Head B2B – Europe

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.

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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.

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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 .

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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 .