Trade Account Director

About this role

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 throug

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