Job
Description
Job Purpose: Execute all business development and licensing activities through from partner identification, to evaluation and negotiations to expand Cipla’s product portfolio in Europe within Emerging Markets, in line with overall company growth objectives. Key Accountabilities: Proactively identify and connect with new companies to establish potential product partnerships: 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 Europe, using market potential mapping Perform analysis to identify new companies to liaise with, for these products, by using inputs from 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 India products in Cipla India portfolio, in terms of extending their availability across emerging markets Attend conferences such as CPHI to understand latest market trends and build networking relationships across the industry with KOLs Initiate discussions with various European companies expressing interest for partnering over identified products across multiple geographies 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 Evaluate the identified partners to shortlist the best among them, in terms of most favorable current and future business perspective, fulfilling portfolio gaps as per company aspirations: Create a matrix of products segregated by therapies, versus potential partners for each product to understand the business span 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 Conduct a NPV and P&L analysis for each project/ deal Basis the above analysis, and keeping in mind own company aspirations, 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 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 Head - BD&L and Head-EM&EU to go ahead with the deal Drive the business negotiations with selected partner and internal negotiations team, to ensure favorable signing terms for Cipla: Conduct multiple rounds of discussions by bringing the partner and internal team on the same platform, to get an agreement on deal terms Direct the negotiations to attain an exclusive deal with the partner, wherever possible Execute the final agreement in coordination with the legal teams of both companies Project manage the new partner to ensure smooth initial transitions for business mgmt. (not as R&D) but overall: Monitor the product filing process in coordination with the CPM team Monitor the execution of at least the first validation batches process in coordination with the CPM team to ensure that the orders for new products are processed on time Hand-over the partner management to business for future deals, with all documentation and expectations in place Maintain 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 Skills & Knowledge: Educational qualifications: Science graduate with Post Graduate /MBA - (Tier 1 colleges preferred) Relevant experience: 10 years of experience with exposure to pharma operations required for understanding the techno-commercial aspect of the role Good analytical skills and negotiations skills Preferably worked in 2-3 different pharma departments such as (Regulatory, Project Management, Loan licensing/ contract manufacturing etc.) in Europe . Show more Show less
