Business Development - CDMO - APIs and Finished Dosage Formulations

Job Description: Business Development CDMO (APIs & Finished Dosage Formulations)

Designation: Deputy / Manager / Senior Manager Business Development, CDMO
Location: Hyderabad, Telangana, India
Company: Morepen Laboratories Limited
Reporting to: Head Business Development, CDMO
Experience: 8–12 years in pharmaceutical business development, preferably with CDMO/API/FDF exposure
Employment Type: Full-time

1. Position Overview

Morepen Laboratories is looking for a dynamic and commercially driven Business Development professional to strengthen its CDMO business across India and international markets.

The candidate will be responsible for identifying new business opportunities, developing customer relationships, generating qualified leads, managing RFPs, coordinating technical-commercial proposals, and converting opportunities into sustainable development and manufacturing contracts.

The role will involve close coordination with R&D, Analytical Development, Formulation Development, Manufacturing, Quality Assurance, Regulatory Affairs, Supply Chain, and Finance teams to develop competitive and commercially viable proposals for pharmaceutical and biotechnology customers.

2. Key Responsibilities

A. Business Development & Customer Acquisition

• Identify and acquire new customers for API, intermediates, custom synthesis, and finished dosage formulation development and manufacturing.
• Develop relationships with pharmaceutical innovators, biotech companies, specialty pharma, virtual pharma organizations, and generic pharmaceutical companies.
• Generate leads through targeted prospecting, industry databases, LinkedIn, customer referrals, conferences, and partnering events.
• Identify opportunities for NCE development, FTE-based R&D, technology transfer, contract manufacturing, and long-term commercial supply.
• Build and maintain a qualified CDMO opportunity pipeline with clear timelines, values, and conversion probabilities.

B. RFP Management & Proposal Development

• Review customer RFPs and coordinate technical feasibility assessments with internal teams.
• Collect technical inputs, development timelines, resource requirements, manufacturing assumptions, and costing details.
• Prepare and coordinate technical-commercial proposals, presentations, and customer responses.
• Drive timely follow-ups, clarification discussions, and proposal revisions to improve conversion rates.
• Maintain an efficient inquiry-to-proposal process, targeting a turnaround time of approximately 9–10 working days for standard inquiries, subject to complexity and availability of technical inputs.

C. Technical-Commercial Coordination

• Understand customer requirements related to route scouting, process development, analytical methods, scale-up, GMP clinical supplies, validation, and commercial manufacturing.
• Coordinate with R&D, Formulation Development, Analytical Development, and Manufacturing teams to evaluate feasibility and identify project risks.
• Support costing based on raw materials, yields, batch sizes, development effort, plant utilization, and commercial volumes.
• Ensure proposals are aligned with technical feasibility, project timelines, target margins, and approved commercial terms.

D. Customer Relationship & Account Management

• Maintain regular engagement with existing customers and develop opportunities for repeat business and account expansion.
• Arrange customer meetings, technical discussions, capability presentations, and site visits.
• Track customer feedback and ensure timely resolution of commercial and coordination-related queries.
• Support contract negotiations, confidentiality agreements, development agreements, and manufacturing supply arrangements in coordination with relevant internal stakeholders.

E. Market Intelligence & Strategic Planning

• Map target accounts, competitors, therapeutic segments, and outsourcing opportunities.
• Monitor market trends, competitor capabilities, pricing benchmarks, and customer outsourcing strategies.
• Develop account-specific business plans and identify cross-selling opportunities across APIs, intermediates, and finished formulations.
• Support CDMO marketing initiatives, capability brochures, conference participation, and customer outreach campaigns.

F. CRM, Reporting & Governance

• Maintain the CDMO prospect tracker, RFP Register, and CRM records.
• Prepare weekly and monthly reports covering leads, RFPs, proposals, pipeline value, probability-weighted business, and order conversions.
• Track opportunities from initial inquiry through proposal submission, negotiation, award, and internal project handover.
• Provide management with reliable forecasts, competitive intelligence, and recommendations for improving business conversion.

3. Educational Qualifications

• B.Pharm, M.Pharm, M.Sc. Chemistry, Chemical Engineering, Biotechnology, or a related scientific discipline.
• MBA in Marketing, International Business, or Business Management is preferred.

4. Experience & Competencies

• 8–12 years of relevant pharmaceutical industry experience, preferably in CDMO, CRAMS, API, custom synthesis, or finished dosage formulations.
• Demonstrated experience in B2B business development, customer acquisition, account management, and commercial negotiations.
• Good understanding of pharmaceutical R&D, process development, analytical development, GMP manufacturing, and technology transfer.
• Experience in RFP handling, proposal preparation, costing coordination, and pipeline management.
• Strong written and verbal communication, presentation, negotiation, and stakeholder management skills.
• Proficiency in Excel, PowerPoint, CRM tools, and business reporting.
• Willingness to travel for customer meetings, industry conferences, and business development activities.

5. Ideal Candidate Profile

The ideal candidate is proactive, customer-focused, commercially disciplined, and comfortable working across scientific and business teams. The candidate should be capable of independently managing opportunities, driving follow-ups, coordinating technically sound proposals, and converting qualified prospects into profitable CDMO engagements.

6. Career Opportunity

This role offers the opportunity to contribute directly to Morepen Laboratories' CDMO growth by developing strategic customer relationships, expanding the project pipeline, and supporting the company's evolution into a preferred global partner for pharmaceutical development and manufacturing.