Lead BD, EM

Division

Emerging Markets and Europe

Department

Business Development & Licensing

Sub Department 1

Job Purpose

Drive and execute identified BD and Licensing mandate for the region by scanning wishlist portfolio, market and competitors and leading execution of deals end-to-end.

Manage existing partners and signed products, and selection of new partners in allocated countries as per portfolio and commercial strategy in those markets, and achieve revenue and deal targets. To lead the Region™s BD&L strategy and execution with the help of portfolio and cross-functional teams.

Key Accountabilities (1/6)

Lead and manage BD & Licensing efforts across the region and select focus markets to enhance revenue growth and profitability, maintaining competitive advantage

• Ensure potential revenue contribution as per defined objectives by filling in portfolio gaps across markets, in line with Cipla™s commercial strategy
• Market intelligence to develop a product-country matrix and build a BD strategy around the same
• Lead Market Potential Mapping exercises in collaboration with Regional Head, BD and Portfolio team to identify pricing and develop commercials

Identify partners and sign up agreements to source new products to pursue wishlist portfolio

• Identify and engage with new partners for new opportunities such as in-licensing, distribution/ ready MA deals, CDMO agreements, acquisitions etc.
• Map leadership and decision-makers of shortlisted partners/ MNCs/ local firms to engage and pitch Cipla credentials in resp. markets
• Develop and negotiate term sheet with the partners and close the deal
• Project manage the overall project - Lead commercial negotiations and close agreements by collaborating along business, regulatory, Quality, financial, legal, and IP teams

Recommend portfolio across deep, strategic markets for aspired growth as per commercial model and region strategy

• Identify portfolio opportunities and trends in the resp. focus markets
• Identify levers for growth “ new portfolio, inorganic options for acquisition, etc.
• Forecast and analyse market potential of the initiative to understand impact on the region P&L

Evaluate new business opportunities and initiatives to help region leadership make informed decisions

• Analyse data and competition from primary and secondary sources (incl. IQVIA, IPD Analytics etc)
• Map out potential of the opportunities for wishlist portfolio and other opps. identified from country team
• Benchmark Cipla™s business case with the market and competition, draw out key insights for the senior management and communicate deal approval notes
• Provide recommendation to the senior management for decision making on new products/ assets identified

Alliance management: Drive ongoing relationship and troubleshooting of new business models/ products with partners

• Maintain strategic relationship with key partners to ensure Cipla™s long-standing partnership and interests
• Ongoing alliance management with key leadership of BD partners
• Collaborate with Project management, Regulatory, Launch mgt. and country teams to ensure seamless filing and approval for signed products
• Ensure timely and successful launch of BD portfolio, and re-visit/ re-negotiate key terms as reqd. on an ongoing basis, to protect NPV and payback of the deal

Major Challenges

• Timely intelligence to changes in market scenario and partners internal strategy which affects the success of the deal closure

Overcome by: Influencing the partner to problem solve and identify alternative means

• Ensuring output from team members not directly reporting to this role.

Overcome by: Influencing team members with data, content and results oriented attitude.

• Cross-functional dependencies in closing deals in a timely manner.

Overcome by: Rigorous governance and project-management on a weekly basis.

• Long timelines for licensing activities - due diligence and completion of acquisition of a brand / portfolio

• Functional Heads/ Regional head “ portfolio planning, business cases, cross functional liaison
• Business finance “ P&L and NPV assessment
• Legal, IP, Regulatory, Quality “ closure of IL/ APA/ S&D/ QTA agreements
• Medical services
• Portfolio team “ Frequent “ for Market Potential Mapping, sharing leads, etc.

• New partners - frequent: for exploring opportunities, negotiations, deal closure
• Existing partners: Alliance management, troubleshooting

• IL deal closure
• % sourcing of wishlist portfolio
• Resource allocation
• Capability building

Key Decisions (1/2)

Key Decisions (2/2)

Education Qualification

Management degree

Relevant Work Experience

• 7-8 years experience in Business development for international markets, esp. complex IL deals
• Understanding of Portfolio is a must esp. complex generics, injectables, specialty/ incremental innovation
• Experience in regulated markets (esp. EU, Australia, Asia, North Africa)
• Corporate Project management in big-size pharma companies is good to have.
• Well acquainted with backend processes and systems in generic pharma
• Must have strong communication and negotiation skills