Gianfranco Vasilev

• Manage a portfolio of pharmaceutical, biotechnology, and healthcare clients representing over €500M in market value and strategic business potential.
• Drive approximately €4M in annual revenue through strategic account planning, client expansion initiatives, and consultative engagement.
• Identify and execute growth opportunities across key accounts, delivering 13%+ year-over-year revenue growth.
• Serve as the primary relationship manager for global Rx, OTC, PAC, PEC, and Nutrition industry leaders, maintaining executive-level stakeholder relationships.
• Negotiate and secure contracts valued up to €500K to support client expansion and long-term business objectives.
• Oversee project budgets of up to €4M while ensuring financial performance, operational efficiency, and successful delivery outcomes.
• Coordinate cross-functional teams across Project Management, Clinical Operations, Finance, Commercial, and Delivery functions.
• Maintain a 99% client retention rate through proactive account management, making a strong personal relationship with C-Suited management, strategic partnership development, and timely issue resolution.

• Supported the financial and operational oversight of global clinical research programs with cumulative project budgets exceeding €1B.
• Managed project reporting, financial tracking, and performance monitoring for Central Nervous System (CNS) clinical studies, supporting key project milestones and delivery objectives.
• Coordinated cross-functional teams of more than 50 stakeholders across Clinical Operations, Regulatory Affairs, Data Management, Finance, Vendors, and Project Leadership functions spanning multiple countries.
• Successfully contributed to the delivery of two large sister studies, coordinating the preparation, review, and submission of more than 50 boxes of essential clinical documentation while ensuring compliance with regulatory and sponsor requirements.
• Played a key role in recovering a major clinical research program that was approximately 12 months behind schedule, helping restore operational performance and maintain critical study milestones.
• Supported initiatives that prevented significant financial exposure associated with project delays by ensuring timely documentation, issue escalation, and stakeholder alignment.
• Facilitated risk identification, mitigation planning, and change control processes, improving project efficiency and reducing operational bottlenecks.
• Developed financial forecasts, budget analyses, and project performance reports that supported leadership decision-making, resource planning, and profitability objectives.
• Partnered with pharmaceutical sponsors and internal leadership teams to maintain high levels of client satisfaction and support long-term business relationships.

• Collaborated with team members to achieve target results.
• Managed complaints with calm, clear communication and problem-solving.
• Maintained clean, safe working environments to eliminate accident risks.

• Led business development and commercial strategy initiatives, identifying new market opportunities and driving sustainable revenue growth across multiple customer segments. • Managed end-to-end sales cycles, including prospecting, solution development, proposal creation, contract negotiation, and account expansion. • Built and maintained strategic relationships with key clients, suppliers, and business partners, strengthening the company's market position and client portfolio. • Developed go-to-market strategies for new products and services, leading to enhanced customer acquisition and expanded market presence. • Conducted market research, competitor analysis, and commercial assessments to identify emerging opportunities and support strategic decision-making. • Negotiated commercial agreements and client contracts, ensuring profitable business outcomes and long-term collaboration. • Oversaw operational and financial performance, including budgeting, forecasting, profitability analysis, and business planning activities. • Coordinated cross-functional teams, vendors, and external stakeholders to ensure successful project execution and customer satisfaction. • Identified and implemented process improvements that increased operational efficiency and supported organisational growth. • Acted as a trusted advisor to clients by understanding business challenges and delivering tailored commercial solutions. • Drove company growth through strategic sales initiatives, partnership development, and targeted customer retention programs. • Focused on client satisfaction, achieving repeat business opportunities and fostering long-term customer relationships.

• Collaborated with team members to achieve target results.
• Managed complaints with calm, clear communication and problem-solving.
• Maintained clean, safe working environments to eliminate accident risks.

• Led business development initiatives across the Bulgarian corporate market, successfully increasing market penetration by approximately 10% within one year.
• Introduced and educated organizations on credit risk reporting, company evaluations, financial benchmarking, and business intelligence solutions, expanding awareness of ICAP's services among previously untapped clients.
• Acted as a trusted advisor to executive decision-makers, helping companies assess financial stability, supplier risk, customer creditworthiness, and market exposure through data-driven insights.
• Promoted Dun & Bradstreet credit risk and business intelligence solutions, supporting clients in improving risk management processes and commercial decision-making.
• Identified, developed, and converted new business opportunities through strategic prospecting, relationship building, and consultative engagement.
• Managed the full sales lifecycle, including lead generation, discovery meetings, solution presentations, proposal development, contract negotiation, and post-sale account management.
• Successfully engaged organizations that had limited or no prior awareness of ICAP's value proposition despite the company's long-standing presence in the market.
• Built and maintained strong relationships with key corporate stakeholders, resulting in high levels of client satisfaction and repeat business opportunities.
• Conducted financial analysis and company evaluations using internationally recognized Dun & Bradstreet methodologies and benchmarking tools.
• Collaborated with internal teams to deliver tailored risk management solutions aligned with client business objectives.

• Coordinated with cross-functional teams to deliver integrated solutions that met specific client needs.
• Increased revenue by obtaining and securing new accounts while providing value-added services to existing clients.
• Cold called customers to build lead database.

• Managed a portfolio of more than 170 corporate clients across diverse industries, serving as their primary telecommunications adviser and strategic point of contact.
• Developed and maintained long-term relationships with business owners, C-level executives, procurement leaders, and operational stakeholders.
• Executed full-cycle Key Account Management, including account planning, contract renewals, growth strategies, service optimization, and client retention initiatives.
• Identified opportunities for cross-selling and upselling telecommunications, connectivity, mobile, and business technology solutions to support client growth objectives.
• Conducted regular business reviews with key stakeholders, providing strategic recommendations to improve operational efficiency and telecommunications performance.
• Negotiated commercial agreements and contract renewals while ensuring mutually beneficial outcomes and long-term customer retention.
• Managed complex client requirements by coordinating with internal technical, operational, and customer support teams to ensure successful delivery and issue resolution.
• Developed tailored solutions based on client business objectives, industry requirements, and evolving technology needs.
• Maintained high levels of client satisfaction through proactive engagement, consultative selling, and rapid problem resolution.
• Monitored portfolio performance, revenue opportunities, and customer usage trends to identify growth potential and mitigate business risks.

• Managed sales pipeline efficiently, ensuring consistent flow of business and meeting of sales objectives.
• Led sales team towards achieving quarterly targets through strategic planning and effective resource allocation.
• Motivated sales staff to continuously improve strategies through competitions and personalised coaching plans.

• Managed a portfolio of more than 160 corporate clients across diverse industries, serving as their primary telecommunications advisor and strategic point of contact.
• Developed and maintained long-term relationships with business owners, C-level executives, procurement leaders, and operational stakeholders.
• Executed full-cycle Key Account Management, including account planning, contract renewals, growth strategies, service optimization, and customer retention initiatives.
• Acted as a trusted consultant for all telecommunications needs, advising clients on mobile services, connectivity solutions, fixed-line services, data communications, and digital transformation opportunities.
• Identified opportunities for cross-selling and upselling telecommunications and business technology solutions, contributing to portfolio growth and revenue expansion.
• Negotiated commercial agreements, contract renewals, pricing structures, and service enhancements to maximize customer value and business profitability.
• Conducted regular business reviews with key stakeholders, aligning technology solutions with organizational objectives and operational requirements.
• Coordinated with technical, operational, and support teams to ensure successful service delivery, issue resolution, and customer satisfaction.
• Maintained an exceptional 100% client retention rate across the assigned portfolio, including legacy telecommunications services such as fixed-line telephony, despite increasing market pressure and technology shifts.
• Monitored portfolio performance, customer usage trends, and market developments to proactively identify growth opportunities and mitigate business risks.

• Managed sales pipeline efficiently, ensuring consistent flow of business and meeting of sales objectives.
• Led sales team towards achieving quarterly targets through strategic planning and effective resource allocation.
• Motivated sales staff to continuously improve strategies through competitions and personalised coaching plans.

• Led the company's digital transformation initiative, establishing its first comprehensive online presence after more than 20 years as Bulgaria's leading producer of spices and spice blends.
• Developed and executed the vision, strategy, and roadmap for the organization's entry into digital commerce and online marketing channels.
• Created and implemented the company's e-commerce framework, customer acquisition strategy, and digital sales processes from the ground up.
• Acted as the primary driver of digital marketing initiatives, including online brand positioning, customer engagement, and market awareness campaigns.
• Designed and implemented online sales strategies that expanded market reach and introduced the brand to new customer segments.
• Collaborated with leadership to align business objectives, marketing initiatives, and commercial goals with emerging digital opportunities.
• Established operational processes, performance measurement systems, and reporting mechanisms to support online business growth.
• Identified new revenue opportunities through digital channels and supported the company's transition into modern customer acquisition models.
• Managed customer relationships and developed a growing online client base while maintaining the company's reputation for quality and market leadership.
• Served as a key contributor to the company's modernization efforts by integrating digital sales, marketing, and customer engagement practices into the business.

• Monitored staff performance and developed improvement plans.
• Built and maintained strong relationships with key clients and stakeholders to secure repeat business.
• Oversaw daily operations, maintaining strict adherence to quality standards and regulatory compliance.

• Provided consultative sales support, enhancing customer experience across diverse consumer technology and electronics products. • Assessed customer needs and recommended tailored solutions based on functionality, budget, and long-term value. • Built strong customer relationships through product expertise, professional service, and effective communication. • Achieved consistent sales objectives while maintaining high customer satisfaction levels through tailored service. • Demonstrated strong product knowledge across consumer electronics, telecommunications devices, computing products, and home technology solutions. • Contributed to revenue growth by supporting promotional campaigns, merchandising initiatives, and sales activities.