BD & Alliance Manager

Dr. Reddy’s Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait.

We started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries.

For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity – to strengthen our core further (the next steps) and to build the future (the new bets).

‘The Next and the New’ is how we aim to continue to be the partner of choice – purpose-driven, future-ready and sustainable. Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose – helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparency

Dr Reddy’s maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.

"

Objective: Dr Reddy’s is looking to exponentially grow their business across Emerging Markets. This involves a big component of inorganic expansion plan to be driven through licensing partnerships. We are looking for a driven and impact oriented individual to lead alliance management and drive end-to-end Go-To-Market for all In-licensed assets from global network of partners. This role involves working closely with internal stakeholders across CFTs including country teams and partners to ensure efficient ops from deal signing to commercialization. Over time, this role will also take up responsibility of leading the In-Licensing activities for our finished formulations business in African subcontinent.  This is a high visibility role, which shall contribute directly to the topline across short, mid and long term time horizons

Experience and background:

• Strong sales, BD/ strategy/alliance management background in global pharmaceutical or biotech companies with at least 3-4 years of working experience
• Proven track record or accomplishment with building consensus within a complex, multi-cultural organization; Should have ability to influence and align stakeholders across levels
• Strong written and oral communication skills with cultural sensitivity to work effectively across a global enterprise
• Financial acumen with respect to execution of multiple types of business/deal transactions and strong negotiation skills involving commercial and contractual legal terms
• Past experience/exposure in Pharma sector is a plus but not a must have

Roles and Responsibilities:

Alliance Management

End-to-End Leadership: Provide strategic leadership and oversight for the entire lifecycle of in-licensed assets, from signing to commercialization

• • Ensure Pre-diligence checklists are in place for initial technical assessments
  • Drive central coordination of CFTs (Regulatory/IP/Quality/Legal) through tech PMO team for due-diligence and gap identification
  • Liaison with partner teams to ensure all gaps are addressed and products move to filing stage on-time
  • Ensure launch coordinators develop and implement comprehensive launch charters to ensure timely market entry
  • Align with country teams and partners on budgets for In-licensing launches and run monthly supply and ops update calls for all In-licensed products
  • Address and resolve any issues or conflicts that need partner intervention ensuring smooth operations during due diligence, filing and launch

Performance Monitoring and Relationship management:

• Finalize the partner performance measurement metrics to track health and wealth of partnerships and update dashboards on a half yearly basis for all P1 partners
• Provide recommendations for optimizing the performance and set expectations on improvement areas for each P1 partner through formal communication and surveys
• Define and ensure partner relationship and performance management cadence is set up and executed with relevant stakeholders

BD – In licensing, South Africa and North Africa

• Formalize BD wish list by working closely with country sales and strategy teams, and refresh/prioritize wish list on a quarter/half year basis as required
• Identify In-market/near term commercial opportunities of interest and drive proactive reach-outs to partners on possibility to collaborate
• Verify the business case received from Country team & align the commercials with partner & internal stake holders; Negotiating technical and commercial deal terms and execute CDAs, terms sheets and definitive agreements with external partners
• Identify and drive portfolio leverage from existing P1/key partners by working closely with team members across BD and alliance management, and Identify new global network of partners covering BD wish list requirements
• Work with country teams to Identify platforms involving local networking and drive conversations to develop opportunity pipeline
• Identify leverage markets from South Africa based on regulatory and supply aspects and define a BD roadmap for expansion to these markets 
• Work with North Africa country teams to identify high value opportunities for localization and define wish-list based on the value streams involved in localization

Educational qualifications:

Undergraduate degree, preferably in science or business, from a recognized academic institution; advanced technical or MBA degree preferred

Skills & attributes:

• Effective listening skills, ensuring a comprehensive understanding of information.
• A keen eye for detail, ensuring accuracy and precision in tasks.
• Awareness and sensitivity to deadlines, ensuring timely completion of tasks.
• Analytical skills and the ability to troubleshoot, enabling effective problem-solving.
• Strong interpersonal skills and the ability to work well in a team, fostering collaboration and positive team dynamics.

About the Department
Emerging Markets
Branded generics is one of our biggest businesses in Emerging market and our branded products are available 48 countries across 5 regions. Our key markets are Russia, China and Brazil. We also have presence in Latin America, Africa, Australia, New Zealand, ASEAN (Association of Southeast Asian Nations), CIS and Romania. We have added 13 new geographies in the last 5 years.
In the last 4 years, our emerging markets business’ growth rate has doubled (June ’22). Our diverse portfolio spans all segments. We are continuously advancing technologies, enhancing efficiency of operations and increasing our portfolio of highest-quality quality products.
With nearly 40 products and 6 mega brands, Russia is a key market. With more than 30 years of operations in the region, as of FY22, we have reported a year-on-year growth of 32%. This was driven by improved existing business performance, launch of new products during the year along with divestment of some non-core brands. 6 key products were ranked among the top 200 bestselling formulation brands, as per IQVIA in its report for the 12-month period ended 31 March, 2022. 5 of our leading products were voted as the ’Product of the Year’ by the consumers – reaffirming the trust that the people of Russia have in them.
We are among the earliest Indian pharma companies to have a business presence in China. We have a representative office that focuses on filings and approvals, including the Group Purchasing Organisation (GPO). Our joint venture entity (Kunshan Rotam Reddy Pharmaceutical Co. Ltd) offers a portfolio of niche and essential products, strengthening our presence in China.
In Latin America we have a strong presence in Brazil and Colombia. In just a little over five years in Brazil, our team has established itself in the region with our diverse portfolio. Our primary focus in Brazil is oncology and institutional. Our team in Colombia was certified as a ‘Great Place to Work’.
Through our comprehensive COVID-19 portfolio, we were able to reach over 5 million patients in low and middle-income countries. With the aim of reaching more and more patients around the world, we are harnessing our deep science capabilities to create a robust portfolio in the region to become the partner of choice.
Our teams in China, Brazil, Colombia and Thailand, Malaysia are a certified great place to work. Our team in Russia is among the top 3 in Head-hunter’s Best Employer Ranking in 2022. These recognitions reaffirm our commitment and efforts to bring science, technology and innovation together to offer affordable medicines and solutions beyond the pill to patients in the region.
As the need, scope and standards of healthcare evolve, we keep track of emerging needs to contribute to patient welfare. After all, Good Health Can’t Wait

Benefits Offered
At Dr. Reddy’s we actively help to catalyse your career growth and professional development through personalised learning programs.
The benefits you will enjoy at Dr. Reddy’s are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.

Our Work Culture
Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.
For more details, please visit our career website at https://careers.drreddys.com/#!/