Job Title: Trade Account Director
- Location: Remote - up to 50% travel expected
Main ResponsibilitiesStrategic 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.
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. Additional benefits information can be found through the LINK.
