Aarti Industries - Business Management Leader

Business Management Leader

Purpose :

To drive strategic business growth, commercial excellence, and global customer partnerships for the CRDMO (Contract Research & Development Manufacturing Organization) business by identifying new market opportunities, leading techno-commercial evaluations, overseeing contractual and governance frameworks, and ensuring successful execution of customer programs through effective cross-functional collaboration, thereby contributing to sustainable revenue growth and organizational competitiveness.
1. Strategic Business Development & Market Expansion :
- Define and execute the global CRDMO business development strategy with a strong focus on International Market, while expanding global opportunities.

- Identify emerging market trends, customer needs, competitive intelligence, and growth opportunities to strengthen the organizations CRDMO portfolio.

- Build and nurture strategic relationships with senior leadership teams, procurement heads, innovation leaders, and decision-makers across global customer organizations.

- Lead high-value customer acquisition initiatives and establish long-term commercial partnerships aligned with organizational growth objectives.

- Develop strategic account plans for key customers to maximize revenue growth, customer retention, and multi-project engagement opportunities.
2. Commercial Leadership & Proposal Governance :
- Lead the end-to-end commercial evaluation and proposal management process for development and manufacturing opportunities.

- Provide strategic direction for preparation of techno-commercial proposals encompassing :

1. Market and competitive intelligence.

2. Cost optimization strategies.

3. Scope definition and deliverables.

4. Intellectual Property (IP) considerations.

5. Commercial terms and risk mitigation.

6. Project execution timelines.

- Drive pricing strategy and commercial negotiations to ensure profitability, business sustainability, and competitive positioning.

- Establish proposal governance mechanisms to ensure timely response, quality compliance, and alignment with customer expectations.
3. Contracting, Risk Management & Governance :
- Oversee commercial contracting activities including NDAs, master service agreements, development agreements, supply agreements, and strategic partnership contracts.

- Partner with Legal, Finance, and Compliance teams to ensure risk-mitigated and commercially optimized agreements.

- Ensure robust governance frameworks for confidentiality, customer commitments, documentation control, and regulatory compliance.

- Lead resolution of commercial disputes, escalations, and contractual negotiations where required.
4. Program Leadership & Execution Oversight :

- Ensure alignment between customer expectations, technical feasibility, manufacturing capability, and project execution timelines.

- Monitor project performance, milestone achievement, service levels, and revenue realization across the CDMO portfolio.

- Drive strategic collaboration with external partners, toll manufacturers, and technology providers to enhance execution capability and scalability.

- Establish operational review mechanisms and governance structures for proactive risk identification and mitigation.
5. Cross-functional Leadership & Organizational Alignment :
- Lead collaboration across R&D, Technology Transfer, Manufacturing, Process Development, Supply Chain, Regulatory, Finance, and Legal functions to ensure seamless execution of strategic projects.

- Foster a high-performance, customer-centric culture focused on accountability, agility, and operational excellence.

- Support organizational capability building through process improvements, knowledge sharing, and strategic resource planning.

- Represent the organization in strategic customer meetings, industry forums, and business negotiations.
6. Occupational Health, Safety & Wellbeing Responsibilities :
- Ensuring a safe, healthy, and supportive work environment by promoting compliance with health, safety, and environmental requirements, encouraging safe and ergonomic work practices, fostering employee wellbeing and psychological safety, and ensuring adherence to all regulatory and organizational obligations through training, documentation, and effective incident reporting.
Experience : 15 + Years in Techno-commercial role in CRO, CRDMO
Qualification : M. Sc. or Ph. D in Organic Chemistry with some Scale-up/Plant understanding /Exposure. Strong understanding of synthesis. MBA will be added advantage.