Agm – technical bd (cdmo/cmo)

Our Client · Mumbai, India

Hi ,

We have below role with our Pharmaceutical client based at Mumbai. I would request you to please share your updated CV along with the below mentioned details at " "

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Name of Position : Sr. Manager / AGM – Technical BD (CDMO/CMO)

Location : Mumbai HO

Reporting to : GM F& D

Department: F& D

Purpose:

 To drive conversion of enquiries into executable projects by ensuring technical feasibility, regulatory alignment, and techno-commercial clarity across the CDMO lifecycle.

 Acts as the owner of technical evaluation from RFQ to project handover

Core Responsibilities :

A. Enquiry → Feasibility → Proposal (Core Technical BD Cycle)

 Lead technical evaluation of RFQs / enquiries received from BD team

 Assess:

o Product category (API, FDF, sterile, oncology, etc.)

o Dosage form complexity

o Technology/platform feasibility

o Regulatory requirements (EU/US, GMP readiness)

 Initiate and coordinate technical feasibility studies across departments

 Prepare techno-commercial inputs, including:

o Process route/approach

o Development timelines

o Capacity and scale feasibility

o Risk assessment

o Support preparation of customer proposals and quotations

B. Cross-Functional Coordination (Critical Role)

 Act as single technical interface between:

o R& D

o Production / Plant

o QA / RA

o SCM / Procurement

o PMO 1

 Ensure:

o Alignment between technical capabilities and customer expectations

o Timely response to BD team and clients

o Smooth transition from development → manufacturing → commercialization

C. Techno-Commercial Support

 Provide technical inputs during commercial negotiations

 Support BD in:

o Clarifications during client discussions

o Defining scope of work

o Handling amendments/change requests

 Translate complex technical solutions into customer value propositions

D. Enquiry Tracking & Governance

 Maintain Single Source of Truth (SSOT) for:

o Enquiry status

o Feasibility progress

o Proposal and commercial stage

 Define and manage:

o OLA (Operational Level Agreement)

o TAT for feasibility and proposal

o Internal timelines/response commitments

 Drive weekly BD review meetings for closure tracking

E. Project Handover & Lifecycle

 Define clear handoff stages:

o To BD → after technical validation

o To Execution/Plant → post order confirmation

 Ensure:

o No information loss between stages

o Proper documentation of process & technical commitments

F. Troubleshooting & Lifecycle Support

 Support:

o Change requests / amendments in supply requirements

o Technical issues during project execution

o Provide technical continuity across lifecycle

G. Market & Strategic Inputs

 Identify:

o New business opportunities aligned with company capabilities

o Emerging technologies and outsourcing trends

 Translate company technical strengths into BD pipeline opportunities

Qualifications

 MSc / MPharm / Ph D (preferred).

 Should be from Pharma (F& D / CMC / Manufacturing / Tech Transfer)

Experience

 8–15 years (preferred)

 Exposure to CDMO / outsourcing / customer handling

Competencies and skills required.

 Strong understanding of:

o Formulation / process development

o Scale-up & tech transfer

o GMP manufacturing and regulatory expectations

o (CDMOs are involved across development → scale-up → commercial manufacturing lifecycle)

 Techno-commercial evaluation capability

 Proposal preparation & cost understanding

 Negotiation support and value positioning

 Cross-functional leadership

 Strong communication (technical commercial translation)

 Stakeholder management

 Problem-solving and decision-making

Key Deliverables / KPIs

 RFQ → feasibility conversion rate

 Proposal turnaround time (TAT)

 Enquiry-to-order conversion

 Accuracy of project scope (minimal rework)

 Client technical satisfaction

 Internal alignment efficiency

Threshold Requirement in the Job role (additional but not mandatory)

 Experience working with international clients, especially US/EU regulatory environments.

 Familiarity with emerging regulatory frameworks (e.g., ICH Q12, Annex 1 for sterile manufacturing).

 Proficiency in project management tools (MS Project, SAP, Salesforce, etc.) and data visualization for feasibility tracking.

 Ability to identify outsourcing trends, niche technologies (HPAPI, biologics, continuous manufacturing).

 Established relationships with pharma/biotech clients or industry associations.

 Prior experience mentoring cross-functional teams or leading technical-commercial initiatives. Expected Output (Quantitative/Qualitative) from the role in current or next 1 year

 RFQ Conversion Rate: ≥ 30–40% of technically feasible enquiries converted into executable projects.

 RFQ Conversion Rate: ≥ 30–40% of technically feasible enquiries converted into executable projects.

 Proposal Turnaround Time (TAT): ≤ 10 working days for standard enquiries; ≤ 15 days for complex projects.

 Enquiry-to-Order Conversion: ≥ 25% improvement compared to baseline year.

 Accuracy of Scope: ≥ 90% proposals executed without major rework/change requests.

 Client Technical Satisfaction: ≥ 85% positive feedback in BD/client surveys.

 Internal Alignment Efficiency: ≥ 95% adherence to OLA/TAT commitments across functions.

 Acting as the "single technical voice" ensuring smooth handover from BD → Plant → Execution.

 Building credibility by translating technical complexity into clear value propositions.

 Identifying at least 3–5 new business opportunities aligned with company capabilities.

 Ensuring zero information loss during project handovers and supporting troubleshooting during execution.

 Providing quarterly insights on emerging technologies, outsourcing trends, and competitor positioning.