Lead - BD & Licensing

Job Purpose

Execute all business development and licensing activities from partner identification, evaluation and negotiations to expand Ciplas product portfolio within India Business, in line with the overall company growth objectives.

Key Accountabilities (1/6)

• 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, 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)
• Attend conferences such as CPHI, ADIS to understand latest market trends and build networking relationships across the industry with KOLs
• Develop suitable proposal for potential leads on behalf of Cipla Initiate discussions with various 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

Key Accountabilities (2/6)

• Evaluate the identified partners to shortlist the best among them, in terms of most favourable 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 partners business, commercial due diligence etc.) to get a holistic view
• Understand the scope of the business using the product forecasts developed by the Portfolio team and Regional Head
• Conduct a NPV and P&L analysis for each project/ deal using the product cost analysis performed by the Finance team
• 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

Key Accountabilities (3/6)

• Drive internal deal evaluations to get all allied cross functional teams aligned on the deal structure and details
• Conduct market research through data and industry network for developing business case for potential products
• 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 to go ahead with the deal

Key Accountabilities (4/6)

• Drive the business negotiations with selected partner and internal negotiations team, to ensure favourable 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
• Develop the term sheets, LOIs and agreement
• Follow-up on other technical documents such as Quality audit, Quality agreement and PV agreement
• Execute the final agreement in coordination with the legal teams of both companies

Key Accountabilities (5/6)

• Project manage the new partner and prepare the launch plan in coordination with cross functional teams to ensure smooth initial transitions for business management
• Monitor the product filing process in coordination with the CPM team
• Monitor the execution of at least the first validation batch 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
• Plan the launch of the product with the marketing team, SBUs and partners
• Generate timeline estimated and ensure timely launch of the products
• Generate company/product codes in SAP
• Release PR and POs
• Coordinate to ensure payment remittance

Key Accountabilities (6/6)

• Maintain strategic alliance with all partners to nurture long terms relationship for sustainable business
• Conduct post launch alliance management and repeat purchase coordination
• Develop the partner relations by regularly maintaining contact, to identify opportunities to extend the same partnership to more number of products and geographies
• Conduct review meetings
• Submit reports, sales and patient data to the partners
• Plan for additional product partnering
• Develop the brand, as a preferred company for exclusive agreements with partners, through relationship management

Education Qualification

• M.Sc / M.Pharm. / B. Pharm & MBA

Relevant Work Experience

• 5-7 years of experience with exposure to pharma operations required for understanding the techno-commercial aspect of the role
• Good analytical skills
• Good communication and negotiations skills
• Preferably worked in 2-3 different pharma departments such as (Regulatory, Project Management, Loan licensing/ contract manufacturing etc.)
• Soft skills in consensus management.
• Cohesive team working as multiple stakeholders are involved in job function.
• Ability to develop and communicate with senior management in-house and with partners.
• Good knowledge of specialty pharma, biotech, medical device and Dx (diagnostics)
• Good knowledge of industry dynamics and pharma value chain.
• Forecasting, Business case development, estimation of disease incidence and patient population.
• Good working hand at power-point, legal documentation and contracts.
• Deal terms and contracting terminology.
• NPV and sensitivity analysis
• Networking within Pharma industry, MNCs CMOs and CRO’s Experience in Pharma industry in BD/Marketing/Finance is essential