Job Responsibilities
The primary role is to drive EPD India top line, market share and division margin growth through Licensing and Acquisitions (L&A). This role will be responsible for contributing to EPD India goal of growth through new product introductions every year and own the entire L&A lifecycle for EPD India. This role will scout L&A deals for entire EPD India region with presence in almost every major therapy area through various sales and marketing teams. In addition, incumbent in this role would be responsible to manage existing alliances and partnership with estimated annual sales of $ 70 MM
The role requires high degree of external orientation, analytical ability, results orientation and influencing skills to drive the EPD India growth objectives. The incumbent in this role will have to be a self-starter. He / she must be comfortable with ambiguity. This role will involve significant work with external stakeholders in India as well as global – target companies, investment bankers.He/she will work closely with very senior stakeholders including VP EPD India, GMs, Finance, Legal, Regulatory, Medical, EPO and global L&A teams in the division as well as at corporate.Core responsibilities
Identify And Screen Opportunities
- Scout for L&A opportunities in the EPD India priority therapy areas as well as aligned to EPD India playbook
- Assess the opportunities for fit with EPD India strategy, medical rationale and competitive advantage
- Proactively create opportunities based on understanding of EPD India strategic priorities and target organization context
Build a Strong Pipeline Of Deals
- Work with NPI teams in India as well as global to establish contact with potential partners
- Build a network of key people for intelligence on L&A developments – investment bankers, independent consultants, key personnel within other pharmaceutical organizations
Build Business Cases
- Develop sales forecast in collaboration with medical and commercial teams
- Create financials for the opportunity – including terms and conditions, strategic rationale
- Get buy-in from the relevant commercial organization for the business case. Get approvals from relevant stakeholder viz. VP EPD India, legal, finance, regulatory
Negotiate Contracts, Lead Due Diligence
- Work with target organization for structuring a win-win proposal
- Lead the due-diligence process and share findings with all the stakeholders for initiating next steps
- Work with legal team to successfully complete the contract formalities
Post Deal Integration
- In case of acquisitions, work with relevant EPD India commercial organization for successful roll out of the product, portfolio
- Establish and execute routine progress monitoring of deals
- For licensing, distribution partnerships take over the alliance management
Alliance Management
Currently there are 4-5 partnerships with annual sales of $ 70MM.
- Quarterly financial reporting/ KPIs (Sales, Margin) vs. plan/ commitments
- Manage standardized governance if required (e.g., Steering committee, training, reporting, S&OP)
- Elevate and champion to procure resources and investment
- Proactively flag concerns to reduce likelihood of terminated deals (or breach of contract)
- Manage renewal, amendments, renegotiations and termination of contracts
Education
Skill, Education, Experience
Graduate in Science / Pharmacy.
MBA/PGDBA in Sales and Marketing
Experience
- 8+ years of experience across licensing and business development in similar industries, OR
- 4+ years of experience in Top tier Management Consulting
- Prior experience of Managing partnerships would be added advantage
Skill
- Excellent Communication Skills
- Strong collaboration and relationship management
- Ability to think strategically, financial acumen and solution orientation
- Ability to influence, lead and work with cross functional teams
- Ability to lead through ambiguity, influence stakeholders, work with cross functional teams
- Negotiate terms, resolve conflicts, and ensure mutually beneficial solutions
Supervisory Responsibility
National account managers and Key Account Managers:
Total 8 members
