Head of US Trade & Channel Management

Reports To: Head, Specialty Care, Market Access
Department: U.S. Market Access

Position Summary

As the Head of US Trade & Channel Management, you will lead our centralized channel function, focusing on both new and in-line products across the commercialization continuum reporting to Head of Market Access.  Your primary responsibility will be to develop contracting and channel strategies to ensure optimal patient access and product performance. You will serve as the strategic lead for Wholesalers, Specialty Distributors, and GPOs, representing 100% of our US Sanofi business. This role entails driving account development, integrating deeply with key accounts to gather competitive intelligence and customer insights, ultimately enhancing our market positioning. Additionally, you will lead a team in negotiating and executing channel strategies and related discounts, fostering collaborative solutions to meet both external customer and company business needs.  

This role presents an exciting opportunity to drive impactful channel strategies and shape the future of patient access in the pharmaceutical industry.   

Role Responsibilities

• Champion the development of optimal channel strategies for in-line, launch, and pipeline products, with a focus on Gross to Net impact and supply chain efficiency.

• Manage a team across channel strategy, and contracting, site activation, and account management to create and execute strategies aligned with defined access and sales goals.

• Cultivate senior-level relationships with significant trade, GPO, and other stakeholders, gathering insights to inform effective customer strategies.

• Lead the channel strategy function, defining distribution and negotiation strategy across wholesale, specialty distribution, and GPOs.

• Support the maximization of Channel Design within the Sanofi Portfolio through strategic partnerships and rigorous forecasting.

• Assess and evaluate macro trends in the healthcare environment to inform contracting, and associated strategies across the product portfolio.

QUALIFICATIONS
Basic Qualifications

• Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers; develop, and coach talent; foster a culture of inclusion, diversity and belonging; and oversee, guide the work of other colleagues to achieve meaningful outcomes and create business impact. 

• Bachelor’s degree required

• Minimum of 12 years of pharmaceutical industry experience, with significant expertise in at least two of the following areas: Channel Strategy, Finance, Pharmacy, Pricing, Trade, or Market Access.

• Proven success in building and scaling organizations, including developing organizational models, structures, and capabilities.

• Thorough understanding of US healthcare economics, pharmaceutical demand drivers, pricing, and reimbursement.

• Extensive experience in healthcare contracting, with a critical understanding of PBMs, National Health Plans, Medicare Part D/B, GPOs, VA/DoD, Medicaid, and the evolving market landscape.

Preferred Qualifications

• Master’s/advanced degree preferred

• Exceptional communication skills; develop and sustain close working relationships with key stakeholders. Ability to challenge and defend recommendations and the implications of them to all levels of the organization

• Strong customer-facing skills at senior management level 

Role Criteria

• Travel anticipated to be approximately 50% between field, Sanofi HQ and other meetings as appropriate.

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.

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