Iliyan Panchev

Examiner
DISC Type : cs

Director, Channel Partnerships at Elica PROcessing

Lozenets, Sofia City, Bulgaria

Overview

Iliyan Panchev is a B2B technology sales director with 23 years of international experience in sectors like pharmaceuticals, geospatial technology, and software. He holds a Masters degree from Sofia University and is recognized by colleagues as dedicated, intelligent, and hard-working. He currently leads channel partnerships at Elica PROcessing.

He was among the first experts to introduce pharmaceutical track and trace technologies to the Balkans in 2014.

Personality Overview

Late Adopter

Overcautious

Unexpressive

They do not like taking risks at all and go for proven options in the end.  The only way to convince them is by showing them examples and ample proof. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Channel Partnerships
As the Director of Channel Partnerships at Elica PROcessing, he is focused on building and managing strategic sales channels and partnerships.
Pharma Tech
He has extensive experience in pharmaceutical serialization, aggregation, and track & trace technologies, having introduced them to the Balkan region.
B2B Sales Strategy
His career spans over two decades in international B2B sales and business development for high-tech solutions across multiple industries.

Media Appearances

Iliyan has no verified media appearances

Work History

2-2024
Director, Channel Partnerships at Elica PROcessing
1-2021
Co-Founder at Levelty
9-2017
Owner and Managing Director at Bulstreams EOOD
7-2020 - 1-2024
Business Development at Schneider Digital Josef J. Schneider e.K.
10-2022 - 12-2023
Business Development at Ravnaco OOD

Education

2002 - 2004
Master's Degree from Sofia University St. Kliment Ohridski
1995 - 2001
Bachelor’s Degree from Veliko Tarnovo University St. Cyril and St. Methodius, Faculty of Economics

More Information

Social Presence :

Prographics :

Exp : 7 Location : Lozenets, Sofia City, Bulgaria Job Level : Mid-senior Designation : Director, Channel Partnerships at Elica PROcessing
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Insights For Selling To Iliyan

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Iliyan is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Iliyan

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Iliyan move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Iliyan take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Iliyan

Personality Compatibility


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