Senior Director Channel Strategy Optimization and Launch

Sanofi•Morristown, MA

3d•Hybrid

About The Position

The Senior Director, Channel Strategy, Launch & Optimization is a senior leadership role responsible for the vision, strategy, and execution of Sanofi's U.S. trade, pharmacy, and distribution channel strategy across the approved portfolio and pipeline — spanning Specialty Care, General Medicines, and Established Products. This role carries a dual mandate: ensuring best-in-class launch readiness and Day One channel execution for pipeline products, while driving continuous optimization of channel strategy, pharmacy networks, and distribution performance across the in-line portfolio. The scope covers the full channel lifecycle — from early launch planning through post-launch analytics and ongoing optimization — with a focus on maximizing patient access, supply continuity, adherence, conversion, and commercial performance while minimizing gross-to-net (GTN) impact. This leader serves as a strategic advisor to senior leadership of Trade and Channel, manages a high-performing team, and partners closely with Account Management, Value & Access, Patient Services, Brand, Finance, Pricing, Legal, Supply Chain, Regulatory, Medical, and Global and U.S. Channel Optimization teams. Join the team transforming care for people with immune challenges, rare diseases, cancers, and Specialty Care neurological conditions. In Specialty Care, you’ll help deliver breakthrough treatments that bring hope to patients with some of the highest unmet needs.

Requirements

Bachelor's degree required
10+ years of progressive experience in pharmaceutical market access, trade, channel management, pharmacy strategy, distribution, or related fields.
Proven experience designing and executing trade, pharmacy, and distribution strategies across multiple product launches and/or large in-line portfolios.
Deep expertise in U.S. pharmaceutical distribution models, including specialty pharmacy, retail, hospital, wholesale, DTP, 3PL, and limited distribution networks.
Demonstrated success managing pharmacy and distribution contracts with measurable impact on patient access, channel performance, and GTN outcomes.
Strong knowledge of U.S. pharmaceutical regulatory and compliance frameworks, including DSCSA, FDA, DEA, and Anti-Kickback requirements.
Strong financial acumen and understanding of channel economics and GTN dynamics.
Proven ability to lead complex, cross-functional initiatives and influence executive-level stakeholders in a matrixed organization.
Exceptional communication, strategic thinking, project leadership, and stakeholder management skills.
Willingness to travel up to 30%.

Nice To Haves

MBA, PharmD, or relevant advanced degree.
Experience managing large, complex pharmaceutical portfolios across multiple therapeutic areas and business units.
Prior experience in Specialty Pharmacy, Trade Relations, Channel Strategy, Market Access, or Distribution at a large pharmaceutical or biotechnology company.

Responsibilities

Own the enterprise-wide trade, pharmacy, and distribution channel strategy across Sanofi's U.S. portfolio — pipeline and in-line.
Design and continuously optimize channel and distribution models — including specialty pharmacy (SP), limited distribution, DTP, retail, hospital, wholesale, 3PL, and hybrid — to align with market access, reimbursement, and patient service requirements.
Evaluate channel performance, network design, competitive dynamics, and healthcare policy shifts to identify and act on optimization opportunities across the product lifecycle.
Anticipate changes in reimbursement, market access, and the broader pharmaceutical landscape and proactively evolve channel strategies accordingly.
Lead end-to-end channel strategy for all U.S. product launches across therapeutic areas, serving as the principal architect of launch channel models.
Drive integrated launch planning with Brand, Value & Access, Patient Services, Supply Chain, Finance, Legal, Regulatory, Medical, and other cross-functional partners.
Ensure Day One channel readiness across partner onboarding, inventory placement, EDI connectivity, chargebacks, order-to-cash, cold chain, and distribution capabilities.
Establish launch KPIs, risk mitigation plans, and governance mechanisms to ensure uninterrupted product availability and a successful market introduction.
Represent Trade & Channel in Launch Excellence and Go-To-Market (GTM) forums, driving executional readiness and cross-functional accountability.
Develop, oversee, and optimize pharmacy and distribution contracts across the approved portfolio, ensuring alignment with brand, access, and financial objectives.
Lead negotiations, renewals, and performance management for strategic pharmacy and distribution partnerships, with emphasis on specialty pharmacy.
Direct partner selection and onboarding through rigorous RFP and due diligence processes, evaluating networks across specialty, retail, hospital, and wholesale channels.
Establish contractual requirements and performance incentives tied to business and channel objectives.
Lead enterprise-wide initiatives to minimize GTN erosion through channel design, contracting controls, and network optimization across launch and in-line products.
Partner with Finance, Brand, Value & Access, and Trade Analytics to monitor, forecast, and optimize channel economics and financial performance.
Evaluate and optimize the pharmacy and patient journey to reduce barriers to access, fulfillment, therapy initiation, adherence, and conversion.
Partner with Patient Services, Brand, Value & Access, and pharmacy partners to translate insights into strategies that improve patient experience and commercial performance.
Drive post-launch analytics and continuous improvement across pharmacy and distribution channels, assessing speed-to-therapy, adherence, conversion, inventory health, service levels, and cost efficiency.
Identify opportunities to realign channel models, networks, contracts, and processes based on performance data, market conditions, and stakeholder feedback.
Apply launch learnings to strengthen future strategies and build institutional knowledge across the organization.
Lead cross-functional collaboration across Trade & Channel Management, Value & Access, Patient Services, Brand, Finance, Legal, Compliance, Supply Chain, Medical, Regulatory, and Global and U.S. Channel Optimization teams.
Establish governance frameworks, SOPs, and performance management processes for compliant and efficient channel partner engagement and operational execution.
Ensure compliance with applicable U.S. federal and state regulations, including DSCSA, FDA, DEA, and Anti-Kickback Statute requirements.
Develop and monitor channel KPIs, dashboards, and performance reporting for senior leadership; maintain risk management processes to protect supply continuity and compliance.
Build and lead a high-performing team focused on channel strategy, specialty pharmacy optimization, and launch excellence — setting clear priorities, expectations, and development opportunities.
Foster a culture of innovation, accountability, collaboration, and continuous improvement.
Influence senior stakeholders and drive complex, enterprise-wide initiatives within a matrixed organization.