Senior Team Member - BD&L

Division

Department

Sub Department 1

Job Purpose

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

Key Accountabilities (1/6)

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

Key Accountabilities (2/6)

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

Key Accountabilities (3/6)

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

Key Accountabilities (4/6)

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

Key Accountabilities (5/6)

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

Key Accountabilities (6/6)

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

Major Challenges

• 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.

Key Interactions (1/2)

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

Key Interactions (2/2)

• 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)

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

Key Decisions (2/2)

New markets, new models, partnerships, etc

Education Qualification

MBA for a Tier 1 school

Relevant Work Experience

• 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