Trade Account Director

Job Title: Trade Account Director

• Location: Remote - up to 50% travel expected

About the Job

The Senior Trade Account Director serves as a strategic customer-facing leader responsible for developing, negotiating, and executing business-to-business fee-for-service agreements, supply chain strategies, and distribution/retail access and specialty pharmacy initiatives across Sanofi's diverse product portfolio. This pivotal role manages relationships with key pharmaceutical trade partners including full-line wholesalers, specialty distributors, specialty pharmacies, national and regional retail pharmacies, and retail-owned specialty pharmacies to ensure optimal product distribution and patient access.

The US Wholesale and Channel Management team plays a critical role in Sanofi's commercial success by establishing and nurturing strategic partnerships across the pharmaceutical distribution landscape. We ensure seamless product access for patients while maximizing business value through innovative contracting strategies and deep customer relationships. Our team collaborates across multiple business units to deliver integrated solutions that address the evolving needs of our trade partners.  We drive excellence in execution through innovative approaches that ensure the right product reaches the right patient at the right time.

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

Strategic Leadership & Customer Relationship Excellence

• Lead, cultivate, and maintain strategic business relationships with assigned customers across the Trade channel segment (wholesalers, specialty distributors, specialty pharmacies and retail pharmacies) covering the US mainland and Puerto Rico

• Demonstrate internal and external leadership by penetrating customer organizations broadly and deeply to identify and implement quality initiatives that optimize performance across all Sanofi Business Units

• Gain deep understanding of individual customers' priorities and future directions as they relate to Trade channel impact and downstream customer/patient access

• Partner with mid-level and senior executives of strategic customer accounts to create mutually beneficial business relationships that drive performance excellence

• Conduct regular business reviews with customers to assess performance, address challenges, and identify growth opportunities

• Represent the voice of the customer internally while advocating for company objectives externally

• Anticipate customer needs and proactively develop solutions to strengthen partnerships

Strategic Negotiation & Contract Management

• Develop, negotiate, and implement innovative contracts to support brand strategies and coordinate pull-through activities that enhance access opportunities

• Apply expert negotiation skills to secure favorable terms for product distribution, pricing, and service agreements across Sanofi's entire product portfolio

• Track, problem-solve, and analyze contracted product performance, communicating account performance broadly with key stakeholders

• Monitor contract compliance and performance metrics, adjusting as necessary and managing and exceeding performance expectations with customer

• Collaborate with legal, finance, and operations teams to ensure successful contract execution and implementation

• Resolve contract disputes and address customer concerns in a timely, professional manner

• Ensure excellence in execution of all contractual agreements and compliance with terms and conditions

Distribution & Supply Chain Management

• Monitor inventory levels and product movement across customer locations to ensure optimal product availability

• Coordinate with internal supply chain teams to address distribution challenges and prevent stockouts

• Support product launches by developing customer-specific implementation plans

• Troubleshoot distribution issues and serve as the escalation point for customer service matters

• Evaluate, analyze and manage customer returns to minimize waste and loss.  Manage return processor relationships.

Leadership & Strategy Development

• Identify and pursue new business opportunities within existing accounts

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

• Develop account plans with clear objectives, strategies, and tactics to grow business and strengthen relationships

• Analyze market trends and competitive intelligence to inform account strategies

• Present business proposals and recommendations to customer leadership teams

• Develop a robust internal Matrix Team network that influences brand strategy and executes tactics through frequent meetings and interactions

• Drive the Matrix team process in a leadership role across brand, Market Access, and sales leadership

• Collaborate across multiple internal stakeholders (USMA Account Teams, V&A, Medical, Field Sales, CE, Marketing, Finance, Supply Chain, Pricing & Contracting) and multiple GBUs (General Medicines, Specialty Care, Vaccines, Global) to ensure a harmonized approach to key customers

Distribution and Pharmacy Excellence & Market Expertise

• Demonstrate Wholesale, Retail and Specialty Pharmacy excellence through optimized distribution models, limited distribution networks, retail pull through programs and enhanced patient services

• Interface with national trade association and advocacy members (e.g., HDA, NACDS, NCPA, Asembia, PCMA, NASP) to remain current with core industry issues, challenges, and best practices

• Apply industry expertise to reduce access barriers and enhance the patient experience

• Support new product launches and drive existing product growth through strategic channel initiatives

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

About You

• Bachelor's degree (BS/BA) required

• Advanced degree (MBA, PharmD) preferred

• 10+ years commercial pharmaceutical, vaccines or life-sciences industry experience or 5 years in trade account management, channel management, or operational roles spanning distribution, retail, or specialty pharmacy environments.

• Demonstrated experience working directly with Wholesaler Distributors or Specialty Distributors and specialty pharmacies

• Proven expertise in negotiation, terms and conditions, and Channel management

• 1-3 years managerial/leadership experience preferred

Professional Skills and Competencies

• Strategic Excellence: Demonstrated clinical and product knowledge across a broad range of therapeutic areas

• Negotiation Leadership: Expert negotiation and influencing skills coupled with extensive relationship management, customer network development, and consultative sales approach

• Solution-Oriented Mindset: Application of advanced problem-solving skills to drive performance and overcome challenges

• Cross-Functional Leadership: Ability to achieve results through others without formalized line authority

• Executive Communication: Superior communication skills to sell ideas and programs both internally and externally; excellent verbal and presentation abilities

• Market Access Expertise: Strong understanding and experience in different access and reimbursement models

• Analytical Excellence: Strong analytical and modeling skills with ability to synthesize data from multiple, conflicting sources to evaluate business opportunities and develop solutions

• Project Management Mastery: Strong capabilities including time and events management, scenario and contingency planning, and ability to ensure on-time and on-budget delivery

• Strategic Business Acumen: Apply marketplace knowledge to create new customer opportunities and enhance brand objectives

• Organizational Efficiency: Strategically works to improve processes and ensure maximum utilization of resources

• Regulatory Navigation: Ability to work effectively with medical/legal/regulatory submission & approval processes to ensure appropriate review and timely delivery of materials

• Team Building: Develops, motivates, and guides groups to successful outcomes and the attainment of business objectives

Additional Information

• Location: United States – Remote

• Travel Requirements: Ability to travel 50% required

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.