Detlef Mangels
Commercial| Interim | Market access | Strategy | Funding
Experience
Partner DACH region Interim
Beaumont Group, Bexim Interim
Bexim Interim is part of Beaumont, Brussels; the goal is to gain a significant market share in DACH as an interim provider of excellence.
Director of Sales in DACH
Endospan
Detlef joined Endospan shortly after receiving CE certification. As Interim Director of Sales, he was instrumental in the successful marketing in Europe. The procedure for treating aortic aneurysms in the aortic arch represents a new method, initially provided with a financial reimbursement concept for clinics through Detlef's expertise. He developed a strategy to be implemented in Germany, Austria, and Switzerland and began to inspire medical proctoring and clinical specialists. He personally conducted negotiations with clinics and purchasing groups and was able to generate revenues of €8.0 million within 7 months. The search for a distributor was successful, and Cryo-Live has since taken over Endospan.
Sales Director Europe
EvaHeart, LVAD
Developed a go-to-market structure for Europe with a focus on acquiring transplant centers for patients in the end stage of heart failure in partnership with another consultant. They enabled the company to market the product in the health system of Europe. Despite some regulatory hurdles, he managed to achieve major milestones. Further development needs CE certification. USA management decided not to proceed due to budget reasons.
Medical Consultant, CEO, and Managing Director
Management consultant and interim manager with diverse clients in the healthcare field, in both established and start-up sectors in Germany, Europe, and Israel. Supports functional management and C-level executives in developing commercial concepts through detailed planning and strategy development prior to implementation to achieve commercial maturity. Conducts market analyses and assessments for market access, leading to capital placements of €50 million: venture capital/private equity placements, building sales structures, user orientation, organizational restructuring, coaching, and mentoring, and capital procurement. Works with economic development agencies in Europe to ensure appropriate billing coding for the DRG systems of countries in hospitals.
Executive Recruiting Consultant
HTI (Health Care Technology)
These specialized healthcare recruiters near Paris engaged Detlef due to his excellent reputation and to leverage his networks to fill positions from C-level upwards. His successes led to several positions being successfully filled and new clients gained. His revenues ranged from €300,000 to €500,000 and were a success for HTI in the DACH region. Recruiting could not be successfully managed alongside his other tasks, leading to his withdrawal from this sector.
National Sales Manager DACH
Direct Flow GmbH
This start-up for TAVI heart valves posed a significant challenge for Detlef to present above-average results to investors in a growing but very well-secured market segment. Structural approach, personnel restructuring, and a close analysis of customer needs were the reasons why established centers of competitors switched. The increase of almost 40% in the first year is the result of this consistent approach. Detlef's commercial expertise contributed significantly to this strong result. The mitral valve segment was not supported by investors against his advice, which finally resulted in the closing of the organization.
Sales Director for Europe North
CircuLite GmbH
This LVAD start-up with an absolute innovation for patients with advanced heart failure was taken over by Detlef immediately after its CE certification. He negotiated an appropriate DRG to create the economic basis for the approximately 20 centers he recruited. He conducted negotiations with health insurance companies for patient-specific billing with key decision-makers. He founded the training center at the University of Leuven. Recruiting specialized personnel and overcoming logistical challenges led to Detlef exceeding the budget in the second year to approximately €12 million.
Business Unit Director for Surgical Heart Valves
Edwards Lifesciences Germany GmbH
Senior Leadership Team member for Edwards' structural heart divisions in Germany, with a focus on marketing innovative surgical and interventional heart valves. Led the sales organization and advised on EU marketing campaigns. Led the most successful sales organization in Europe. Expanded sales to the market leader position with continuous growth of 30% per year. Increased market share of Perimount during the introduction of Magna Ease, changing market utilization to Magna Ease with 25% at the beginning of the first year. Introduced a CRM system to control usage rates and a customer-oriented approach at the product level.
Business Unit Director for Radiology and Vascular Surgery
C.R. Bard GmbH
Led the most important department with the highest revenue, due to the acquisition of Impra Medica, where Detlef successfully rose to number two in Europe alongside Gore as Managing Director. Appointed as a board member, thus part of the 5-person management team. Integration of teams and necessary restructuring led to a 30% increase in profitability and 15% growth in the first year. Through organizational responsibility for marketing and sales, C.R. Bard under his leadership further expanded the market share in peripheral stents and increased the segment of PTCA balloons. Vascular surgery was stabilized with complementary products and expanded interventions, leading to a market share in the periphery of over 40% in 2002.