Business Development Director - ANZ

The Director Business Development (BD) responsibility is to lead and drive BD activities within the ANZ region to ensure a strong and profitable pipeline of product and service opportunities for the business.

Key Responsibilities

Business Development Growth Strategies and Plans

• Spear-heading and responsible for successfully in-licensing new assets, company acquisition and strategic partnerships for unlicensed and commercial opportunities in the Asia Pacific Region.
• Scouting/generating leads for new assets/molecules/compounds in line with therapeutic focus of the company as well as country focus, through various sources, conducting preliminary screening/evaluation of such assets.
• Ensure production and efficient relationship with partner companies and ensure a thorough understanding of their challenges
• Ensure appropriate research has been undertaken on any project, in conjunction with internal stakeholders
• Understanding the regulatory, healthcare, pharmaceutical & reimbursement environments in the agreed territories / countries
• Understanding our business and capabilities of each business unit across our Group (Clinical Services  Unlicensed and Commercial medicines, etc.)
• Networking with KOLs to gain market insights into treatment protocols
• Formulate strategies in collaboration with the following Clinigen teams: regulatory, supply chain, marketing & sales  
• Lead implementation of the business plan and support the commercialisation transition of the project with internal stakeholders once agreement has been signed
• Work with key internal stakeholders to ensure that all necessary due diligence has been conducted on opportunities to identify all risks and potential upsides.
• With input from internal stakeholders, drive contract development negotiations with partners to maximize ROI

Creating / Developing / Co-owning compelling BD business cases with marketing and other functional teams in line with Corporate guidelines to:

• Ensure production and efficient relationship with partner companies and ensure a thorough understanding of their ambitions and challenges.
• Ensure appropriate research has been undertaken on projects, driving cross functional due diligence with internal stakeholders (local Link and global Clinigen teams), gaining management approval.
• Formulate strategies in collaboration with the wider Clinigen teams: Unlicensed, regulatory, market access, supply chain, marketing & sales.
• Successfully negotiating key commercial terms and closing the contracts in an effective and timely manner.
• Be the single point of contact for these projects with potential partners and collaborates with all internal cross-functional stake holders including country BD teams.
• Lead the business plan and support the commercialisation transition of the project with internal stakeholders once agreement has been signed.

• Close contracts with legal the agreements.

• Supporting acquisition opportunities.
• Ensure regular meetings with line manager to discuss progress on various projects.
• Prepare business development presentations and lead monthly BD meetings, take minutes of the meeting and share with the team.
• Assisting business managers with presentations where necessary.

Expanding Business with New and Existing Client Base

• Identify opportunities for product acquisition, company acquisition and strategic partnerships for unlicensed and commercial opportunities in the ANZ region to ensure ROI
• Identify and map new business partners through the assessment of opportunities and synergies
• Develop and maintain effective business relationships at senior level pharma with major relevant organisations, societies and networks
• Prepare business development presentations and conduct and facilitate BD meetings, ensuring appropriate cascade of information to internal and external stakeholders
• Work with key internal stakeholders to ensure that all necessary due diligence has been conducted on opportunities and that risks have been identified and mitigated
• With input from internal stakeholders, drive contract development negotiations with partners, maximising value
• Successfully establish connections with companies and support relationships with strategic partners.

Managing and Retaining Strategic Partners

• Develop connections and maintain professional relationships with partner companies and suppliers, to maximise opportunities for new business.
• Net working with industry contacts/connections- tap existing and develop new.
• Generating leads from the local and global unlicensed (GA and MAP) teams.
• Attend partner meetings and product training (as required).

Leading Business Proposals and Negotiations to Grow Profit Position

• Deliver a compelling vision for new business opportunities
• Develop and leverage relationships with key customers, KOLs, patient advocacy groups and other key stakeholders relevant to assigned projects to inform business proposals and negotiations
• Pitch for new business and promote Link as a trusted business partner
• Represent the organisation in negotiations to ensure optimal outcomes and grow the customer base  
• Develop Profitable Deals to commercialise new products

Monitor Industry Trends

• Ensure knowledge of trends and developments in the unlicensed medicine and related space is kept up to date and relevant and translated for the benefit of the Group including participation in partner meetings and attendance at local and international product related conferences
• Develop and maintain effective business relationships with key internal stakeholders at a local, regional and Group level.
• Maintain a current and comprehensive knowledge of relevant competitors, regional regulations for commercialisation, Health Technology Assessments, Pricing & Reimbursement, Good Clinical Practice (GCP), new products and general medicine advances

Knowledge and Compliance.

• Understanding the regulatory-, healthcare-, pharmaceutical- & reimbursement environments in Asia Pacific region.
• Maintain up-to-date knowledge of Link Healthcare’s standard operating procedures and policies and ensure compliance at all time.
• Comply with Link Pharmacovigilance requirements as per training.
• Carry out your duties in adherence to GCP regulations.
• Contributes to a Quality-focused mindset; Quality is everyone’s responsibility.
• Ensure every team member has the opportunity to work in a safe and health work environment.

Administration

• Ensure filing and documentation is up-to-date and in compliant with standard processes and formats.
• Complete required reports within designated timeframes (e.g. expenses, product samples etc.)
• Ensure CRM is used to capture activity with customers, with all activity entered.
• Participate in meetings as needed.
• Liaise with management and staff to ensure projects are conducted efficiently.
• Communicate with staff & management using proper channels.
• Master computer skills and required software programs.
• International travel requirement: 10-20% per year.

• Demonstrated business development experience, achieved successfully mid/large licensing deals in the pharmaceutical industry. Preferably Post Graduate in Economics, Management, Science with some in-country commercial experience
• A demonstrated track record of exceeding sales and profit targets over multiple years.
• Evidence of having forged strategic relationships and effective business partnerships.
• Experience in collaborating with other to evaluate market and asset analysis, relating to medicines.
• Exemplary influencing and negotiation skills which can be employed across all levels of the organisation.
• Experience in Medicines Access Programs is desirable.
• Understanding of product funding mechanisms in the various markets is desirable.
• Understanding of the agreements/ legal process with partners is desirable
• Interest and experience in haematology, oncology and rare disease medicines is desirable.
• Flexible, adaptive and self-motivated.
• Ability to travel nationally and internationally, as required.