Head, US Trade and Channel
Listed on 2026-06-27
-
Business
Business Development
Job title:
Head, US Trade and Channel
Location:
Remote, US
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.
Responsibilities
- Strategic Leadership & Channel Strategy
- 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.
- Customer & Industry Leadership
- 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.
- Cross‑Functional Leadership
- 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…
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