NIKOLAY HRISTOV
Operations & Project Management | Clinical Research Environment
Sofia
Summary
Operations and Project Management professional with extensive experience in process optimization, cross-functional coordination and team leadership in international, regulated environments.
Brings direct exposure to the clinical trials ecosystem, having worked closely with CROs such as Quintiles, Covance and PPD during tenure at TNT Express, supporting time-critical logistics of ambient and frozen biological samples between clinical sites and central laboratories.
Strong fit for Operations, Project Management, PMO and coordination-focused roles within CRO organizations, combining people leadership, stakeholder management and structured process execution. Seeking a long-term role with clear development path.
Overview
2026
2026
years of professional experience
4
4
Certifications
2
2
Languages
Work History
RELEVANT EXPERIENCE – CLINICAL TRIALS ECOSYSTEM
.
- Coordinated logistics operations supporting clinical trials shipments in collaboration with CROs including Quintiles, Covance and PPD
- Managed transportation of ambient and frozen biological samples from clinical sites to central laboratories
- Acted as coordination point between clinical sites, CRO representatives, international hubs and logistics teams
- Supported time-critical, regulated flows in GxP-sensitive environments
- Contributed to process alignment, escalation handling and operational efficiency across multiple stakeholders
Account Manager Growth
Leanplum
10.2021 - Current
- Responsible for account management, overall customer health, and processing renewal service contracts across APAC & EMEA customer base.
- Working closely with the Renewals Managers, Account Executives, CSM's, and Finance to ensure timely renewal success and execution.
- Acting as an implementation project manager supporting the customers onboarding process.
- Leanplum is a mobile marketing and customer engagement platform that provides a suite of tools to help businesses optimize their mobile app experiences and improve customer engagement.
Implementation & Project Manager
RoboBIZZ
01.2021 - 10.2021
- Strategic planning and sales structure management
- Development of the resellers / partners network
- B2B sales strategy deployment and management
- Customer prospecting and development
- Project Management and Customer Marketing Strategy
- Software Implementation
- Project evaluation and execution management
- A software development company managing an AI software robot for ecommerce automation. (RaaS)
Commercial Project Manager BTM
eSky BG
07.2020 - 01.2021
- 85% customer retention after the Covid-19 situation
- 95% SkyBox software penetration
- 30% higher new customer acquisition
- Search and booking engine optimisation and improvement
- Tourism & Leisure Dynamic Pack project management
- Portfolio improvement
- Vendor management
- ESky is a dynamic online tour operator providing travel services through a powerful search engine, such as airplane tickets, hotel accommodation, Insurance, MICE and other.
Sales & KAM - BTM
eSky BG
05.2019 - 05.2020
- Achieved 120% sales growth in the Business Travel Management Stream of the company
- Customised a CRM software and improved the average close deal time from 1 week to 1 day
- Implemented and sold the SkyBox software improving the customer experience and the sales force effectiveness
- Implemented a telesales process and decreased travel expenses by 50%
- Implemented new policies & procedures, improving the whole sales process
- ESky is a dynamic online tour operator providing travel services through a powerful search engine, such as airplane tickets, hotel accommodation, Insurance, MICE and other.
Sales and Marketing Consultant
eTr
05.2018 - 05.2019
- Creating business opportunities for B2B partners
- FMCG BTL Marketing campaigns for companies like P&G, Unilever, Nestle, L'Oréal, Red Bull and others
- Retail Marketing and sales strategies
- Analysis and sales strategy development for customers
- Customers sales process optimisation
- Good sales practices implementation in the customers sales process
- Lead generation, telesales call cycle, field sales organisation, etc
- Sales & Marketing Consulting
Commercial Director
I.N.A.-Trading Ltd.
02.2016 - 03.2018
- Managed 40+ sales executives and agents
- Project Management and Customer Marketing Strategy
- Commercial leadership, direction and strategy for Bulgaria
- Implemented new territory sales management - field and telesales
- More than 15% YoY company revenue growth in two consecutive years
- Implemented a new CRM system which significantly improved the sales performance
- "Best Seller" company - 2nd place in Europe for selling the innovation awarded machine DDL9000CF
- Established and developed the relationship with the world leader of cutting robot production - YIN
- I.N.A.-Trading is a commercial company, market leader in the Bulgarian tailoring industry. Represents more than 20 world brands such as JUKI, YKK, KAI, Avery Dennison, Bullmer, Hashima etc.
Sales & Marketing Manager (Co-founder)
eTransportal Ltd.
11.2012 - 11.2015
- Created an Internet logistics platform
- EU Funds & business angels grants attracted
- Testing and development of the platform
- BETA version and a prototype launched to the market
- More than 300 early adopters registered for less than a month
- ETransportal.net is an innovative logistics marketplace where shippers, freight forwarders and transport companies meet and close deals fast and efficiently.
National Sales & Marketing Director
FCB - FedEx Bulgaria
04.2010 - 06.2012
- Optimized the sales structure and CRM procedures
- Managed 30+ sales executives and agents
- Provided leadership and vision to the organisation by assisting the board and staff with the development of long range and annual plans and with the evaluation and reporting of progress on plans
- Developed tools and organisation to increase company efficiency
- Improved risk management, revenue achievements and CS quality
- Monitored the P&L performance and improved profit with more than 10%
- FedEx Corporation is an American global courier delivery services company headquartered in Memphis, Tennessee.
Sales Department Manager
TNT Express Ltd - Bulgaria
06.2008 - 04.2010
- Recruit, induct, develop, motivate and assess Sales staff to achieve targeted objectives and maintain staff satisfaction
- Participated in the budget setting process, both cost and revenue and closely monitor the performance against the budget
- Implemented and monitored sales targets and KPI's
- Liaised with external customers to ensure all customer requirements are identified and met
- Maintained close relations with major customers
- Managed 15+ sales executives
- TNT is an international express, mail delivery and logistics services company with headquarters in Hoofddorp, Netherlands.
Special Services Department Manager
TNT Express Ltd - Bulgaria
04.2002 - 06.2008
- Led the pilot project for Global Link+ implementation in Bulgaria as a pilot country
- Involved in the SAP implementation support and process settings
- Developed, implemented and monitored an ISO procedure on department level
- Delivered best practice to major EU countries - UK, CH, PL
- Trained the trainers in CH and AT for a global internal software implementation
- Participated in the implementation and development of two of the most profitable service products - ACS and Economy
- Managed 5+ coordinators
- TNT is an international express, mail delivery and logistics services company with headquarters in Hoofddorp, Netherlands.
Coordinator - World Express Freight and Sp.S
TNT Express Worldwide - Bulgaria
03.1999 - 03.2002
- Created offers to customers for road, airfreight and courier solutions
- Prepared booking of flights and vehicles
- Coordinated the communication flow on international level
- Developed special solutions for shipments with specific requirements
- TNT is an international express, mail delivery and logistics services company with headquarters in Hoofddorp, Netherlands.
Education
Master's Degree - International Business Relations
University for National & World Economy
Sofia04.2005
Bachelor's Deg. - Economics & Management of Commerce
University for National & World Economy
Sofia12.2002
Skills
Clinical Operations Support (non-clinical track)
Project & Program Management
Cross-functional & Vendor Coordination
Process Design & Optimization
Team Leadership & Performance Management
Stakeholder & Client Management
Regulated / SLA-driven Operations
Risk, Escalation & Issue Management
SAP
SalesForce
Google Workspace
Certification
Sales Excellence - Platinum, Academy Of Sales Excellence
Passions
- Ski
- Snowboard
- Kite Surf
- Travelling
- Wing Tchun
- Theatre
Awards
- Sales Excellence - Platinum Award, Academy Of Sales Excellence, 2003-03-01, 2005-03-01
- 'Best Seller' company - 2nd place in Europe
Timeline
Account Manager Growth
Leanplum
10.2021 - Current
Implementation & Project Manager
RoboBIZZ
01.2021 - 10.2021
Commercial Project Manager BTM
eSky BG
07.2020 - 01.2021
Sales & KAM - BTM
eSky BG
05.2019 - 05.2020
Sales and Marketing Consultant
eTr
05.2018 - 05.2019
Commercial Director
I.N.A.-Trading Ltd.
02.2016 - 03.2018
Sales & Marketing Manager (Co-founder)
eTransportal Ltd.
11.2012 - 11.2015
National Sales & Marketing Director
FCB - FedEx Bulgaria
04.2010 - 06.2012
Sales Department Manager
TNT Express Ltd - Bulgaria
06.2008 - 04.2010
Special Services Department Manager
TNT Express Ltd - Bulgaria
04.2002 - 06.2008
Coordinator - World Express Freight and Sp.S
TNT Express Worldwide - Bulgaria
03.1999 - 03.2002
Bachelor's Deg. - Economics & Management of Commerce
University for National & World Economy
RELEVANT EXPERIENCE – CLINICAL TRIALS ECOSYSTEM
.
Master's Degree - International Business Relations
University for National & World Economy