upselling and cross selling
- Team coordination
- Business development
- New product forecasting
- Capital expense oversight
- Stakeholder communication
- Sales coordination
- Client acquisition
- Financial management
- Sales expansion
- Multi-million dollar P&L management
- Analytical and critical thinking
- Product lifecycle management
- Business objective analysis
- Expanding territories
- Channel development
- Contract negotiation
- Brand marketing
- Network development
- Legal and regulatory compliance
- Executive sales strategies
- Global branding
- Government relations
- Leadership skills
- Product development
- KPI analysis
- Territory growth
- Strategic account development
- Client relationship building
- Business development and planning
- Team development
- Strategic planning
- Goal setting and performance metrics
Languages
Italian
Native or Bilingual
Portuguese
Native or Bilingual
Spanish
Native or Bilingual
German
Full Professional
French
Elementary
Japanese
Elementary
Timeline
Director of Sales, Characterization
Anton Paar
04.2022 - Current
Director International Sales
Beretta USA corp.
01.2016 - 04.2022
International Sales Manager
Beretta USA corp.
11.2013 - 01.2016
International Regional Manager, Latin America
General Dynamics, MISSION SYSTEMS
01.2012 - 11.2013
Regional Manager, LATAM Retail
Mettler Toledo Inc.
11.2008 - 01.2012
Market Manager, Industrial & Laboratory Division – Central America, Middle East
Mettler Toledo Inc.
01.2005 - 11.2008
Customer Support Manager
Mettler Toledo Inc.
01.2003 - 01.2005
Bachelor of Science - International Business Management
Mackenzie University
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