Senior Director, Pharmacy Channel Optimization

Job Title: Senior Director, Pharmacy Channel Optimization

Location: Morristown, NJ, Cambridge, MA

About the Job

Sanofi is seeking a highly experienced and strategic leader to serve as the Senior Director, Pharmacy Channel Optimization. This critical role will be responsible for the design, execution, and evolution of end-to-end pharmacy channel strategies across Sanofi’s entire U.S. currently approved product portfolio — including Specialty Care, General Medicines, and Established Products.

This leader will drive the strategic implementation and ongoing optimization of Sanofi’s channel and distribution approach for current product portfolio, ensuring robust trade partnerships and efficient contracting with specialty, retail, hospital, and distributor networks. The position plays a vital role in maintaining supply continuity, enhancing the customer and patient experience, and minimizing gross-to-net (GTN) erosion. This position will work closely with Trade & Channel Account Management Team to support them.

This individual will also oversee channel strategy adaptations driven by market dynamics, product life cycle evolution, and healthcare policy shifts — all while maintaining financial discipline and maximizing return on channel investments.

This role will need to lead this team to work cross collaboratively with various internal stakeholders, such as Trade & Channel Management Team, Value & Access, Patient Services, Brand, Finance, Legal, Global & US Optimization Teams to ensure that there is maximization of performance from all pharmacy contracts, pharmacy & patient journey, minimizing of current and future gross-to-net impacts, along with optimization adherence and conversion metrics.

We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.

Main Responsibilities

Strategic Channel Optimization

• Lead execution of a unified pharmacy channel strategy across all business units and currently approved product life cycle across all Sanofi products.

• Optimize distribution models and partnerships to align with evolving market access needs, reimbursement dynamics, and patient service requirements.

• Lead cross-functional evaluations of distribution & pharmacy performance and GTN impact across all pharmacy channels.

• Continually evaluate and optimize pharmacy patient journey to improve adherence and conversion metrics.

Contracting & Network Management

• Develop, monitor & optimize current pharmacy & distribution contracts, monitor contract performance, continually evaluate network designs, focusing on optimal coverage, patient access, and performance.

• Oversee negotiation, renewals, & implementation of all Sanofi approved products delivering in impactful pharmacy and distribution contracts.

• Ensure alignment of all contracts with brand, access, and financial goals.

Gross-to-Net Impact Mitigation

• Lead initiatives to reduce GTN erosion through strategic channel design, contracting controls, and program oversight.

• Collaborate with finance, brand, legal, and trade analytics teams to monitor and forecast financial performance across channels.

Cross-Functional Collaboration

• Serve as a key liaison across internal teams including Value & Access, Brand Marketing, Patient Services, Finance, Legal, and Global/US Channel Optimization teams.

• Ensure seamless integration between channel strategy and patient access objectives to achieve optimal adherence & conversation rates

• Translate strategic imperatives into tactical execution plans across field and internal teams.

Leadership & Team Development

• Build and lead a high-performing team focused on pharmacy channel excellence.