Senior Business Development Manager – Out-Licensing

The Senior Business Development Manager - Out-Licensing is a senior commercial dealmaker responsible for originating and closing out-licensing opportunities across the assigned territory. The role leverages a strong external network, significant experience in out-licensing and deep market expertise to generate tangible business results, while ensuring disciplined execution, structured reporting, and consistent delivery.

This position is accountable for identifying, developing, and executing strategic business opportunities within out-licensing, with a strong emphasis on hunting new business, both by expanding existing partnerships and by opening new, high-value strategic accounts not yet engaged with the company.

It combines business development, key account management, and deal execution, with a clear focus on closing out-licensing agreements and driving sustainable revenue growth.

The role requires a highly autonomous, hands-on professional with relevant out-licensing experience, an established network within the European pharmaceutical industry and strong knowledge of Generics and Value-Added Medicines markets.

The successful candidate brings a proactive, results-driven mindset, structured and disciplined approach to execution and plays a critical role in shaping partnerships, influencing out-licensing priorities, and contributing to overall strategy and performance.

MAIN ACCOUNTABILITIES AND DUTIES

Business Development & Deal Execution

• Proactively identifies, qualifies, and secures new out-licensing opportunities across assigned territories, with a primary focus on Europe
• Acts as a true hunter, driving opportunities end-to-end, from prospecting to signed agreements, across both existing customers and new strategic accounts
• Owns deals end-to-end, from initial engagement through negotiation, contract signature, supporting launch activities and ensuring a smooth handover to alliance management
• Leads complex commercial negotiations, securing licensing agreements aligned with financial targets and taking full accountability for results
• Builds and maintains a strong, continuously active pipeline, converting opportunities into tangible deals, including down-payments and milestone revenue

Key Account Management & Partnerships

• Builds, develops, and expands senior-level relationships with key customers and strategic partners, driving both growth and new deal opportunities
• Actively leverages a strong industry network to originate and accelerate new business opportunities
• Positions Zentiva as a partner of choice, proactively creating demand within target accounts
• Owns and grows existing partnerships end-to-end, leading renegotiations, amendments, and resolving commercial, operational, and contractual challenges to ensure successful product launches
• Develops tailored commercial and licensing proposals aligned with specific customer needs and opportunities
• Converts portfolio offerings into active customer pipelines, leading negotiations through to contract signature and securing down-payments and launch commitments

Market Expertise & Strategy Contribution

• Applies deep knowledge of Generics and Value-Added Medicines markets to identify growth opportunities and maximize portfolio value
• Monitors market trends, competitors, and customer needs, translating insights into actionable commercial opportunities
• Contributes to out-licensing strategy and continuous improvement initiatives and drives development and execution of regional out-licensing strategy.
• Identifies risks and improvement areas early, proposing and driving corrective actions
• Executes set strategy while influences portfolio prioritization based on market demand, customer insights, and commercial potential
• Provides structured, data-driven market feedback to support portfolio and strategic discussions and Influences portfolio prioritization and market expansion decisions.
• Challenges internal assumptions using external insights and data to strengthen decision-making and commercial outcomes

Cross-Functional Leadership & Execution

• Influences portfolio investment decisions, market expansion priorities and strategic partnership selection through market intelligence and commercial assessment.
• Acts as the commercial lead within cross-functional teams (Regulatory, Quality, Legal, Finance, Launch, Supply, Portfolio, etc.) ensuring end-to-end project execution
• Provides clear and continuous visibility on project status, risks, and mitigation actions
• Effectively coordinates internal stakeholders to deliver projects on time, within scope, and in line with financial expectations
• Signals and escalates risks, identifying potential mitigation actions as necessary for successful execution

Performance Management & Reporting

• Owns a defined licensing revenue portfolio and is accountable for achieving annual out-licensing revenue, EBITDA and partnership growth objectives.
• Delivers against financial targets (Net Sales, EBITDA, margins), contributing to overall B2B performance
• Maintains structured, accurate, and regular reporting across pipeline, deals, risks, opportunities, and results
• Uses CRM tools effectively to manage opportunities, customer interactions, and forecasting, ensuring a high-quality, real-time pipeline with full visibility and accuracy
• Applies data-driven insights to prioritize opportunities and maximize conversion rates
• Manages accounts end-to-end, from initial contact through contract signature, supporting Finance in securing down-payments
• Ensures a disciplined and well-organized approach to pipeline and account management, even under high activity volumes

External Representation

• Represents the company at industry events, conferences, and partnering meetings
• Promotes the out-licensing portfolio and strengthen B2B and company visibility in all fronts

REQUIRED QUALIFICATIONS, EXPERIENCE & SKILLS

Experience

• 8+ years of experience in pharmaceutical business development, commercial partnerships or key account leadership, and at least 6+ of which out-licensing of Generics and VAMs.
• Proven track record of successfully negotiating and closing complex out-licensingdeals.
• Strong out-licensingexperience in European pharmaceutical markets, particularly Generics and VAMs

Core Competencies

• Autonomous, self-driven, hands-on and highly proactive mindset
• Strong hunter profile with a clear focus on delivering results and closing deals
• Well-established professional network within the European pharma industry (network within the non-European pharma industry is a nice to have)
• Strong negotiation, influencing, and relationship-building skills
• Solid organizational skills with ability to manage multiple projects simultaneously
• Structured working style with clear and consistent reporting capabilities
• Experience working with CRM systems and pipeline management tools
• Energetic, resilient, and solution-oriented attitude
• Open to travel as needed (up to 30-35% of the time within Europe)

­­­­­­­­­­­­­­­­­­­ Technical & Business Skills

• Extensive experience in out-licensing business development with a clear understanding of different licensing models, contract structures, and IP frameworks
• Strong commercial and financial acumen (business cases, pricing, margins, EBITDA)
• Project management capabilities in cross-functional environments
• Proficiency in MS Office and CRM systems

Education & Languages

• University degree ideally in Business, Life Sciences, Pharmacy, or related field
• Fluency in English (mandatory)