Head, US Trade and Channel

Sanofi•Cambridge, MA

4h•Remote

About The Position

Join the team transforming care for people with immune challenges, rare diseases, cancers, and neurological conditions. In Specialty Care, you’ll help deliver breakthrough treatments that bring hope to patients with some of the highest unmet needs. As the Head of US Trade & Channel Management, you will lead Sanofi's centralized Trade & Channel function, focusing on both new and in-line products across the commercialization continuum. Reporting to the Head of US Market Access, you will be responsible for developing and executing contracting, distribution, and channel strategies that optimize patient access, product performance, customer partnerships, and financial outcomes across the portfolio. You will serve as the strategic lead for wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, GPOs, health systems, and other key channel stakeholders representing 100% of Sanofi's US business. This leader will maintain a holistic view of the healthcare ecosystem and possess a deep understanding of the increasing vertical integration occurring across PBMs, specialty pharmacies, retail pharmacies, wholesalers, distributors, providers, and health systems. The successful candidate will be a forward-thinking strategic leader who anticipates industry trends, connects market dynamics across stakeholders, and translates insights into actionable channel strategies. This role requires a trusted and credible executive presence with the ability to influence customers, senior leadership, and cross-functional partners while driving innovative solutions that improve patient access and business performance. Success in this role requires exceptional cross-functional leadership and collaboration. The Head of US Trade & Channel Management serves as a strategic partner across the organization, working closely with Market Access, Payer Account Management, Brand, Marketing, Patient Support Services, Legal, Compliance, Finance, Pricing, Supply Chain, Commercial Operations, Medical, and Sales leadership to develop and execute integrated access and channel strategies. This leader must effectively align diverse stakeholder perspectives, balance competing priorities, and drive enterprise-wide solutions that optimize patient access, customer engagement, and business performance. Additionally, you will lead a high-performing team responsible for channel strategy, contracting, account management, site activation, and network design. Through effective delegation, coaching, and talent development, you will foster a culture of accountability, collaboration, innovation, and operational excellence.

Requirements

Bachelor's degree required.
Minimum 12 years of pharmaceutical industry experience with significant expertise in at least two of the following areas: Channel Strategy, Trade, Market Access, Finance, Pharmacy, Pricing, Distribution, or Contracting.
Proven success building, scaling, and leading organizations, including developing organizational structures, capabilities, and talent.
Deep understanding of US healthcare economics, pharmaceutical demand drivers, pricing, reimbursement, channel economics, and healthcare distribution models.
Extensive experience in healthcare contracting and market access, with a strong understanding of PBMs, National Health Plans, Medicare Part D/B, Medicaid, GPOs, VA/DoD, Specialty Pharmacies, Retail Pharmacies, Health Systems, and Wholesale Distribution.
Demonstrated ability to think strategically across the healthcare value chain, anticipate future market trends, and translate complex market dynamics into actionable business strategies.

Nice To Haves

Advanced degree (MBA, PharmD, Master's, or equivalent) preferred.
Deep expertise across specialty pharmacy, retail pharmacy, wholesale distribution, specialty distribution, provider channels, and healthcare market access.
Exceptional communication skills and executive presence with the ability to influence senior leaders, customers, and industry stakeholders.
Strong customer-facing skills at the executive level, from identifying strategic needs through delivering compelling business recommendations.
Proven track record of successful negotiation, relationship management, and strategic partnership development.
Demonstrated ability to lead through influence and effectively collaborate across highly matrixed organizations while driving strategic outcomes.

Responsibilities

Champion the development of optimal channel strategies for in-line, launch, and pipeline products, with a focus on patient access, Gross-to-Net optimization, supply chain efficiency, and long-term business performance.
Lead the channel strategy function, defining distribution, network design, contracting, and negotiation strategies across wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, GPOs, and health systems.
Maintain a comprehensive understanding of the evolving healthcare ecosystem, including the impact of vertical integration, consolidation, specialty pharmacy growth, provider dispensing, health system expansion, and emerging care delivery models.
Assess and evaluate macro healthcare trends, competitive dynamics, reimbursement changes, customer strategies, and regulatory developments to inform channel and market access strategies across the portfolio.
Connect insights across customers, channels, products, and internal stakeholders to identify opportunities, mitigate risks, and drive enterprise-wide strategic decision making.
Support the maximization of Channel Design within the Sanofi portfolio through strategic partnerships, rigorous forecasting, and innovative access solutions.
Cultivate senior-level relationships with key trade, wholesale, specialty pharmacy, specialty distributor, retail pharmacy, GPO, and hospital stakeholders, gathering market intelligence and customer insights to inform strategy development.
Establish Sanofi as a preferred strategic partner through trusted relationships, executive engagement, and collaborative problem-solving.
Serve as a strategic advisor to senior leadership by providing perspective on market evolution, customer behavior, channel economics, and long-term implications for Sanofi's business.
Represent Sanofi externally with customers, industry associations, and strategic partners, bringing credibility, thought leadership, and deep industry expertise.
Partner closely with Market Access, Payer Account Management, Brand, Marketing, Patient Support Services, Legal, Compliance, Finance, Pricing, Supply Chain, Commercial Operations, Medical, and Sales teams to develop and execute integrated market access and channel strategies.
Serve as the primary conduit between external channel partners and internal stakeholders, ensuring customer insights, market dynamics, and emerging trends are incorporated into strategic planning and decision-making.
Lead cross-functional teams to design and implement innovative solutions that address customer needs, enhance patient access, and support portfolio growth objectives.
Collaborate with Legal and Compliance teams to structure and execute complex commercial agreements that align with regulatory requirements and business objectives.
Partner with Patient Support Services and Commercial teams to optimize patient journey solutions, adherence programs, and channel support models that improve patient outcomes and access.
Work closely with Brand and Marketing leadership to ensure channel strategies are aligned with product strategy, customer engagement objectives, and commercialization plans.
Collaborate with Market Access and Payer Account teams to ensure channel strategies complement payer contracting approaches and support overall access objectives.
Lead enterprise-level negotiations and strategic partnerships, balancing customer needs, patient access objectives, operational requirements, and financial performance.
Oversee channel contracting strategies and related discounts to ensure alignment with organizational objectives and customer requirements.
Drive collaborative solutions that create mutual value for customers while supporting Sanofi's commercial and market access goals.
Manage and develop a team across channel strategy, contracting, site activation, and account management functions.
Build and lead a high-performing organization by empowering leaders, effectively delegating responsibilities, coaching talent, and fostering accountability.
Create a culture of collaboration, innovation, inclusion, continuous improvement, and customer focus.
Develop organizational capabilities and succession plans to ensure long-term success and leadership continuity.