Ivana Custic
ZAGREB
Summary
Dynamic and self-driven life science professional with over 18 years of international experience spanning academic research, tech transfer, pharmaceutical drug discovery, and MedTech sectors. Proven expertise in translating complex scientific and technical offerings into consultative sales strategies that deliver tailored, client-focused solutions. Skilled at building and sustaining lasting strategic relationships with stakeholders at all organizational levels. Passionate about bridging science, technology and business to drive meaningful, impactful outcomes.
Overview
19
19
years of professional experience
1
1
Certification
Work History
BUSINESS DEVELOPMENT MANAGER MedTech
QbD Group
11.2024 - Current
BUSINESS DEVELOPMENT MANAGER
Eurofins BioPharma Product Testing Croatia d.o.o.
01.2022 - 10.2024
- Led business development and strategic market expansion across the CEE region for GMP pharmaceutical / biotech, and MedTech testing services.
- As a single business developer in the company, steadily doubled company’s net sales year to year and exceeded annual sales target by 7% in the last year
- Built and managed senior-level client relationships, driving long-term partnerships through tailored service solutions and strategic engagement.
- Negotiated and executed complex agreements (NDAs, QAAs, MSAs), overseeing full sales cycles from proposal to closing.
- Developed regional market strategies based on competitive intelligence and client insights, aligning offerings with regulatory and business needs.
- Oversaw key account management, coordinated client GMP audits, and resolved escalated issues to ensure client satisfaction and retention.
- Mentored junior colleagues and supported cross-functional collaboration across Eurofins BPT teams.
SENIOR BUSINESS DEVELOPMENT MANAGER
Selvita Ltd.
01.2020 - 12.2021
- Responsible for managing a portfolio of existing clients and active acquisition of new clients to meet sales targets (cold outreach, networking at meetings, conferences and trade shows, site visits, virtual meetings & partnering events)
- Responsible for competitive intelligence research, market analysis, planning, executing and overseeing new marketing activities and initiatives
- Responsible for maintaining customer account & sales activity databases, writing client-meeting reports, quotations, RFP requests, service agreements, CDA’s etc.
- Responsible for customer relationship management focusing on fostering and developing long-standing relationships with clients
INDUSTRY LIAISON AND OUTREACH OFFICER
European Molecular Biology Laboratory (EMBL)
04.2018 - 12.2019
- Responsible for establishing commercial access to the EMBL Hamburg research infrastructures and scientific services in macromolecular crystallography
- Responsible for managing existing and building new relationships with a range of stakeholders in pharmaceutical industry, CROs, public sector, NGOs and academia
- Developed a portfolio of services and commercial access plan including pricing and financial/business plans, framework/service agreements & quotations
- Presented and promoting service portfolio at meetings and conferences; drafted, designing and editing written/digital scientific and marketing materials such as newsletters, brochures, posters, reports, etc.
BUSINESS DEVELOPMENT MANAGER
University of Zagreb, Center for Research, Development and Technology Transfer, Technology Transfer Office
11.2010 - 08.2011
- Carried out University-wide opportunity mapping (Life Sciences) and the evaluation of research results for commercial value and intellectual property potential
- Responsible for market analysis, prior art search, initiation of technology transfer activities and business deals, negotiating collaborations, deal terms, commercial & licensing agreements and contracts
- Prepared marketing materials for the technologies developed at the University
- Acted as a contact person for the researchers in the Life science field offering consulting services for prospective research funding opportunities, grant applications and commercialization opportunities
- Participated in the promotion of Technology Transfer Office (TTO) activities by means of workshop delivery, promotional material preparations, organization of awareness raising events and the development of strategic business plans related to the TTO.
INDEPENDENT CONSULTANT
WYG International, Further Development of Croatian Qualification Framework (CROQF) Project
07.2010 - 10.2010
- Designed and carried out Training Needs Analysis (TNA) by means of questionnaire and face-to-face interviews with the relevant stakeholders
- Responsible for conceptual design (design and editing of training materials and guidelines) and the delivery of the Training of Trainers (ToT) to senior managers and academics
- Responsible for the creation and the assembly of briefing materials, organization of meetings and study visits, preparation of reports for the contracting authority and the representatives of the project beneficiary (Croatian Ministry of Science, Education and Sports)
POSTDOCTORAL RESEARCH FELLOW
Research Institute of Molecular Pathology (IMP)
11.2009 - 05.2010
- Continued my PhD research work on several projects in the Cancer Biology field (solid tumours of epithelial origin)
- Responsible for the design and management of research projects including in vitro and in vivo laboratory work, summarizing and presenting the results on seminars and conferences, publication writing and supervision and training graduate students in the lab
RESEARCH SCIENTIST
Research Institute of Molecular Pathology (IMP)
12.2005 - 10.2009
- Selected to carry out doctoral research through the Vienna Biocenter International PhD Program
- Responsible for the project design and experimental work in the field of Cancer Biology with a particular emphasis on Epithelial-to-Mesenchymal Transition (EMT) as one of the mechanisms involved in cancer progression and metastasis in breast cancer
Education
Doctoral Degree, Dr. rer. nat. - Molecular Biology
University of Vienna
Vienna, Austria01.2009
Master Degree, Mag. educ. biol. - Biology and Educational Sciences
University of Zagreb
01.2005
MBA -
University of Bradford
03.2018
Skills
- BUSINESS DEVELOPMENT & SALES
- VALUE SELLING
- QUALITY SYSTEMS (GxP, ISO, ASTM STANDARDS)
- PARTENRSHIP & ALLIANCE MANAGEMENT
- RELATIONSHIP & TRUST BUILDING
- ACCOUNT MANAGEMENT
- COMMUNICATION & CONFLICT RESOLUTION
- STRATEGIC BUSINESS PLANNING
- PROJECT MANAGEMENT
- SALES FORECASTING & BUDGETING
- MARKET INTELLIGENCE & MARKETING
- TIME MANAGEMENT
- BUINESS PROCESS OPTIMISATION
- REGULATORY REQUIREMENTS (FDA, EMA, etc)
- TEAM MANAGEMENT
- TEAMWORK
Certification
- PwC Mini MBA Certificate 2020
- Women in Adria – Future Leader 2021 in Pharmaceutical Business Award
LANGUAGES
CROATIAN – NATIVE
Bilingual or Proficient (C2)
ENGLISH – C2
Bilingual or Proficient (C2)
GERMAN – B2/C1
Upper intermediate (B2)
SLOVENIAN – A2
Elementary (A2)
ITALIAN – A2
Elementary (A2)
Hobbies and Interests
Hiking, CrossFit & Fitness, Travel, Cooking, Interior design, Photography
SOCIAL MEDIA
- Linkedin.com/in/ivanacustic
- Facebook.com/ivanacustic
- Instagram.com/ivanacstc
MISCELLANEOUS
Category B (since 1998)
Timeline
BUSINESS DEVELOPMENT MANAGER MedTech
QbD Group
11.2024 - Current
BUSINESS DEVELOPMENT MANAGER
Eurofins BioPharma Product Testing Croatia d.o.o.
01.2022 - 10.2024
SENIOR BUSINESS DEVELOPMENT MANAGER
Selvita Ltd.
01.2020 - 12.2021
INDUSTRY LIAISON AND OUTREACH OFFICER
European Molecular Biology Laboratory (EMBL)
04.2018 - 12.2019
BUSINESS DEVELOPMENT MANAGER
University of Zagreb, Center for Research, Development and Technology Transfer, Technology Transfer Office
11.2010 - 08.2011
INDEPENDENT CONSULTANT
WYG International, Further Development of Croatian Qualification Framework (CROQF) Project
07.2010 - 10.2010
POSTDOCTORAL RESEARCH FELLOW
Research Institute of Molecular Pathology (IMP)
11.2009 - 05.2010
RESEARCH SCIENTIST
Research Institute of Molecular Pathology (IMP)
12.2005 - 10.2009
Master Degree, Mag. educ. biol. - Biology and Educational Sciences
University of Zagreb
Doctoral Degree, Dr. rer. nat. - Molecular Biology
University of Vienna
MBA -
University of Bradford
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