Senior Director Channel Strategy Optimization and Launch

Job Title: Senior Director, Channel Strategy, Optimization and Launch

• Location: Morristown or Cambridge

About the Job

The Senior Director, Channel Strategy, Launch & Optimization is a senior leadership role responsible for the vision, strategy, and execution of Sanofi's U.S. trade, pharmacy, and distribution channel strategy across the approved portfolio and pipeline — spanning Specialty Care, General Medicines, and Established Products.

This role carries a dual mandate: ensuring best-in-class launch readiness and Day One channel execution for pipeline products, while driving continuous optimization of channel strategy, pharmacy networks, and distribution performance across the in-line portfolio. The scope covers the full channel lifecycle — from early launch planning through post-launch analytics and ongoing optimization — with a focus on maximizing patient access, supply continuity, adherence, conversion, and commercial performance while minimizing gross-to-net (GTN) impact.

This leader serves as a strategic advisor to senior leadership of Trade and Channel, manages a high-performing team, and partners closely with Account Management, Value & Access, Patient Services, Brand, Finance, Pricing, Legal, Supply Chain, Regulatory, Medical, and Global and U.S. Channel Optimization teams.

Join the team transforming care for people with immune challenges, rare diseases, cancers, and Specialty Care 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 Channel Leadership & Optimization

• Own the enterprise-wide trade, pharmacy, and distribution channel strategy across Sanofi's U.S. portfolio — pipeline and in-line.
• Design and continuously optimize channel and distribution models — including specialty pharmacy (SP), limited distribution, DTP, retail, hospital, wholesale, 3PL, and hybrid — to align with market access, reimbursement, and patient service requirements.
• Evaluate channel performance, network design, competitive dynamics, and healthcare policy shifts to identify and act on optimization opportunities across the product lifecycle.
• Anticipate changes in reimbursement, market access, and the broader pharmaceutical landscape and proactively evolve channel strategies accordingly.

Launch Strategy & Execution

• Lead end-to-end channel strategy for all U.S. product launches across therapeutic areas, serving as the principal architect of launch channel models.
• Drive integrated launch planning with Brand, Value & Access, Patient Services, Supply Chain, Finance, Legal, Regulatory, Medical, and other cross-functional partners.
• Ensure Day One channel readiness across partner onboarding, inventory placement, EDI connectivity, chargebacks, order-to-cash, cold chain, and distribution capabilities.
• Establish launch KPIs, risk mitigation plans, and governance mechanisms to ensure uninterrupted product availability and a successful market introduction.
• Represent Trade & Channel in Launch Excellence and Go-To-Market (GTM) forums, driving executional readiness and cross-functional accountability.

Pharmacy Contracting, Network & Financial Optimization

• Develop, oversee, and optimize pharmacy and distribution contracts across the approved portfolio, ensuring alignment with brand, access, and financial objectives.
• Lead negotiations, renewals, and performance management for strategic pharmacy and distribution partnerships, with emphasis on specialty pharmacy.
• Direct partner selection and onboarding through rigorous RFP and due diligence processes, evaluating networks across specialty, retail, hospital, and wholesale channels.
• Establish contractual requirements and performance incentives tied to business and channel objectives.
• Lead enterprise-wide initiatives to minimize GTN erosion through channel design, contracting controls, and network optimization across launch and in-line products.
• Partner with Finance, Brand, Value & Access, and Trade Analytics to monitor, forecast, and optimize channel economics and financial performance.

Patient Journey & Portfolio Optimization

• Evaluate and optimize the pharmacy and patient journey to reduce barriers to access, fulfillment, therapy initiation, adherence, and conversion.
• Partner with Patient Services, Brand, Value & Access, and pharmacy partners to translate insights into strategies that improve patient experience and commercial performance.
• Drive post-launch analytics and continuous improvement across pharmacy and distribution channels, assessing speed-to-therapy, adherence, conversion, inventory health, service levels, and cost efficiency.
• Identify opportunities to realign channel models, networks, contracts, and processes based on performance data, market conditions, and stakeholder feedback.
• Apply launch learnings to strengthen future strategies and build institutional knowledge across the organization.

Cross-Functional Leadership, Governance & Team Development

• Lead cross-functional collaboration across Trade & Channel Management, Value & Access, Patient Services, Brand, Finance, Legal, Compliance, Supply Chain, Medical, Regulatory, and Global and U.S. Channel Optimization teams.
• Establish governance frameworks, SOPs, and performance management processes for compliant and efficient channel partner engagement and operational execution.
• Ensure compliance with applicable U.S. federal and state regulations, including DSCSA, FDA, DEA, and Anti-Kickback Statute requirements.
• Develop and monitor channel KPIs, dashboards, and performance reporting for senior leadership; maintain risk management processes to protect supply continuity and compliance.
• Build and lead a high-performing team focused on channel strategy, specialty pharmacy optimization, and launch excellence — setting clear priorities, expectations, and development opportunities.
• Foster a culture of innovation, accountability, collaboration, and continuous improvement.
• Influence senior stakeholders and drive complex, enterprise-wide initiatives within a matrixed organization.

About You

• Bachelor's degree required; MBA, PharmD, or relevant advanced degree preferred.
• 10+ years of Progressive experience in pharmaceutical market access, trade, channel management, pharmacy strategy, distribution, or related fields.
• Proven experience designing and executing trade, pharmacy, and distribution strategies across multiple product launches and/or large in-line portfolios.
• Deep expertise in U.S. pharmaceutical distribution models, including specialty pharmacy, retail, hospital, wholesale, DTP, 3PL, and limited distribution networks.
• Demonstrated success managing pharmacy and distribution contracts with measurable impact on patient access, channel performance, and GTN outcomes.
• Strong knowledge of U.S. pharmaceutical regulatory and compliance frameworks, including DSCSA, FDA, DEA, and Anti-Kickback requirements.
• Strong financial acumen and understanding of channel economics and GTN dynamics.
• Proven ability to lead complex, cross-functional initiatives and influence executive-level stakeholders in a matrixed organization.
• Exceptional communication, strategic thinking, project leadership, and stakeholder management skills.
• Willingness to travel up to 30%.

Preferred Qualifications

• MBA, PharmD, or relevant advanced degree.
• Experience managing large, complex pharmaceutical portfolios across multiple therapeutic areas and business units.
• Prior experience in Specialty Pharmacy, Trade Relations, Channel Strategy, Market Access, or Distribution at a large pharmaceutical or biotechnology company.

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 US Services and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive 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.