Business development Director / Manager (Strategic Account)

360o accountability for sales and business development in the Region

- Create and implement company’s development and marketing strategies in the Region (commercial and pricing build up, KOL and patients’ engagement strategy development)
- Perform competitive analyses of pharmaceutical companies and products in the Region
- Craft and implement strategic vision and near-term roadmap to thrive in a new trade channels (Dairy, Private labels for pharmacy chains and distributors)
- Adopt and change internal company’s business models to match new business strategy and increase return on sales (optimizing company’s assets to make informed decisions on a Global level by means of creation of new organizational matrix, build up internal processes, SOPs and cross-functional interactions)
- Identify and develop hidden assets of company (gap analyses of current portfolio and creation of portfolio development strategy)
- Scout for new partners and execute new deals
- Alliance management of strategic partners
- Perform benchmarking of marketing and sales activities in the Region to improve internal processes in these areas

Duties:
- Alliance management of Trade-Promo strategic partners (#1 wholesalers’ group of companies and leading dental holding) through regular engagement, monthly reports, F2F interactions and problem solving
- Development of go-to-live and business/financial model for new Trade-Promo partnerships
- Optimization of BOI/GtN/OPEX with existing Trade-Promo partnerships
- Expanding Trade-Promo relationship model with different types of partners (manufacturers, distributors, clinics’ chains and pharmacy’s chains)
- Implementation and harmonization of long-term sales planning (NSP)
- Search of possibility of interaction with other potential partners in case of common goals and synergies in the use of resources
- Provide assessment of all identified opportunities (both on local and Global levels) to develop appropriate justification and sales forecasts, position paper creation
- Provide regular assessment of partners’ marketing strategy & promo-GRID

- Identification & analyses of portfolio’s gaps & targets for strategic alliances with internal stakeholders
- Ferret new products of foreign manufacturers to broaden company’s portfolio and ensure value creation through BD activities
- Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations
- Manage, negotiate and support in-licensing & out-licensing contracts and ensure cross-functional interactions
- Strategic opportunity screening & deals hunting to find new out-licensing partners for established products
- Support & maintain registration for drugs, medical devises, food supplements

- Lead local manufacturing project with different degree of localization (Fill & Finish, primary and secondary packaging) and ensure cross-functional interactions
- Manage, negotiate and support contracts with local CMOs
- Ensure local partners’ evaluation and selection
- Manage import and distribution of psychotropic drugs to Russia via local distributors
- Ensure compliance with contracts’ terms and internal/external regulations
- Support and maintain TMs license and TM remuneration collection

- Coordinate local manufacturing project and ensure cross-functional interactions (Technology Transfer to the local facilities of key partners)
- Follow up on contracts with local CMOs
- Trade Marks’ license support & maintenance
- Products’ divestment coordination within Affiliate and on Global level
- Budgeting and cost planning for local manufacturing project

- Assistance in preparation of registration dossier (ND and TRIC requests)
- Coordination of business travel related to local manufacturing project

- Tuberculosis (TB) diagnostics
- Monitoring of TB therapy’s effectiveness
- Performance of ELISA, HPLC, DEAE, Dialysis, Capillary & Gel electrophoresis
- ELISA kits’ development & optimization

RESEARCH REFERENCES are available