Senior Team Member - BD&L

Team Member - 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

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


• Analyse 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

• Internal Stakeholder management , esp with differing view points of various functions


• Fast turn around in a complex process, with multiple stage gates


• Partner Engagement


• Staying abreast with the changes in regulations and geopolitical situations across geographies.


• Resolving exigencies and bottlenecks with regards to project outcomes etc.

• CEO EMEU


• Head Business Strategy and Licensing


• Head Portfolio


• Functional/ Commercial Heads


• Finance


• IPD , Reg Affairs , IP

• New business/JV stakeholders - for relationship building and review or support of operations - frequent


• Consulting firms - frequent


• External partners - as sources for fund, new opportunities- need based


• Other key stakeholders as required

• Build licensed portfolio in line with Cipla s 2-5 year growth plan


• Strong partner and alliance management


• Effective project management


• Pharma market understanding and business case modelling

This role requires the job holder to be able to manage cross functional stakeholders and external partners

New markets, new models, partnerships, etc

MBA for a Tier 1 school

• 5-10 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