General Manager - Business Development (In-Licensing)

Purpose of the role

To lead and execute in licensing activities including partner scouting, opportunity evaluation, commercial negotiation, due diligence, agreement execution, and post-agreement implementation to support the organization's growth and product pipeline. This role will focus on EU & Emerging Markets within International Business.

Key Responsibilities:

• Conduct partner scouting to identify suitable in-licensing collaborators
• Evaluate the list of licensing opportunities in alignment with the partner database
• Map the wish list of the organization with the available list of partners
• Perform initial market assessment of potential products
• Share and connect with country leads/heads to seek their interest and confirmation on the product. Prepare and maintain an in-licensing list / wish list.
• Conduct initial IQVIA (IMS) data assessment. Analyse product trends (volume-wise and value-wise).
• Evaluate market uptake from a clinical perspective. Conduct market price assessments.
• Perform partner selection based on strategic fit and negotiate proposals from shortlisted partners.
• Commercial & Strategic Evaluation: Signing of NDA/CDA agreements with partners
• Negotiate commercial terms of the proposed deals
• Develop a commercial business case (critical decision-making point)
• Conduct shadow costing analysis. Evaluate Net Present Value (NPV) and Internal Rate of Return (IRR).
• Prepare a business case summary and recommendations with a project approval sheet for management review. Obtain management approval for further steps.
• Due Diligence & Agreement Execution: Initiate due diligence of the product in collaboration with cross-functional evaluation teams (CFTs), both internal and external
• Once aligned, initiate the signing of the Non-Binding Term Sheet (NBTS) with the partners
• Proceed with the final management sign-off
• Negotiate a definitive agreement with the partner and obtain final signatures
• Post-Agreement Activities: Conduct kick-off meetings with CFT (cross-functional teams)
• Manage alliance meetings to ensure alignment. Support new product launch planning and execution.

Requisite for the role -

• Graduate in Pharmacy and MBA from a reputed Tier I B-School.
• Minimum 5 years of experience in in-licensing within pharma Industry.
• Proficiency in preparing and managing business cases, NPV and IRR
• Excellent networking and interpersonal skills

Skills Required
Due Diligence, Market Assessment