Business Development Manager at Cipla

The Role Summary:

Identify, reach out, negotiate and manage the end-to-end process of business development opportunities in line with New Business Development (NBD) objectives of maximising market share, sales and operating profitability through M&As, in-licensing, JV opportunities and strategic partnerships within the framework of Cipla Medpro and Cipla’s Global and local business imperatives to enable the Organisation to expand and diversify.

•  Conduct research relating to organic and inorganic growth opportunities for Cipla Medpro, South Africa and Sub-Saharan Africa, and develop business cases indicating the business advantages
• Identify, negotiate and conclude strategic new business opportunities in line with the Company’s business development strategy
• Negotiate and review Licensing agreements with the support of the legal department
• Serve as interface between the BD Division and internal / external customers
• Interact on a strategic level with all Global teams to ensure all opportunities are capitalized by the local operation
• Understand the market dynamics for the territory in order to optimize business opportunities
• Support the Business Development Project Management system
• Integrate and coordinate commercial input to specific programs as necessary
• Manage the coordination and administrative requirements relating to M&As, In-licensing, Strategic partnerships, joint ventures and alliances, as well as technology and intellectual property licensing opportunities
• Maintain a tracker with all activities and ensures regular updates are provided to senior management with an update of the status of each activity.
•  Review gaps and explore whether the opportunity can be encashed by developing the product internally / by Partners / by Known Sources.
• Conduct in-depth analysis of every Vendor including market and portfolio performance, Share of Business, pipeline and recent M&As, global or local;
• Compare vendor product list vs. GAP list (GAP Analysis)/strategic product/project list;
•  Conduct activities to remain “up-to-speed” with all current projects to ensure that Cipla Medpro is not licensing something that is in IPD, or licensing the same product from two different sources
• Drive accomplishment of short term opportunities – acquire company / brand, In-license registered products, distribute registered products
• Facilitate activities for accomplishment of long term objective of developing products internally
•  Provide Business and Financial analyst with input for Valuations
• Research IMS / Tender Market Share projections and ensure that correct assumptions are applied for each project
• Generate projections report based on findings in conjunction with Marketing and Portfolio
• Provide input to Chief Scientific Officer on relevant product patent timeframe in order to expedite release of products into the Market
• Liaise internally and with external partners regarding status of agreements.
• Conduct follow-ups and update all agreements.
• Follow up for ensuring agreements from introductory phase until signature; Once agreements have been signed and agreed ensure suspensive conditions are fulfilled in time.
• Follow up on all contractual milestone payments to ensure timely payment.
• Access Strategic products / projects related to Tender Business with a special focus on cost reduction;
• Obtain for negotiations the regulatory checklists with principals to determine dossier compliance - discuss with regulatory team.
• Arrange as required the procurement of samples etc.
• Assist with New Products Section after the agreements are signed to procure all additional data required before and during the dossier submission phase as required
• Follow up on any delay in the above to streamline with the dossier compilation process.

Educational qualifications:

• Post-Graduate Degree in Finance/Sales and Marketing. Medical background is preferred.

Relevant experience:

• Minimum 7 years’ experience in Business Development role at a Senior level in a Pharmaceutical company and understanding of Regulatory and Legal aspects/Management Consultant with 7-10 years experience
• Ability to effectively express and articulate discussion and relate to Top Leaders and ability to fathom the big picture and demonstrate business acumen.