Trade Account Director

Sanofi•Cincinnati, OH

3d•$206,250 - $297,917•Remote

About The Position

The Senior Trade Account Director serves as a strategic customer-facing leader responsible for developing, negotiating, and executing business-to-business fee-for-service agreements, supply chain strategies, and distribution/retail access and specialty pharmacy initiatives across Sanofi's diverse product portfolio. This pivotal role manages relationships with key pharmaceutical trade partners including full-line wholesalers, specialty distributors, specialty pharmacies, national and regional retail pharmacies, and retail-owned specialty pharmacies to ensure optimal product distribution and patient access. The US Wholesale and Channel Management team plays a critical role in Sanofi's commercial success by establishing and nurturing strategic partnerships across the pharmaceutical distribution landscape. We ensure seamless product access for patients while maximizing business value through innovative contracting strategies and deep customer relationships. Our team collaborates across multiple business units to deliver integrated solutions that address the evolving needs of our trade partners. We drive excellence in execution through innovative approaches that ensure the right product reaches the right patient at the right time. 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. About Sanofi: We’re an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Our deep understanding of the immune system – and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people’s lives

Requirements

Bachelor's degree (BS/BA) required
10+ years commercial pharmaceutical, vaccines or life-sciences industry experience or 5 years in trade account management, channel management, or operational roles spanning distribution, retail, or specialty pharmacy environments.
Demonstrated experience working directly with Wholesaler Distributors or Specialty Distributors and specialty pharmacies
Proven expertise in negotiation, terms and conditions, and Channel management

Nice To Haves

Advanced degree (MBA, PharmD) preferred
1-3 years managerial/leadership experience preferred
Demonstrated clinical and product knowledge across a broad range of therapeutic areas
Expert negotiation and influencing skills coupled with extensive relationship management, customer network development, and consultative sales approach
Application of advanced problem-solving skills to drive performance and overcome challenges
Ability to achieve results through others without formalized line authority
Superior communication skills to sell ideas and programs both internally and externally; excellent verbal and presentation abilities
Strong understanding and experience in different access and reimbursement models
Strong analytical and modeling skills with ability to synthesize data from multiple, conflicting sources to evaluate business opportunities and develop solutions
Strong capabilities including time and events management, scenario and contingency planning, and ability to ensure on-time and on-budget delivery
Apply marketplace knowledge to create new customer opportunities and enhance brand objectives
Strategically works to improve processes and ensure maximum utilization of resources
Ability to work effectively with medical/legal/regulatory submission & approval processes to ensure appropriate review and timely delivery of materials
Develops, motivates, and guides groups to successful outcomes and the attainment of business objectives

Responsibilities

Lead, cultivate, and maintain strategic business relationships with assigned customers across the Trade channel segment (wholesalers, specialty distributors, specialty pharmacies and retail pharmacies) covering the US mainland and Puerto Rico
Demonstrate internal and external leadership by penetrating customer organizations broadly and deeply to identify and implement quality initiatives that optimize performance across all Sanofi Business Units
Gain deep understanding of individual customers' priorities and future directions as they relate to Trade channel impact and downstream customer/patient access
Partner with mid-level and senior executives of strategic customer accounts to create mutually beneficial business relationships that drive performance excellence
Conduct regular business reviews with customers to assess performance, address challenges, and identify growth opportunities
Represent the voice of the customer internally while advocating for company objectives externally
Anticipate customer needs and proactively develop solutions to strengthen partnerships
Develop, negotiate, and implement innovative contracts to support brand strategies and coordinate pull-through activities that enhance access opportunities
Apply expert negotiation skills to secure favorable terms for product distribution, pricing, and service agreements across Sanofi's entire product portfolio
Track, problem-solve, and analyze contracted product performance, communicating account performance broadly with key stakeholders
Monitor contract compliance and performance metrics, adjusting as necessary and managing and exceeding performance expectations with customer
Collaborate with legal, finance, and operations teams to ensure successful contract execution and implementation
Resolve contract disputes and address customer concerns in a timely, professional manner
Ensure excellence in execution of all contractual agreements and compliance with terms and conditions
Monitor inventory levels and product movement across customer locations to ensure optimal product availability
Coordinate with internal supply chain teams to address distribution challenges and prevent stockouts
Support product launches by developing customer-specific implementation plans
Troubleshoot distribution issues and serve as the escalation point for customer service matters
Evaluate, analyze and manage customer returns to minimize waste and loss. Manage return processor relationships.
Identify and pursue new business opportunities within existing accounts
Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance
Develop account plans with clear objectives, strategies, and tactics to grow business and strengthen relationships
Analyze market trends and competitive intelligence to inform account strategies
Present business proposals and recommendations to customer leadership teams
Develop a robust internal Matrix Team network that influences brand strategy and executes tactics through frequent meetings and interactions
Drive the Matrix team process in a leadership role across brand, Market Access, and sales leadership
Collaborate across multiple internal stakeholders (USMA Account Teams, V&A, Medical, Field Sales, CE, Marketing, Finance, Supply Chain, Pricing & Contracting) and multiple GBUs (General Medicines, Specialty Care, Vaccines, Global) to ensure a harmonized approach to key customers
Demonstrate Wholesale, Retail and Specialty Pharmacy excellence through optimized distribution models, limited distribution networks, retail pull through programs and enhanced patient services
Interface with national trade association and advocacy members (e.g., HDA, NACDS, NCPA, Asembia, PCMA, NASP) to remain current with core industry issues, challenges, and best practices
Apply industry expertise to reduce access barriers and enhance the patient experience
Support new product launches and drive existing product growth through strategic channel initiatives
Work with internal US Wholesale and Channel Management partners on day-to-day distribution and retail issues as well as the wholesaler strategy & operations team to ensure continuous product access