Senior Director, Pharmacy Channel Optimization
Morristown, New JerseyCambridge, Massachusetts Permanent Posted on Jun. 10, 2025 Closing on Oct. 01, 2025 Salary Range USD 202,500.00 - 292,500.00
Job Title: Senior Director, Pharmacy Channel Optimization
Location: Morristown, NJ, Cambridge, MA
About the Job
Sanofi is seeking a highly experienced and strategic leader to serve as the Senior Director, Pharmacy Channel Optimization. This critical role will be responsible for the design, execution, and evolution of end-to-end pharmacy channel strategies across Sanofi’s entire U.S. currently approved product portfolio — including Specialty Care, General Medicines, and Established Products.
This leader will drive the strategic implementation and ongoing optimization of Sanofi’s channel and distribution approach for current product portfolio, ensuring robust trade partnerships and efficient contracting with specialty, retail, hospital, and distributor networks. The position plays a vital role in maintaining supply continuity, enhancing the customer and patient experience, and minimizing gross-to-net (GTN) erosion. This position will work closely with Trade & Channel Account Management Team to support them.
This individual will also oversee channel strategy adaptations driven by market dynamics, product life cycle evolution, and healthcare policy shifts — all while maintaining financial discipline and maximizing return on channel investments.
This role will need to lead this team to work cross collaboratively with various internal stakeholders, such as Trade & Channel Management Team, Value & Access, Patient Services, Brand, Finance, Legal, Global & US Optimization Teams to ensure that there is maximization of performance from all pharmacy contracts, pharmacy & patient journey, minimizing of current and future gross-to-net impacts, along with optimization adherence and conversion metrics.
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
Strategic Channel Optimization
Lead execution of a unified pharmacy channel strategy across all business units and currently approved product life cycle across all Sanofi products.
Optimize distribution models and partnerships to align with evolving market access needs, reimbursement dynamics, and patient service requirements.
Lead cross-functional evaluations of distribution & pharmacy performance and GTN impact across all pharmacy channels.
Continually evaluate and optimize pharmacy patient journey to improve adherence and conversion metrics.
Contracting & Network Management
Develop, monitor & optimize current pharmacy & distribution contracts, monitor contract performance, continually evaluate network designs, focusing on optimal coverage, patient access, and performance.
Oversee negotiation, renewals, & implementation of all Sanofi approved products delivering in impactful pharmacy and distribution contracts.
Ensure alignment of all contracts with brand, access, and financial goals.
Gross-to-Net Impact Mitigation
Lead initiatives to reduce GTN erosion through strategic channel design, contracting controls, and program oversight.
Collaborate with finance, brand, legal, and trade analytics teams to monitor and forecast financial performance across channels.
Cross-Functional Collaboration
Serve as a key liaison across internal teams including Value & Access, Brand Marketing, Patient Services, Finance, Legal, and Global/US Channel Optimization teams.
Ensure seamless integration between channel strategy and patient access objectives to achieve optimal adherence & conversation rates
Translate strategic imperatives into tactical execution plans across field and internal teams.
Leadership & Team Development
Build and lead a high-performing team focused on pharmacy channel excellence.
Develop talent and foster a culture of innovation, accountability, and strategic execution.
Continually support growth mindset approach
About You
Required Qualifications
Bachelor’s degree required; MBA or relevant equal experience preferred.
10+ years of experience in pharmaceutical market access, trade, channel management, or related areas.
Deep understanding of pharmacy distribution models across retail, specialty, and hospital channels.
Proven success managing pharmacy contracts and networks with a clear impact on GTN outcomes.
Strong financial acumen and experience driving cross-functional initiatives with measurable results.
Exceptional leadership, communication, and stakeholder engagement skills.
Preferred Qualifications
MBA, PharmD, or relevant advanced degree.
Experience managing large portfolios across diverse therapeutic areas.
Prior experience in Specialty Pharmacy, Trade Relations, or Channel Strategy at a large pharma or biotech 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 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.
Pursue Progress. Discover Extraordinary.
Progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. You can be one of those people. Chasing change, embracing new ideas and exploring all the opportunities we have to offer. Let’s pursue progress. And let’s discover extraordinary together.
At Sanofi, we provide equal opportunities to all regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.
Watch 'One day at Sanofi' and check out our Diversity Equity and Inclusion initiatives at sanofi.com
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