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Job Purpose: Lead – Licensing and Alliance management, will be responsible to drive in licensing , out licensing initiatives and post deal alliance management for Cipla in Europe and Emerging Markets. This role will support the Head Strategy, Projects, Licensing & M&A, as well as the Head – Licensing and Alliances, EMEU to help build and deliver the product portfolio for target markets. The role represent Cipla with other pahram companies/ sourcing partners and manage the relationship across the life cycle of the deal. Key Accountabilities: Identify and Strengthen partnership : Work closely with the Portfolio team to identify the list of products to be in-licensed from the overall product portfolio planned for the company In EMs, using market potential mapping Analyze and identify new companies to liaise with, for the wishlist products, by referring various sources like IMS & Newport data, market insights from business teams, market research, clinical trial data of competitor companies (for pipeline products) Study the feasibility of products in Cipla India portfolio, by extending their availability across emerging markets Lead generation: Attend conferences such as CPHI to understand latest market trends and build networking relationships across the industry with KOLs Initiate discussions with various EMs companies expressing interest for partnering over identified products across multiple geographies Evaluate each partner across various parameters (such as company size, product quality, IP, technical, financial, future prospects and aspirations of the partner’s business, commercial due diligence etc.) to get a holistic view Commercial modelling: Segregate product by therapies, and map potential partners for each product to understand the business span Support Portfolio and Finance team for NPV and P&L for each project/ deal Prepare a detailed report with comparisons and recommendations on selection of partner, to be presented to the management for final decision making Liaise with the business, finance, legal, regulatory and other allied teams to discuss the proposed partnerships and prioritization of products Deal Evaluation and Internal stakeholder alignment: Ensure that the CDA (confidential disclosure agreement) between Cipla and the potential partner has been signed by coordinating with the Legal team, before progressing with further discussions Finalize the contract terms, buying and payment terms, and commercials for the deal, by aligning all internal stakeholders, and draft/ structure the deal to be taken to the partner for discussion Get an approval from the CEO, Head – Licensing and Regional head to proceed Negotiations and Execution: Align partner and Cipla team on deal terms Direct the negotiations to attain an exclusive deal with the partner Execute the final agreement in coordination with the legal teams of both companies Strategic alliance with all partners to nurture long terms relationship for sustainable business: Develop the partner relations by regularly maintaining contact, to identify opportunities to extend the same partnership to more number of products and geographies Develop the brand, as a preferred company for exclusive agreements with partners, through relationship management Team management: Manage a team of 2-4 members, and guide them on the above parameters. Support the Head – Licensing and regional heads on the 2-5 year pipeline development Skills & Knowledge Educational qualifications: MBA for a Tier 1 school Relevant experience: 10-15 years of experience with exposure to Licensing and alliance management with Top Pharma companies Sound analytical skills with good hands-on knowledge on excel Good inter-personal and influencing skills Excellent verbal and written communication Show more Show less
