Title:  DGM- Business Development

Reporting to: VP Business Development

Job Purpose: Lead strategic growth planning for the Consumer Healthcare (CHC) Business. Pro-actively ideate, search, evaluate, strategize and champion pursuit of growth avenues for Sun Consumer Healthcare Business to build and support a robust internal and external innovation pipeline.

Major Accountabilities: 

The position is part of India – Business with complete dedication and concentration towards Consumer Healthcare with focus on CHC opportunities within internal In-House R&D as well as from Indian companies and the Europe and International companies. Key responsibility will include driving strategic growth planning process for CHC.  The candidate will be responsible for leading the identification and initial (commercial and technical) evaluation of innovative science-based Business Development and Licensing (BD&L), Portfolio Planning opportunities (OTCs/Drugs, Naturals, Novel Dietary Supplements, Active Nutraceutical Ingredients, Novel Foods, Novel Cosmeceuticals, Technology) from cross-Divisional and external sources.

Develop robust understanding of CHC market landscape and growth models to help identify appropriate growth opportunities. Approach problems with an innovative mind-set, network to develop relationships, and influence to drive decision making in order to identify and anticipate new (core, adjacent, and transformational) innovation in the OTC/Consumer Health setting.

1. Build strategic growth plan for CHC based on robust understanding of category dynamics, in-depth competitive assessment to help identify strategic growth opportunities with optimal fit to overall organization strategy.
2. Collaborate with key stakeholders within the CHC Division to anticipate and synthesize strategic needs in order to develop Areas of Interest (“AOI”) documents.
3. Assume a leadership role in identifying and developing a robust internal and external innovation pipeline aligned to Divisional, Regional Category strategies in order to support ambitious CHC growth targets.
4. Provide first pass evaluation (commercial and technical) of opportunities relative to the AOI, drive internal consensus on opportunities, prepare Business Case 1 (BC1) governance documents, and present to the CHC and MD/CEO office.
5. Lead the development of a strategy for accessing internal and external innovation in the selected Categories and articulate CHC strategic interests and capabilities to internal stakeholders and partners within and outside of Sun.
6. Maintain fruitful collaborations via active scouting efforts with other functions/teams and International CHC/OTC Teams and with the senior leaders of external organizations seeking partnerships for Sun CHC Business.
7. Proactively participate in strategy, marketing and project management, commercial sourcing teams meeting as required.
8. Continuous evaluation, enrichment and expansion of product portfolio; Liaison between respective cross-functional team (CFT) for successful ideation to release of PIF, co-ordination, review with CFTs till launch. Responsible for short- and long-term portfolio plan.

Spearhead the updation of live portfolio dashboard as well as the continual updation of the product initiation form (PIF’s). Portfolio update with specific performance and goals tracker for all key projects. Business case evaluation, revision and revenue projection. Budgeting for forthcoming financial year as well as consolidating 5-year revenue plan. 

Key Performance Indicators / Measures for Success

• Develop Areas of Interest documents that are aligned to the CHC Division strategy.
• Number and quality of BD&L leads that are in-line with the Areas of Interest document, that result in an approved Business Case 1, and that are presented to the CHC Team and MD/CEO office.
• Development and maintenance of high-quality relationships with potential internal (Cross Functional Teams) and external business customers and partners to support the development of a robust (external) innovation pipeline.
• Timely communication with key stakeholders within the CHC Division and all cross functional teams.
• Accurately record and update information in project master database.

Professional Role Dimensions:

• Developing and Executing Strategies
• Developing and Executing Strategies
• Relationship Management
• Cross-Functional Collaboration
• Negotiation and Contract Management
• Performance Monitoring and Reporting
• Portfolio Budget Management

Professional Skills:

• Strong Business Acumen
• Strategic Thinking
• New Product Ideation
• Scouting & Networking
• Relationship Building
• Negotiation and Closing Skills
• Project Management Skills
• Analytical and Problem-Solving Skills

Education: Scientific/Management Background and a strong analytical, techno-commercial and project management capabilities.

Experience:

• 10-12 years of experience in Consumer Healthcare Business Development and 3 to 5 years’ experience in a strategic planning, licensing, or innovation role (or related disciplines).
• Possesses a strong understanding of CHC market landscape and business models.
• An excellent in-depth knowledge of the OTC, Pharmaceutical arenas, Health Authority procedures and regulatory processes, and the science related to them.
• The candidate should be comfortable working across functions in a matrix environment and possess superior analytical and communication (written and verbal) skills.
• Well organized and with a strong sense of urgency, the incumbent should have demonstrated a strong strategic vision, negotiation skills, and an entrepreneurial spirit in past achievements.
• Personal impact, reliability and a pro-active hands-on attitude will be essential factors to serve our consumers and succeed within the professional business environment of our customers.
• The ability to independently manage multiple projects and drive them to conclusion.
• Willingness to travel frequently (e.g., to partnering conferences, customers, partners (pharmaceutical, biotechnology, and academic) and as needed.
• Demonstrated leadership capabilities (people/projects) and interpersonal skills.
• Prior conduct of CHC business.