Michael Christiansen Email & Phone Number

Castile-La Mancha, Spain

Back to the roots! I hover over Sales and Marketing and work as a member of various teams with Product Direction of non-vascular and oncology product lines, export sales of vascular and non-vascular products, and business development.

Castile-La Mancha, Spain

Based in Spain, I was part of CIVCO´s International Sales Team (Multi-Modality Imaging). My key role was to direct the sales in Europe, Middle East, Africa (EMEA) and Latin America (LATAM) and to provide CIVCO more consistent access to emerging geographical and clinical markets in these areas.In 2020, to mitigate short-term commercial impact from COVID, we increased our focus on oncology as elective (diagnostic) procedures were being postponed; e.g., in Russia, we strengthened our… Show more Based in Spain, I was part of CIVCO´s International Sales Team (Multi-Modality Imaging). My key role was to direct the sales in Europe, Middle East, Africa (EMEA) and Latin America (LATAM) and to provide CIVCO more consistent access to emerging geographical and clinical markets in these areas.In 2020, to mitigate short-term commercial impact from COVID, we increased our focus on oncology as elective (diagnostic) procedures were being postponed; e.g., in Russia, we strengthened our distribution channels in radiation therapy and diagnostics; and, in Europe, we improved our distribution channel coverage in oncology via agreements with especially Eckert & Ziegler and BXTAccelyon in the UK. During my initial term with CIVCO, we increased the number of USD 1 Million Distributors in my area from 1 in 2009 (Nordic) to 3 during 2010 (Nordic, UK, and France). We then added Italy (2011) and Germany (2012). Since then, we have successfully improved our Distributors´ performance via increased focus on increasing volume (market shares) in return for more competitive pricing on select strategically important products for Infection Control. This strategy proved itself to be particularly successful in France in 2015, where we passed the USD 3 Million mark. End of 2021, France closed close to the USD 5 Million mark. In summary, we have produced double-digit sales growth rates year-over-year (except 2015 and 2016) via FOCUS on a few select sales strategies; this was especially true for 2021, which was a record year for the territory I oversaw. Teamwork makes the dream work! Show less

Based in Spain, I was responsible for the set up of country strategy and business plan, including execution of short-term action plans, which aimed at the implementation of Angiotech´s overall strategy with special focus on product positioning, pricing and commercialization.I was responsible for sales of Interventional products for Radiology and Urology via nation-wide distribution channels; sales included – but were not limited to – products for percutaneous drainage (nephrostomy;… Show more Based in Spain, I was responsible for the set up of country strategy and business plan, including execution of short-term action plans, which aimed at the implementation of Angiotech´s overall strategy with special focus on product positioning, pricing and commercialization.I was responsible for sales of Interventional products for Radiology and Urology via nation-wide distribution channels; sales included – but were not limited to – products for percutaneous drainage (nephrostomy; biliary; and multi-purpose drainage) and soft tissue biopsy (breast; kidney; liver; lung; and prostate). I was responsible for sales of Surgical products (mostly for Plastic; Orthopaedic; General; and Laparoscopic Surgery) via a combination of direct sales and a network of agents and distributors; sales were concentrated on a unique concept for knot-less Wound Closure.I was responsible for the general management of Angiotech S.L., which included liaison with a number of partners for various business functions, e.g., the central EMEA warehousing facilities in Belgium and Denmark; Finance, HR and QA/QC in Switzerland; Accounting, Banking and Legal Affairs in Spain, etc.Finally, I was also responsible for Key Accounts in Portugal; Greece; Turkey; Middle East (incl. Israel and excl. Saudi Arabia), South Africa, Ukraine, Belarus, and Russia. This responsibility was spread over Interventional as well as Surgical products and also included development of sales via existing distributors as well as set up of new distributors, especially for Surgical products. Show less

Based in Spain, I managed export sales of Interventional products for Radiology and Urology to distributors in 20+ countries in Europe (including Spain), Middle East and Northern Africa. Every year, except for 2005, I achieved higher-than-planned overall sales. Also, in 2005 (my “worst” year), I had a 14% growth compared to 2004 (adjusted for new as well as discontinued products). In 2007, I broke all records and achieved the highest overall growth (26% growth) in EMEA. My sales were… Show more Based in Spain, I managed export sales of Interventional products for Radiology and Urology to distributors in 20+ countries in Europe (including Spain), Middle East and Northern Africa. Every year, except for 2005, I achieved higher-than-planned overall sales. Also, in 2005 (my “worst” year), I had a 14% growth compared to 2004 (adjusted for new as well as discontinued products). In 2007, I broke all records and achieved the highest overall growth (26% growth) in EMEA. My sales were based on a relatively mature product mix and no significant new-product launches for years. I increased sales – already at a relatively high level – to my largest distributor >100% in 3 years (2004 – 2007) via focus on product positioning, sales training, and KOL strategy including execution of product modification needs, e.g., an improved nasolacrimal stent for management of epiphora. I reorganized distribution in Poland (2004) and in Turkey (2006), which resulted in much increased sales and profits. Sales increased via focus on especially product positioning and sales training (including KOL visits). Profits increased via extra sales and an increase of list pricing during transition to new distributor.All Best Distributors chosen while I was Area Manager – EMEA were my customers; Spain (2003); Poland (2004); Greece (2005); and Turkey (2006); in 2009, Turkey came in 2nd on BioPince sales and 3rd on overall sales performance; also, Portugal came in 3rd on BioPince sales. Show less

I developed sales and profits of existing business in Latin America (Central & South America) in accordance with the laws of the State of Maryland and the instructions of the General Manager whom I reported directly to.I identified new markets for penetration (especially Brazil) and ensured access to them via set up of distributors, training, co-sales calls, congress activity, etc.I captured new customers in order to increase market share, e.g., I arranged for work-shops and… Show more I developed sales and profits of existing business in Latin America (Central & South America) in accordance with the laws of the State of Maryland and the instructions of the General Manager whom I reported directly to.I identified new markets for penetration (especially Brazil) and ensured access to them via set up of distributors, training, co-sales calls, congress activity, etc.I captured new customers in order to increase market share, e.g., I arranged for work-shops and trade-in´s of competing products with KOL, etc. I developed and implemented sales & marketing strategies for Latin America including product/sales training of distributors; promotion of the Ambu brand (especially Ventilation products); the Blue Sensor brand (Cardiology products); and the Neuroline brand (Neurology products).I oversaw distribution, controlled inventory and maintained communication with the parent company in Denmark regarding production and export shipments, etc. Show less

I developed strategies and determined objectives and operations regarding plans, campaigns, and budgets for launch of Lifecare products, which increased to approx. 80% of total sales while I was responsible for the product management.I conducted product/sales training of international distributors and customer groups, product managers and sales reps in subsidiaries and also new employees in the parent company.I maintained market contacts in connection with KOL evaluations and… Show more I developed strategies and determined objectives and operations regarding plans, campaigns, and budgets for launch of Lifecare products, which increased to approx. 80% of total sales while I was responsible for the product management.I conducted product/sales training of international distributors and customer groups, product managers and sales reps in subsidiaries and also new employees in the parent company.I maintained market contacts in connection with KOL evaluations and test marketing of e.g. Ambu MediBag, Ambu M2B, etc.I liaised with the US subsidiary (Ambu Inc.) (Approx. 50% of total sales) and also with the #1 European distributor of Ambu products at the time (MAB, based out of Barcelona, Spain). Show less

Master Of Business Administration (M.B.A.), Executive Mba, Gpa: 3.15 / B

During 15 months I dedicated up to 4 hours daily, 7 days per week, to self-study, group works and on-line class sessions. I encountered.

Pharmaceutical Consultant Exam, Anatomy, Physiology, Biochemistry, Pathology, Microbiology, Law, Pharmacology

Post-Graduate Marketing Training Programme (350 Hours), Post-Graduate Marketing Training Programme (350 Hours)

M. Sc. In Int´L Business Administration And Modern Languages, International Law, International Business Economics, Comparative Societal Analysis, English, Spanish

Other information - Language skills: Danish Fluent; oral – Fluent, written English Fluent; oral – Fluent, written Spanish Fluent; oral –.

B. Sc. In Int´L Business Administration And Modern Languages, International Business Economics, Comparative Societal Analysis, English, Spanish, Communication

Reserve Officer Training (Lieutenant)