Lead BD&L

Division

Department

Sub Department 1

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 (1/6)

I. 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

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 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

Key Accountabilities (3/6)

Drive internal deal evaluations to get all allied cross functional teams aligned on the deal structure and details: 

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 discussionGet an approval from the Head - BD&L and Head-EM&EU 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
 Execute the final agreement in coordination with the legal teams of both companies

Key Accountabilities (5/6)

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 plac

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

Key Accountabilities (6/6)

Major Challenges

• Committing agreement terms to the partners sometimes backfires if the involved internal teams do not execute their committed targets on time; This causes damage to the image of the company & front facing team for future engagements with the partner
• Changes in the company objectives (in terms of countries/ therapies to focus on), leads to unsuccessful efforts for BD&L carried out for that geography/ therapy

Key Interactions (1/2)

Internal

• CEO EMEU
• Head Business Strategy and Licensing
• Head Portfolio
• Functional/ Commercial Heads
• Finance
• IPD , Reg Affairs , IP

Key Interactions (2/2)

External

• 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

Dimensions (1/2)

• 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

Dimensions (2/2)

Key Decisions (1/2)

Decisions

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

Key Decisions (2/2)

Recommendations

New markets, new models, partnerships, etc

Education Qualification

MBA for a Tier 1 school

Relevant Work 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