About the role

Role Summary

We are looking for an experienced B2B Business Development leader to drive our European generic pharmaceuticals business. The role will focus on portfolio partnerships, out-licensing and long-term supply agreements with B2B partners across Europe.

You will own the P&L for key B2B accounts , lead commercial negotiations, and work closely with Regulatory, Supply Chain, Finance and R&D teams in India and Europe to deliver sustainable growth.

Key Responsibilities

1. Business Development & Sales

Identify, prioritize, and close B2B opportunities for generic oral solid, liquid and other dosage forms across EU/UK.
Build and manage a strong pipeline of out-licensing, dossier supply, tech-transfer and long-term supply contracts .
Develop and execute country-wise go-to-market plans (Germany, UK, France, Nordics, Spain, Italy, CEE, etc.).
Lead commercial proposals, pricing strategies, and contract negotiations (supply agreements, MoUs, SLAs).

2. Key Account Management

Own relationships with top EU partners : MA holders, distributors, wholesalers, tender houses and chain pharmacies.
Set annual sales targets, gross margin objectives and growth plans for each key account.
Monitor sales performance, forecasts, receivables, and contract compliance; drive corrective actions where needed.

3. Portfolio & Tender Strategy

Work with internal portfolio and regulatory teams to select and prioritize EU-relevant molecules (by market size, competition, pricing, IP, and tender opportunities).
Track and support participation in tenders (hospital, insurance, regional tenders, AOK, etc. where applicable) via partners.
Provide market intelligence (price movements, competitor launches, shortages, IP/EXCLUSIVITY changes, GLP-1/innovator impact, etc.) to refine portfolio strategy.

4. Cross-Functional Coordination

Liaise with Regulatory Affairs to align on registration strategy (DCP/MRP/National, variations, renewals).
Coordinate with Supply Chain, Manufacturing and Quality to ensure on-time product launches and uninterrupted supply.
Partner with Finance on commercial terms, credit limits, payment security, and profitability analysis.
Provide regular business reviews and forecasts to senior management (volume, revenue, margin, risk).

5. Compliance & Governance

Ensure all activities comply with EU and local regulations , pharmacovigilance and quality requirements.
Adhere to anti-bribery, anti-corruption, competition law and promotional code guidelines.
Support internal audits and due diligence on prospective partners where needed.

Candidate Profile

Must-Have

7–15 years of experience in B2B / Business Development / Licensing / KAM roles in generic pharmaceuticals (Europe-facing).
Strong network with European MA holders, distributors, wholesalers, and/or tender partners .
Demonstrated track record of closing B2B deals (supply agreements, dossiers, co-development, CDMO, or out-licensing).
Solid understanding of:
- EU generics market dynamics & pricing
- Dossier business models (out-licensing, dossier + API + FDF)
- Basic regulatory pathways (DCP/MRP/National, UK post-Brexit etc.)
Excellent negotiation, commercial modelling and contract management skills.
Fluent in English ; knowledge of any major EU language (German, Spanish, French, Italian, Dutch) is a strong plus.

Nice-to-Have

Experience working with Indian or other Asian manufacturers supplying to Europe.
Experience in tender-driven markets (Germany, Nordics, hospital tenders, insurance-driven systems).
Exposure to complex generics / value-added generics or CDMO models.
MBA or postgraduate degree in Pharma / Life Sciences / Business .

Key KPIs

Annual B2B sales and gross margin delivered vs. target.
Number and quality of new B2B partnerships signed (value, duration, strategic fit).
On-time launches and adherence to business cases (volumes, prices, timelines).
Tender wins / market share gains via partners.
DSO / receivables and commercial risk management .

Head B2B – Europe

About the role