Dr Reddy's - Business Development

Business Development: (Associate Director)

Strategic Opportunity Screening:

- Identify and analyze portfolio gaps; Analyze global pipeline of novel and differentiated products to understand the research various companies are doing in a particular therapy; Subscribe to various global databases.

- Identify and evaluate new molecules in different clinical development stage, with different technological platforms/advances.

- Understand the different applicability of the technology platforms and capital and intellectual investments by companies in order to build a robust pipeline for new product introduction across Therapeutic Areas.

Partner Scouting & Selection:

- Generate leads for Partners through Direct Communication, Corporate network and Conferences; Select different BD partnering conference and make a conference calendar; select specific therapy related conferences.

- Position Dr. Reddys as a partner of choice at Global partnering forums like BIO. Initiate active discussions with Partner for further deal processing In order to generate new collaboration for identified opportunities.

Lead Feasibility Analysis:

- Analyze thoroughly feasibility of the lead.

Evaluate:

a) Medical/Clinical Trial data to understand true unmet medical needs

b) development risk and competitive advantage of the lead/partner.

- Identify Regulatory challenges and define a possible regulatory approval pathway. Confirm Quality Standard of Partner in line with Dr. Reddy's expectations.

- To understand the IP edge, facilitate the IP evaluation in the geography by IP team. Evaluate Supply Chain challenges and define possible supply chain structure is along with Partner.

- Identify and evaluate all the potential risks of the deal In order to conclude preliminary evaluation of the short listed opportunities.

Commercial Analysis & Business Case:

- Map the potential opportunity size through secondary research. Evaluate competition and pricing positioning of different companies in the market

- Brainstorm and build different assumptions and way forward with marketing teams. Validate the assumptions through primary research.

- Project volume and pricing scenario to build a robust business case.

- Get approval of business case from Business heads and Finance head In order to finalize the commercial terms and deal structure.

Deal Processing:

- Get the Non-disclosure agreement (NDA)/CDA signed with Partner (after receiving approval from Legal team).

- Based on the guidance, discuss and negotiate an appropriate deal structure with Partner.

- Define the scope of Due Diligence. Identify and align right stakeholders (Alliance Management and IPDO product evaluation team).

- Sign of a mutually agreeable term sheet with Partner (after receiving approval from Legal and Finance team) In order to finalize the approach of executing the deal in a timely manner.

Finalizing Commercial Agreement:

- Draft the commercial agreement in consultation with Legal & Finance. Discuss internally and negotiate the agreement with the partner.

- Identify and minimize all risks related to commercialization. Align cross functional teams on the commercial agreement. Get approval for commercial agreement sign-offs In order to mutually conclude all commercial, legal and financial elements of the deal.

Monitoring Commercialization:

- After the Commercial agreement sign off hand over the project to Alliance management.

- Alliance Management is directly responsible monitoring commercialization.

- Oversee the launch activities and address bottlenecks with internal teams and with partners if necessary In order to facilitate product commercialization on time.

Post Commercialization:

- Resolve any issues arising from volume commitments, pricing etc. Identify opportunities for deal expansion from the same partner to increase the benefit of a strategic alliance In order to maintain the partner relationship and generating future opportunities.

Special Projects:

- Based on the Objectives screen different companies or brands. Analyze secondary data - market, competition and therapy. Analyze portfolio of various shortlisted companies and also understand doctors segmentation etc.

- Conduct a primary market research (if required) In order to ensure a sustainable growth of the business
Mergers and Acquisitions - Handling M&A for India Business (Opportunity Evaluation, Strategic Fit, Due diligence, Valuation, Processing, NBO, CFT DD, Agreement)

- Commercial Support through special initiatives in Niche/Acute/Chronic TAs - including KOL engagement (Meeting Key Doctors, Representing marketing team in various medical forums) and customer centric strategic initiatives.