AGM – Technical BD (CDMO/CMO)

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 "anshita@fynehand.in"

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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 / PhD (preferred).

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

Experience

815 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: 3040% of technically feasible enquiries converted into executable projects.

RFQ Conversion Rate: 3040% 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 35 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.