Reports To: Founder & CEO
Location: India (Hybrid / Key Pharma Hubs)
Company: JollyRx
Employment Type: Full-time, Executive Leadership
About JollyRx
JollyRx is building an asset-light pharmaceutical manufacturing grid. We connect corporate hospital networks, emerging healthcare brands, and digital health platforms with audited, Schedule M and WHO-GMP certified production facilities operating with unbooked line capacity. By retaining formulation custody, managing independent dual-gate NABL quality testing, and removing the capex-heavy barriers of traditional CDMOs, JollyRx delivers dependable, flexible finished dosage form (FDF) production with zero plant capex.
Role Overview
The Chief Business Officer (CBO) will lead commercial expansion, enterprise client acquisition, and multi-year supply partnerships. You will own the bridge between institutional demand—hospital pharmacy networks, healthcare brands, retail pharmacy chains, and institutional distributors—and our managed contract manufacturing grid.
This is a high-ownership executive role accountable for full commercial P&L, pipeline conversion, pricing strategy, and scaling high-margin net revenue across domestic institutional and emerging export channels.
Key Responsibilities
- Commercial GTM & Revenue Leadership:Design and execute the institutional go-to-market strategy to secure recurring contract manufacturing, white-label, and institutional supply partnerships across hospital chains, corporate pharmacies, and consumer healthcare brands.
- Institutional Account Closures:Lead high-stakes enterprise negotiations directly with Chief Procurement Officers (CPOs), Pharmacy Directors, and Heads of Purchase, positioning JollyRx's core value: flexible minimum order quantities (MOQs), reliable dispatch timelines, and independent lab quality verification.
- CDMO & White-Label Pipeline Expansion:Drive new business development for custom formulation batches and contract manufacturing services, expanding wallet-share across core therapeutic segments (oral solids, liquid orals, sterile injectables, specialized nutrition, and synbiotics).
- Cross-Functional Grid Synchronization:Work in lockstep with the Technical Services, Quality Assurance, and Sourcing teams to match incoming demand volumes with qualified, idle production shifts across partner facilities.
- Commercial P&L & Working Capital Rigor:Structure competitive pricing, manage commercial payment terms, protect blended gross take-rates (targeting 18%+), and maintain strict working capital discipline across customer receivables.
- Executive Team Building:Recruit, mentor, and lead a focused institutional key accounts team capable of navigating long-cycle hospital formularies and private-label contract reviews.
Key Requirements
- Experience: 12 to 18 years of commercial leadership in third-party manufacturing (TPM), CDMO business development, institutional pharma sales, or B2B healthcare supply chain management.
- Network & Access: Established, active relationships with procurement leadership, hospital administration committees, and supply chain directors across major Indian hospital networks and regional healthcare chains.
- Technical & Commercial Fluency: Strong working knowledge of pharma manufacturing realities, including technology transfers, loan licensing, batch sizing economics, regulatory documentation, and compliance frameworks (Schedule M, WHO-GMP).
- P&L Track Record: Demonstrated history of managing business units or commercial divisions generating ₹50 Cr+ in annual institutional revenue with disciplined gross margins.
- Execution Style: Hands-on commercial closer who thrives in an entrepreneurial, asset-light, and fast-moving environment.
Candidate Evaluation Criteria
- Year 1 Milestone: Secure 25+ recurring institutional healthcare accounts and contract manufacturing clients, validating consistent monthly batch dispatches on the grid.
- Margin Integrity: Maintain blended gross transaction margins of 18% to 22% while structuring contract terms that minimize working capital exposure.
- Category Penetration: Successfully expand initial single-SKU institutional pilot orders into multi-formulation recurring annual supply agreements.
Pay: ₹60,000.00 - ₹120,000.00 per month
Work Location: In person
