Senior Director, Trade Account Management

About SanofiSanofi, an integrated global healthcare leader, discovers, develops, and distributes therapeutic solutions focused on patients’ needs. Sanofi has core strengths in the field of healthcare with seven growth platforms: diabetes solutions, human vaccines, innovative drugs, consumer healthcare, and emerging markets.Position overview:This field-based Senior Director of Trade Account Management reporting to the Head of Wholesaler Trade & Channel Management will lead a team that will be customer focused on developing, negotiating, and executing business to business fee for service agreements, supply chain and distribution/retail access strategies across a diverse customer account/channel mix including: full-line wholesalers/specialty distributors, regional and national retail and specialty pharmacies (chain drug stores, food/drug, mass merchant, independent banners), and retail-owned specialty pharmacies.As part of the US Wholesale and Channel Management Leadership team, the Sr Director, Trade Accounts will professionally coach, cultivate and lead a team of 3 Sr. National Account Directors and 2 US Trade/Market Access PharmD Fellows. The key focus of this role is to maintain strategic business relationships, negotiate, and implement brand-specific/disease state programs to ensure the right product for the right patient at the right time. This position supports all business units across the Sanofi Pharmaceutical product portfolio, while partnering with other leaders of the account-facing channel partners (vaccines, CHC).Key Areas of Focus:

Customer Focus: Focuses attention on building and maintaining customer relationships to achieve success.

Directing Others: Collaborates across functional, geographic, and company boundaries to meet mutual business goals and objectives.

Building Talent: Continually focuses on the performance and development of oneself and others to enhance the talent of the company.

Participative Management and Driven for Results: Identifies shared goals, collaboratively builds ideas, influences action

Analytical Skills and Decision Quality: Synthesizes data from multiple, conflicting data sources to evaluate business opportunities and develop solutions.

Building Effective Teams: Develops, motivates, and guides a group to successful outcomes and the attainment of business objectives.

Roles & Responsibilities:

Lead, cultivate, and maintain business relationships with all assigned customers in the Trade channel segment (Wholesale/specialty distributors, retail pharmacies, retail-owned specialty pharmacies) across multiple business units covering the US mainland and Puerto Rico

Execute and manage multi-Billion dollar portfolio in annual channel gross sales with key distribution customers.

This individual will work closely with internal stakeholders such as Marketing, Market Access, Training, Medical, Finance, and Legal to ensure US Wholesale and Channel Management activities are coordinated and occur in alignment with brand strategies & company policy

Manage trade industry activities that include national trade shows, association meetings, wholesaler meetings and pharmacy symposiums

Gain a deep understanding of individual customers, their priorities and future directions as it relates to their impact in the Trade channel and downstream customers/patients

Partner with mid-level and senior executives of strategic customer accounts to create mutually beneficial business relationships

Spearhead, develop, negotiate, and implement innovative contracts to support brand strategies and coordinate pull-through activities to support access opportunities and challenges.

Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders

Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance

Develop a robust internal Matrix Team network that influences brand strategy and executes tactics through frequent meetings and interactions. Responsible to drive the Matrix team process in a leadership role across brand, Market Access, and sales leadership

Interface with national trade association and advocacy members and remain current with core industry issues, challenges and best practices that reduce access barriers and enhance the patient experience (e.g., HDA, NACDS, NCPA, Asembia, PCMA, NASP)

Work with internal US Wholesale and Channel Management partners on day-to-day distribution, retail issues as well as the wholesaler strategy & operations team to ensure access to product is maintained

Maintain open & transparent communication throughout the company, especially in regard to BU, & cross-BU initiatives with similar accounts

Qualifications:Education

Bachelor’s degree (BS/BA) required

Advanced degree (MBA, PharmD) preferred

Experience

15+ years of pharmaceutical industry experience

8+ years of experience in direct Trade Channel (distribution, retail, specialty pharmacy) and/or market access accounts

At least 5 years managerial/leadership experience required

Professional Skills and Competencies

Executive Presence with ability to shape critical business discussions

Strong leadership ability to assist team thru complex situations

Strategic Thinker with ability to work thru complex situations with clear solutions

Ability to achieve results through others without formalized line authority

Demonstrated clinical and product knowledge in broad range of therapeutic areas

Extensive relationship management background

Must have superior communication skills with excellent verbal and presentation skills

Ability to communicate at a high level & establish rapport and build relationships with internal and external partners

Strong understanding and experience in different access and reimbursement models

Strong project management capabilities including time and events, scenario and contingency planning, and ability to ensure on time and on budget delivery of outputs and deliverables

Apply marketplace knowledge to create new customer opportunities and enhance brand objectives

Understanding of the legal/regulatory environment and internal Sanofi legal/regulatory guidelines and processes

Primary Location and Role Criteria :

United States – Remote

Closer to Cambridge MA or Bridgewater NJ offices preferred.

Ability to travel 60-70% required.

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.#GD-SA #LI-SAAt Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.