Sales Manager

Lubomir Dragnev

Email: *********@********.***

Address: **** ********** ***** **

City: Saint Louis

State: MO

Zip: 63146

Country: USA

Phone: 408-***-****

Skill Level: Experienced

Salary Range: $100,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

LUBOMIR V. DRAGNEV 1414 Whispering Pines * Saint Louis, M0 63146

H: 314-***-***** C: 408-***-**** * *********@********.***

An accomplished Product Manager with demonstrated success in cross-functional team management, medical device improvement, product promotion and market research. Resourceful problem solver with expertise in cardiac electrophysiology, ablation biophysics, 3-D mapping and navigation. Advanced expertise in complete product development life cycle, from idea inception to post-market clinical studies, within an FDA-regulated environment. Background in devising product positioning, developing and launching new products, upstream marketing, downstream marketing, developing sales force training materials, and providing R & D with customer requirements. History of cultivating and maintaining lasting cross-national business relationships with cardiac surgeons, radiation oncologist, neurosurgeons, physicists, technicians, sales professionals, and nurses.

CORE COMPETENCIES

* Strategic & Tactical Planning * Sales and Marketing * Market Penetration

* Process Improvement * Downstream & Upstream Marketing * Development of Sales Strategies

* Product Launches * Training Design & Delivery * Voice of the Customer

* Product Scoping * Event Planning * Problem Resolution

* Product Positioning * Advanced Sales Techniques * Influence KOL

* Product Development * Study Development & Execution * Budgeting

* Concept Integration * Patent Applications * Product Presentation

KEY ACCOMPLISHMENTS

* Planned, promoted and created incentives to transition legacy clients to new software platform preserving over $10 million worth of revenue.

* Mainstreamed, focused and sped up the processes for new feature prioritization and development cycle.

* Strengthened revenue stream by reengaging Key Opinion Leaders and providing new functionality that was used to extend Saint Jude`s service contracts.

* Initiated bundle deals to increase Boston Scientific`s sales by 5 million dollars.

* Initiated sales to strategic accounts and increased BrainLab`s sales by 6 million dollars.

PROFESSIONAL EXPERIENCE

Express Scripts Saint Louis, MO, Oct 2011 -current (Product Management)

Product Manager: Creating, developing, and piloting the implementation of new product initiatives focused on growing Specialty Drug Benefit Services. Managing concurrent product development initiatives on new, existing and line extension products. Creating quality products by combining market research, developed business cases, risk assessment and customer insights. Gaining executive support and managing interdisciplinary team to develop and deliver new products.

* Planned and executed migration of legacy clients to new scalable software platform.

* Created new services that produced $5 million revenue per year.

* Expanded ESI`s traditional medication management portfolio with services and nursing visits management.

Stereotaxis Inc., Saint Louis, MO, Oct 2009 -Oct 2011 (Product Management)

Product Manager: Planned and executed each stage of project development from idea inception to postmarked research. Identified areas for improvement by interviewing physicians, sales representatives and clinical engineers. Identified and developed strong relationships with business sponsors and key stakeholders. Worked closely with usability team and clinical training groups to ensure optimal feature design and adoption. Monitored post market launch new features` performance and improvement in clinical procedure efficacy. Designed surgical intervention efficacy monitoring software and outlined areas for performance improvement that were subsequently included in the next product release. Solicited physician`s feedback at trade shows and case visits.

* Enhanced adoption of robotic procedures by developing and promoting new functionality unmatched in manual procedures.

* Sped up product development cycle with simplified and intuitively organized user interfaces.

* Enhanced interdisciplinary collaboration by facilitating meetings with all internal partners; senior management, training, account managers and R&D. This new internal collaboration ensured that all stakeholders` needs and expectations were addressed in the product design.

Saint Jude Medical, Saint Paul, MN, Oct 2006 - Oct 2009 (Strategic Marketing)

Clinical Product Manager: Collaborated with physicians to improve performance, usability, and clinical relevance of new features. Translated physicians` needs into product specifications and marketing plans. Created product prototypes and promoted new features to physicians and senior management. Prioritized ideas for next product release. Analyzed competitive products and devised new product positioning. Supported the lesion assessment product development life cycle; managed all processes, from interfacing with external devices to providing in-house testing and overseeing field engineer training. Trained key opinion leaders in product functionality and engaged them with new clinical research and product development ideas.

* Enhanced NavX field adoption with project that automatically characterizes lesion integrity in real time.

* Created new NavX market positioning that incentivized customers to transition from legacy to new platform.

* Successfully developed collaborative relationships with key opinion leaders; promoted new software features and clinical usages to support their clinical practices.

* Enabled NavX to compete against Carto Sound by championing a new localizable ultrasound sheet project.

Boston Scientific, San Jose, CA, Jan 2005 - Oct 2006 (Sales Training and Customer Support)

Product Manager: Designed and delivered marketing presentations to customers and wrote sales proposals. Developed new product positioning that differentiated BSC products from competitors. Aggressively bundling and competitively priced both catheter and capital equipment in international markets. Launched both catheters and capital equipment in regulated international markets. Met with OUS sales managers and identified market specific needs. Researched and provided documentation for regulatory approval of BSC catheter in OUS. Tracked product availability, delivery, and adoption. Developed training materials and trained BSC distributors and physicians in Australia, Taiwan, Korea, and India. Established and maintained working relationship with key opinion leaders. Presented BSC product in both US and OUS trade shows.

* Dramatically increased catheters sales in the intercontinental region by 300% through aggressive bundling techniques and promoting BSC products to key opinion leaders.

* Expanded catheter sales portfolio through improved market penetration in Asia Pacific, Latin America and Middle East region.

* Devised and implemented training web site for international distributors.

BrainLab, Inc., Los Angeles, CA, Jan 2004 - Jan 2005 (Account Management)

Account Manager: Trained physicians and medical physicists in use of radio surgery planning software and promoted clinical value of emerging medical technologies. Covered clinical cases; assisted new customers in all phases of image acquisition, pre-procedural planning, and clinical execution.

* Established relationships between BrainLab and strategic leadership of Kaiser Permanente that resulted in a 4-system, $6 M sale.

* Expanded innovative equipment business into Southern California territory through more hands-on approach to customer relationships and more focused response to customer needs.

Bulgarian Academy of Sciences, Sofia, Bulgaria, Jun 1996 - Aug 1999 (Training)

Research Assistant: Supervised undergraduate students team projects. Reviewed papers, wrote abstracts, and delivered presentations to international conferences. Organized international conferences and wrote code for computer simulations.

* Co-organized two international conferences, BIOMATH-96 and DESTOBIO '97.

EDUCATION & CERTIFICATIONS

Tulane University, New Orleans, LA MS, Biomedical Engineering, Computational Electrophysiology, 2003

Sofia University, Sofia, Bulgaria MS, Applied Mathematics, 1996

Licensed NavX Operator, Licensed Remote Magnetic Operator

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