Director, Trade and Channel Strategic Planning and Execution

Job Details

• Job Title: Director, Trade and Channel Strategic Planning and Execution
• Location: Morristown, NJ or Cambridge, MA (Hybrid - 3 days a week in-office requirement)

Overview

The Director, Trade and Channel Strategic Planning and Execution contributes within the U.S. Market Access organization. The role is accountable for coordinating cross-functional strategy, tactics, and operations across specialty pharmacy, wholesaler, and distributor accounts, as well as the Trade and Channel Operations and Strategy teams. The Trade & Channel team optimizes specialty pharmacy, wholesaler, and distributor economics through negotiation and step-down strategies.

This role serves as a strategic advisor to the Head of Trade & Channel and helps translate enterprise objectives into coordinated actions. The role sets operational direction for the team, elevates efficiency and collaboration, and provides strategic communication to senior leadership. It also establishes the performance framework used to hold specialty pharmacy and channel partners accountable, so that contracts, programs, and initiatives deliver on access, affordability, and patient delivery goals.

This position is ideal for a collaborative, detail-oriented problem solver with deep operational knowledge of the U.S. healthcare system, including specialty pharmacies, trade partners, channel operations, and contract performance tracking.

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.

Main Responsibilities

1. Operational Strategy & Execution

• Act as a strategic advisor to the Head of Trade & Channel in shaping the operating strategy and multi-year roadmap for Trade & Channel.
• Advise on negotiation and step-down strategy in partnership with the Head of Trade & Channel and the Strategy and Customer Facing teams.
• Consult on enterprise readiness for product launches, channel transitions, and distribution network changes, and provide guidance on associated risk and investment trade-offs.
• Develop team priorities and objectives, supported by business planning resources, so that each team member has clear, actionable, and accountable direction.
• Develop incentive compensation plans for eligible teams, aligning team priorities with incentive compensation guidelines and balancing them with the broader U.S. Market Access organization.
• Refine CRM to meet the specific needs of Trade & Channel while ensuring compliance and structural requirements.

2. Specialty Pharmacy & Channel Performance Management

• Define the performance framework, metrics, dashboards, and business review cadence used to manage specialty pharmacy and channel partners, identify risks, and guide leadership decisions.
• Consult with analytics and business insights partners so that tools and future-state resources (e.g., AI) maximize contract performance evaluation, identify gaps, and support corrective solutions.
• Use insights from performance monitoring to recommend ways to improve the efficiency and effectiveness of channel and specialty pharmacy programs.
• Lead or contribute to internal and external benchmarking against industry standards, and evaluate and streamline performance reporting methods.
• Present performance, risks, and recommendations to Market Access and executive leadership, and drive decisions on mitigation and investment.
• With Customer Facing, Strategy, and Operations teams, help ensure contractual agreements are developed, implemented, and executed in line with brand and Trade & Channel objectives.

3. Strategic Portfolio Intelligence & Cross-Functional Coordination

• Synthesize and prioritize internal and competitive intelligence across therapeutic areas to inform Trade & Channel and Market Access decisions and enable proactive responses to channel challenges.
• Build field intelligence inputs from account and trade teams to identify actionable cross-portfolio opportunities.
• Collaborate with leaders across Trade & Channel teams to improve efficiency, reduce duplicative effort, and keep roles and responsibilities clear amid changing organizational and market conditions.
• Participate in cross-functional internal initiatives as a strategic advisor to the Head of Trade & Channel and associated teams.

4. Executive Strategic Communication & Internal Advisory

• Craft strategic presentations for senior leadership and executive forums that translate complex cross-portfolio insights into clear, actionable recommendations.

…