Channel Optimization Lead

Job Title: Channel Optimization Lead

Location: Morristown, NJ, Cambridge, MA

About the Job

The Channel Optimization Lead is a strategic role responsible for driving and supporting the channel strategy across Specialty Care, General Medicine & Established Products. This individual will play a critical role in evaluating distribution channels, performing data-driven analytics, and assessing the financial impact of channel decisions on Gross-to-Net (GTN). The Director will collaborate cross-functionally to synthesize strategies from leadership into action plans for operational execution. Additionally, the role will be responsible for development of effective KPI metrics to measure success across the portfolio.  This role will work closely with Brand leadership and Finance to Financial and Gross to Net goals.

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:

Channel Performance Monitoring and Optimization:

• Analyze and monitor channel performance, identifying opportunities for process improvements, cost reductions, and efficiency gains.

• Establish key performance indicators (KPIs) and metrics to track channel success and make data-driven decisions to enhance overall performance.

• Utilize data and analytics to monitor channel KPIs, assess ROI, and make data-driven recommendations for adjustments in channel strategy.

• Proactively monitor and analyze business performance to assess and evaluate channel effectiveness.

Channel Strategy Effectiveness:

• Identify, evaluate new and existing channel opportunities (enhanced services), assessing potential for growth, scalability, and alignment with corporate objectives.

• Develop and refine channel partner programs, seeking to increase conversion, adherence, time to fill and ultimately provide a seamless patient journey from initial prescription to dispensed product.

• Develop contracting strategy around data, enhanced services, service level agreements, and key performance indicators (KPIs).

Collaboration and Stakeholder Management:

• Work cross-functionally with Operations, Account Directors, Finance, Contracting, and Customer Support to ensure alignment on channel objectives and execution.

• Build and maintain strong relationships with key channel partners, distributors, and other external stakeholders to drive collaboration and mutual success.

• Provide leadership and support to channel teams to ensure consistent and effective execution of channel programs.

Budgeting and Forecasting:

• Develop annual budgets and forecasts for channel operations, ensuring alignment with overall business objectives.

• Supporting Brand Financial / Gross to Net projections by aligning programs with positive ROI results.

About You

Required Qualifications

• Bachelor’s degree required, advanced degree a plus

• 7+ years of pharmaceutical industry experience

• Experience in Trade, Specialty Distribution or Finance

• Strong analytical and project management skills required with excellent MS Word, Excel and PowerPoint skills

• Knowledge of channel distribution and data (SHIFT, distribution 852 and 867 data) and ability to analyze and investigate channel product flow

• Knowledge of the U.S. healthcare system, distribution, market access

• Strong written and verbal communication skills an executive presence

• Ability to manage multiple priorities and timelines

• Approximately 50% travel

Preferred Qualifications

• Broad understanding of the US healthcare environment especially within the Market Access functions

• Experience with biopharmaceutical specialty products in various distribution models (limited, preferred, open)

• Knowledge of Specialty channel distribution models (open, limited, direct, distributors,…)  and channel economics

• Brand / product marketing knowledge to help provide insights & feedback on tools and tactics during multiple product launches for the specialty channel

• Networking capabilities to learn from and work with different teams, departments, customers and vendors

Why Choose Us?

• Bring the miracles of science to life alongside a supportive, future-focused team.

• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.

• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.

• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.

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

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All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.