Business Manager - UK Subsidiary (UK – Europe) - KUMAR ORGANIC PRODUCTS LIMITED - Luton-London-UK
(2021-09)
- Directed business development and strategic alliance initiatives across UK, Europe & Turkey, managing a £10.5 MN+ GBP. P&L portfolio and consistently achieving revenue targets.
- Designed and executed portfolio strategy, creating a high-performing development pipeline that expanded market presence and supported long-term growth.
- Secured and managed key licensing and product development partnerships, driving innovation and enhancing competitiveness in regulated markets.
- Led technical and contract research collaborations with partners, increasing development throughput and accelerating go-to-market readiness.
- Managed multi-phase projects with accountability for budget, resource planning, and timeline delivery, improving operational efficiency and ensuring stakeholder alignment.
- Managing the entire Licensing strategic portfolio and business Technical-technological (P2P) tie-up & alliances partnerships development.
General Manager - International Business Development & Alliances - Ashish Lifescience Ltd. - Mumbai
(2019-08 - 2020-05)
- Led international business development (P2P) and strategic alliances for regulated pharma markets, with a focus on, Europe, and Australia, driving entry planning and partnership strategy managing a $ 2.5 Mn + P&L portfolio and consistently achieving revenue targets.
- Advanced global business development initiatives including licensing, contract manufacturing, and contract research development (CRD) to transition the company's portfolio from rest-of-world (ROW) markets toward regulated markets through targeted collaborations.
- Identified and negotiated out & in licensing deals and strategic partnerships on both exclusive and non-exclusive models, enabling co-development and technical tie-ups aligned with regulatory & commercial goals.
- Worked closely with senior leadership to coordinate facility upgrades and progress toward international regulatory accreditations (including alignment with EU, UK-MHRA, and other global compliance standards).
- Contributed to strategic positioning efforts for future regulatory compliance and approvals, leveraging the company's global GMP and quality systems to support export and market readiness.
Business Development & Alliance Consultant - KriGen Pharmaceuticals - Mumbai-Ahmadabad
(2017-06 - 2019-07)
- Spearheaded global business development and alliance portfolio worth $ 4.5 Mn USD for regulated pharma markets (Europe, Australia, US & Canada).
- Responsible, negotiated and executed entire licensing portfolio deals, strategic business partnerships, technical (P2P) tie-ups, and financial collaborations to broaden development footprint.
- Directed contract research development (CRO/D) initiatives, including ANDA/Dossier/NDDS strategy, preparation, and regulatory filing support.
- Facilitated joint venture planning and contributed to regulatory approval strategy, positioning the organization for facility accreditations in target markets.
- Strengthened partnerships and cross-functional collaboration to support organization's R&D-focused development pipeline and global outreach efforts.
Head Business Development & Strategic Alliances - Renown Pharmaceuticals - Vadodara
(2013-04 - 2017-01)
- Directed international business development & strategic alliances for nutraceuticals, OTC, and regulated generics in Europe, Australia, and North America for a leading soft gel pharma manufacturer.
- Delivered $ 6.2 Mn+ USD revenue contribution through strategic business development and alliance execution.
- Spearheaded, licensing, co-development technical (P2P) tie-ups, contract manufacturing, contract research development initiatives to expand regulated market access and drive portfolio growth.
- Negotiated and closed strategic deals to strengthen global generics portfolio and foster long-term alliances, enhancing company positioning in targeted territories.
- Enabled 2 dossier out-licensing partnerships and a significant contract manufacturing/co-development arrangement for 5 generics molecules in the USA. Opened Canada regulated market entry via contract manufacturing and licensing.
- Coordinated with senior leadership & cross-functional teams on facility upgrades, regulatory pathway planning, and international compliance prerequisites (e.g., UK-MHRA, US-FDA).
Head Europe Business Development & Generic Alliances - Alembic Limited - Vadodara
(2006-10 - 2013-03)
- Managed Key Accounts (P2P) in the European, South African & Australian regulated pharma markets, driving business growth and long-term partnerships.
- Consistently contributed to revenue growth, achieving $ 42 Mn USD annual business, including building a generics portfolio from $ 4 Mn USD --to-- $ 19.5 Mn USD.
- Led licensing of dossiers/products into Europe and South Africa, contributing to strategic expansion and portfolio growth.
- Coordinated end-to-end internal & external activities for 30+ Licensing and contract development accounts, ensuring timely execution and project tracking.
- Spearheaded business development for generics formulations, including site-transfer projects, contract manufacturing, and co-development engagements.
- Drove Day-1 market launches for three generics products in Germany across two client portfolios, ensuring regulatory readiness and commercial launch success.
- Developed and facilitated 12 new key account tie-ups across Europe for generics molecules and 12 dossier licensing agreements.
- Expanded business footprint in Australia by leading out-licensing and generics business development initiatives.
- Secured 15 strategic contract manufacturing and co-development partnerships, strengthening service offerings and market reach.
- Opened and developed a new business vertical in Southeast Asia focused on licensing and partnership opportunities for generics molecules.
- Won tenders in Germany for 3-three generics products in collaboration with business partners, enhancing market penetration and competitive positioning.
- Successfully integrated cross-functional teams across departments (Regulatory, QA/QC, Manufacturing, Supply Chain, Legal & Finance) for seamless project delivery.
Deputy General Manager – International (Regulated) Markets - Famy Care Ltd. - Mumbai
(2006-01 - 2006-10)
- Spearheaded international business development for generics in European regulated markets; scaled the business unit to $ 0.5 Mn USD Crore within 10 months.
- Conceptualized and deployed strategic frameworks for out-licensing, contract manufacturing, and site transfer initiatives.
- Originated and closed licensing agreements for three generics; led end-to-end negotiations and partner alignment.
- Orchestrated the successful site transfer of generics manufacturing to the UK with full regulatory pathway planning.
- Directed market opportunity assessment, competitive landscape mapping, and portfolio evaluation for EU market entry.
- Collaborated with internal R&D and regulatory teams to ensure seamless product launch governance.
- Established market research infrastructure and intelligence systems to drive decision support and forecast accuracy.
- Engaged and appointed GMP/regulatory consultancy to expedite facility readiness for EU compliance.
Manager Associate - Infinity Consulting Inc. - New Delhi
(2003-08 - 2006-01)
- Conducted market surveys and evaluations to define generics market entry strategies to identify high-potential product segments.
- Developed business plans, regulatory and product launch strategies for clients entering international generics markets.
- Liaised with regulatory authorities to support product registration and compliance outcomes for client portfolios.
- Delivered strategic solutions to B2B/B2C clients in scientific, research, healthcare and pharma services.
- Facilitated joint ventures, strategic alliances and business tie-ups, including a strategic India–Europe industry collaboration.
- Structured an $ 1 Mn USD cosmeceutical licensing & contract manufacturing JV between UK and Indian partners (ELOVERA based), first of its kind in India.
- Executed a contract manufacturing alliance between an Indian pharma house and a UK retail chain for anti-ulcerant products.
- Prepared comprehensive business, market, financial and legal contract evaluations to support deals and negotiations.
Consultant- Business Strategy & Intl. Bus Development - JSG & Company. Consultants. - London, UK
(2001-12 - 2003-05)
- Led international business development and strategic planning for sourcing pharmaceutical and allied business from the India with UK & EU clients.
- Conducted in-depth market, industry, and product research to inform strategic planning, portfolio development, and client decision-making.
- Developed tailored market entry plans, business strategies, and launch roadmaps for registered clients, enhancing competitiveness in targeted markets.
- Coordinated pre- and post-launch performance reviews with clients to ensure alignment with market dynamics and business objectives.
- Performed business, market, financial, legal, and portfolio evaluations including contract and value-chain assessments for deal optimization.
- Identified and enabled international business opportunities including CRMS projects, product evaluations, joint ventures, tie-ups, and strategic alliances across UK, EU, and Indian healthcare sectors.
Project (undertaken during MBA) - APS--Berk Ltd. (UK Affiliate of Teva Pharmaceuticals Industries Ltd)
(2001-08 - 2001-08)
- Undertaken project as a part of MBA to Launch, Develop & Market the New SBU- SPECIALS Generics Pipeline. Conducted Market research and developed strategic business cum operational plan model including Launch & Pre-n-post marketing set up plan.
- Facilitated & developed a strategic & operational business plan model including registration and legal launch, pre-n-post set up plan for the new SBU-: Generics Therapeutic Segment-: SPECIALS.
- Researched and collected visual & textual information and related market information on existing competitors & related options available on SPECIALS therapeutic in UK.
- Conducted audiences & collected data about the pre & post launch from key stakeholders from various departments, across the company& Industry.
- Successfully facilitated managed & delivered a market research survey report with a random sample of 400 pharmacies and dispensing Medical Fraternity which measured the level of SPECIALS-: as a new Generic product line, entry segment, expansion for the company and the market base and trends in the North's and Midlands regions of England.
Profit Head - Cadila Pharmaceuticals Ltd. - New Delhi
(1995-06 - 2000-09)
- Led the profit center for Delhi‑NCR and Northern India, driving overall business performance and contributing to growth of branded generics revenue from $ 0.8 Mn USD –to-- $ 1.45 Mn USD
- Managed end‑to‑end sales, operations, and strategic execution with a team of 24 professionals, ensuring achievement of targets and optimization of regional performance.
- Built and maintained high‑impact relationships with key government and institutional healthcare buyers including Armed Forces, CGHS, DGHS, ESI, Railways, NGOs, and major private healthcare providers to expand business opportunities.
- Provided strategic leadership for sales planning, market development, and revenue forecasting, ensuring strong delivery of corporate goals and budgets.
- Assisted Head Office and Product Management in designing promotional strategies, business plans, and market expansion initiatives aligned with organizational priorities.
- Served additionally as Field Product Manager for the Vaccines & Biologicals portfolio (Bio‑Mérieux France), overseeing product management, brand communication, launch planning, MIS, P/L accountability, and return on investment analyses.
- Strengthened distribution and logistics channel partnerships to improve service effectiveness, market coverage, and product availability.
- Launched and built multiple market‑leader brands, achieving top performance across the regional marketing force.
- Successfully developed and established VERORAB vaccine brand with a 45% market share and sales of $ 0. 75.Mn USD.
Business Executive - Cadila Pharmaceuticals Ltd. - New Delhi
(1995-01 - 1995-06)
- Independently launched and established the ANTI‑RABBIES vaccine brand VERORAB across the NCT region, driving initial market penetration and brand recognition.
- Successfully grew VERORAB sales from $ 0. 75.Mn USD –to-- $ 1,5.Mn USD within a short tenure through targeted field execution, key account engagement, and strategic promotional activities.
Senior Field Office - Cadila Pharmaceuticals Ltd. - New Delhi
(1994-01 - 1994-12)
- Successfully managed, operated the regional territory & contributed and grown the profits for the state of Delhi & NCT region with an annual monitory budget worth INR $ 1 Mn USD.
Field Officer - Cadila Laboratories Ltd. (ALIDAC) - New Delhi, India
(1992-05 - 1993-12)
- Successfully managed, operated the assigned regional territory & actively contributed to the profits for the state of Delhi region with an annual monitory budget worth $ 0.8 Mn USD
- Delivered consistent performance through strategic planning, territory analysis, and proactive sales initiatives to support company growth.
Medical Representative - Kopran Limited. - Mumbai
(1991-06 - 1992-05)
- Actively contributed as a core member of the sales team responsible for the New Delhi territory, supporting achievement of targets and revenue goals. Assisted in driving field execution, customer engagement, and sales initiatives, contributing to overall regional performance
- Played a key role in achieving profit contributions within an annual budget of $ 1.5 Mn US
