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Sr. Director, Channel Management

Bridgewater, New Jersey, Cambridge, Massachusetts



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About Sanofi

Sanofi, an integrated global healthcare leader, discovers, develops and distributes therapeutic solutions focused on patients’ needs. Sanofi has core strengths in the field of healthcare with seven growth platforms: diabetes solutions, human vaccines, innovative drugs, consumer healthcare, and emerging markets.

Position overview:

This position is responsible for leading the development and establishing trade channel and wholesaler strategies and programs to support new product launches and inline brand initiatives.  Trade and channel expertise are essential to evaluate gaps in performance, educate internal stakeholders, identify and execute solutions to help optimize brand performance.   

As an expert in the wholesaler drug class of trade and policies, this key role will communicate and help Trade Account Management Team with launch and inline brand strategy for "Big 3" wholesalers, regional wholesaler customers and ancillary vendors for Trade Channel programs.

This role supports the following Business Units:

  • General Medicines GBU (Diabetes, CV, GEM) - 40%
  • Specialty Care GBU (Rare/Rare Blood) - 30%
  • Specialty Care GBU (MSOI) - 30%


  • Distribution Strategy across classes of trade (FLW, SP Distributors, Buy & Bill) - lead the development of trade distribution strategies to support new product launches. Evaluate distribution options (wholesaler, specialty distributor, specialty pharmacies) and align internal stakeholders, to provide recommendations to leadership. 
  • Obtain customer and market insights to serve as the functional expert on channel programs. Leverage insights to target gaps in channel performance, develop innovative programs and implement compliant programs, partnering with legal, regulatory and medical. Use strong analytical skills to lead performance reviews with external and internal business leaders and perform continuous improvements.
  • Evaluate downstream channel market conditions to identify areas of opportunity to incorporate into the Supply Chain strategy
  • Drive organizational awareness and educate internal stakeholders on the changing EHR Health Information Technology landscape in order to be competitive in the marketplace.  Leverage learnings to identify new solutions and work with external vendors to develop strategic programs to maximize Sanofi brand performance.   
  • Lead compendia research and ensure accurate product information in compendia and downstream systems. Provide insights on update timelines for new product launches. Engage compendia and dispensing outlets to influence accurate product information and resolve any inaccurate information (i.e. retail patient leaflets, online product information,).
  • Represent Sanofi in NCPDP (National Council for Prescription Drug Programs) workgroup discussions and initiatives.  Leverage insights to evaluate potential impact to Sanofi and guide internal stakeholders and recommend actions as needed. 
  • Closely partner with the Wholesale Management team, Trade Account team, Specialty Account team, Value & Access and Market Access on channel initiatives and ensure seamless execution of strategies and tactics.
  • Identify ways to enhance the Trade’s team contributions and drive corporate awareness of channel capabilities.  

Key competencies for success in the position are:

Inspirational Leadership:  She/He will communicate and embed the Market Access vision across the team and with all Sanofi associates they engage with on a routine basis.  She / he will articulate clear expectations and defined priorities to guide the team to high performance.

Business Acumen: The Sr. Director will have the ability to deep dive into business insights, identifying diagnostics and remediation plans for internal and external changes.  She / he will have a deep understanding of the healthcare marketplace which they use to anticipate trends and to challenge current business practices as appropriate.  Accordingly, they will make recommendations for new approaches to meet challenges and opportunities. 

Partnership and Collaboration: The Sr. Director will have the collaboration skills needed to work closely and effectively with the Senior Leadership and relevant home office functions. 


  • Ability to work closely brand and Value & Access leads
  • Demonstrated understanding of market, trends, drivers and opportunities in the Sanofi/Genzyme portfolio
  • Experience identifying trends and insights and assimilating into market/channel strategy and the determination of financial and business impacts
  • Deep understanding of the national and regional Wholesale, Retail and Pharmacy customer
  • Demonstrated ability to identify and develop business opportunities based upon the above
  • Strong financial acumen, analytic skills & critical thinking ability
  • Demonstrated ability to influence a matrix team
  • Travel 10%

Education:  B.A. or B.S.  Degree with concentration in business administration, finance, marketing is preferred. Advanced Degree preferred.


  • Minimum of 10-12 years’ relevant business experience in pharmaceutical healthcare sector required
  • Extensive knowledge of trade, wholesaler and channel distribution of pharmaceutical products and processes
  • Experience in trade operations and/or trade account team and leading those functions  
  • Demonstrated knowledge of trends in the pharmaceutical industry and managed market landscape, especially related to technology advancement in prescribing, EHR, coverage and channel programs. 

Professional Skills and Competencies:

  • Demonstrated experience in strategy development, leading diverse projects and gaining internal and external alignment across numerous stakeholders to implement programs is required
  • Demonstrated experience establishing action-oriented relationships with external and internal business partners required
  • Demonstrated critical thinking skills to manage changing priorities and make decisions to ensure delivery of results
  • This role requires partnership and leadership skills and the ability to focus on the most critical tasks to drive the business forward. 

Thesuccessful candidate will be required to sign and execute a restricted covenant upon hire.

Sanofi, Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.



At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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