Job Title: Senior Director, Channel Strategy, Optimization and Launch
- Location: Morristown or Cambridge
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.
The salary range for this position is:
$206,250.00 - $297,916.66
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.
