Manager - Business Development (Asia & Middle… at RPG Life… · Navi…

Job Description

Manager – Business Development & Sales – International Markets

Business: API / Active Pharmaceutical Ingredients Company: RPG Active Pharma Location: Navi Mumbai Reporting to: Head – Business Development Experience: 12+ years

About RPG Active Pharma

RPG Active Pharma is the API business of RPG Life Sciences, focused on developing and manufacturing high-quality Active Pharmaceutical Ingredients for global pharmaceutical markets. The business is expanding its international footprint and strengthening its presence across key regulated and emerging markets.

We are looking for an experienced Business Development & Sales professional who can drive international API business development, build strategic customer relationships and identify growth opportunities across assigned global markets.

Role Purpose

The Manager – Business Development & Sales will be responsible for driving business growth across international markets through identification of new customers, development of existing accounts, market intelligence, commercial negotiations and long-term customer relationship management.

The role requires a strong understanding of the API industry, regional pharmaceutical markets, customer buying behaviour, regulatory environment and competitive landscape, along with an established network of customers and industry stakeholders.

The individual should be able to independently develop a regional business pipeline, convert opportunities into commercial business and work closely with internal teams to ensure successful execution and customer satisfaction.

Key Responsibilities

1. International Business Development

• Develop and execute business development strategies for assigned international markets such as Asia, MENA / LATAM / Europe, based on the individual's regional expertise.
• Identify and develop new customers for RPG Active Pharma's API portfolio.
• Build a robust pipeline of prospective customers, products and business opportunities.
• Generate new business through direct customer engagement, industry networks, conferences, exhibitions, referrals and market intelligence.
• Identify opportunities for new products, new customers, new geographies and strategic partnerships.
• Develop market-entry strategies for new geographies and customer segments.
• Convert identified opportunities into sustainable commercial business.

2. Regional Market & Customer Expertise

• Develop deep understanding of assigned regional API markets, including:
  • Market size and growth potential
  • Key API customers and buyers
  • Major API suppliers and competitors
  • Product demand and pricing trends
  • Regulatory requirements
  • Local sourcing dynamics
  • Competitive positioning of Indian and global API manufacturers
• Maintain an updated understanding of the pharmaceutical and API landscape in assigned markets.
• Track competitor activities, new product launches, capacity additions, regulatory developments and customer sourcing strategies.
• Provide regular market intelligence and actionable insights to the BD leadership team.

3. Customer & Network Management

• Build and maintain strong relationships with:
  • Pharmaceutical companies
  • Generic drug manufacturers
  • CDMOs / CMOs
  • Distributors and strategic partners
  • Procurement and sourcing teams
  • Business development and technical teams
  • Other relevant API industry stakeholders
• Leverage an established regional network to identify and accelerate business opportunities.
• Develop relationships beyond transactional sales and establish RPG Active Pharma as a preferred and strategic API supplier.
• Understand customer requirements, product priorities, sourcing strategies and future business plans.

4. Sales & Revenue Growth

• Achieve agreed sales, revenue and margin targets for assigned markets.
• Develop annual and medium-term business plans for the assigned region.
• Drive growth in existing accounts through:
  • Portfolio expansion
  • New product introductions
  • Increased share of wallet
  • Additional geographies/sites
  • Long-term supply opportunities
• Monitor sales performance against targets and proactively identify corrective actions.
• Maintain a healthy and predictable sales pipeline.

5. Commercial Management

• Lead commercial discussions with customers, including:
  • Pricing
  • Volumes
  • Forecasts
  • Payment terms
  • Contract terms
  • Supply commitments
  • Long-term agreements
• Develop pricing proposals in coordination with internal stakeholders.
• Understand customer economics and competitive pricing to ensure commercially viable business.
• Support negotiations while protecting business margins and strategic interests.
• Track quotations, tenders, negotiations and conversion rates.

6. Product & Portfolio Development

• Understand RPG Active Pharma's API portfolio, manufacturing capabilities and capacity.
• Match customer requirements with the company's existing and potential product portfolio.
• Identify products with high market potential and recommend opportunities for portfolio expansion.
• Work closely with R&D, Technical, Regulatory, Manufacturing, Supply Chain and Quality teams to evaluate customer/product opportunities.
• Provide market inputs for prioritisation of new products and capacity investments.

7. Customer Acquisition & Opportunity Conversion

Own the BD funnel from market identification → lead generation → customer qualification → opportunity development → quotation → negotiation → technical/regulatory evaluation → commercial closure → business development.

• Qualify opportunities based on commercial attractiveness, strategic fit, technical feasibility and regulatory requirements.
• Ensure timely follow-up and movement of opportunities through the pipeline.
• Develop account-specific strategies for high-potential customers.
• Prepare business cases and opportunity assessments for key opportunities.

8. Cross-functional Collaboration

Work closely with internal teams including:

• Manufacturing
• R&D / Product Development
• Regulatory Affairs
• Quality
• Supply Chain
• Finance
• Legal
• Commercial Operations

to ensure that customer commitments are commercially attractive, technically feasible and operationally deliverable.

Act as the key interface between customers and internal teams for strategic business opportunities.

9. Market Representation

• Represent RPG Active Pharma at international pharmaceutical/API conferences, exhibitions, customer meetings and industry forums.
• Develop relationships with industry associations and relevant market stakeholders.
• Conduct regular customer and market visits across assigned geographies.
• Present the company's capabilities, products and value proposition to prospective and existing customers.

Key Deliverables / Success Measures

The role will be measured on:

• Revenue and margin growth from assigned markets
• New customer acquisition
• New product/customer opportunities converted into business
• Growth of existing strategic accounts
• Quality and size of sales pipeline
• Customer retention and relationship strength
• Market expansion into new geographies
• Improvement in share of wallet with key customers
• Achievement of annual business development targets
• Quality of market intelligence and strategic inputs
• Successful conversion of high-value opportunities

Candidate Profile

Experience

• 12+ years of experience in Business Development / International Sales within the API / pharmaceutical industry.
• Strong experience in international API sales and business development is essential.
• Should have significant experience handling one or more of the following regions:
  • Asia
  • MENA
  • LATAM
  • Europe
• Experience in selling APIs to pharmaceutical companies, generic manufacturers, CDMOs/CMOs or other relevant customers.
• Experience in independently managing regional markets and delivering business targets.