Channel Account Director

Sanofi; Cambridge (MA); Remote; USD 150,000 - 190,000; Full time

Job summary

Sanofi is seeking a Channel Account Director to lead engagement with LDNs, GPOs, and IDNs, driving access, pricing, and contractual execution across Specialty Care and General Medicines. This role reports to the Senior Director of Specialty Pharmacy Strategic & Limited Networks.

The position focuses on hospital systems, IDNs, and independent partners, balancing financial performance with patient access and service delivery in a remote/field capacity.

Qualifications

• 7+ years of pharma market access or related experience.
• Experience managing LDNs, GPOs, IDNs, and institutional relationships.
• Strong contracting, GTN, and reimbursement knowledge.
• Excellent communication and relationship management skills.
• Willingness to travel up to 30-40%.

Responsibilities

• Account lead for independent pharmacy partners, GPOs, and institutional customers.
• Execute GPO and IDN Trade & Channel strategy, including engagement, contract evaluation, GTN management, and negotiations across Specialty Care and General Medicines.
• Lead as primary customer-facing lead for Health Systems and IDNs, addressing access, pricing, contracting, and channel strategy execution.
• Own GTN performance across all contracts, ensuring disciplined financial management and optimization.
• Drive network performance to improve patient access, conversion, and adherence across targeted partners.
• Establish and lead partner accountability through QBRs, performance management, and data-driven insights.
• Develop and execute strategic network and customer plans tied to measurable access, financial, and operational outcomes.
• Build and maintain senior-level relationships with key decision-makers across pharmacy operations, trade relations, and clinical stakeholders.
• Serve as the central point of coordination for assigned networks and customers, overseeing performance tracking, issue resolution, and continuous improvement.
• Ensure network partners meet required infrastructure, service, and compliance standards for limited distribution products.
• Identify and evaluate independent pharmacy opportunities to expand access in targeted or underserved geographies.
• Monitor and manage partner performance across KPIs, including patient onboarding, adherence, dispense performance, inventory, and service quality.
• Lead quarterly business reviews with external partners and internal stakeholders to assess performance and optimize collaboration.
• Partner with analytics and operations teams to translate network and patient data into actionable insights.
• Align patient, product, and pharmacy strategies across Trade, Brand, Market Access, Field Sales, Patient Services, Legal, and Compliance to ensure coordinated execution.
• Provide customer and network insights to inform go-to-market strategies, launch planning, and ongoing portfolio optimization.
• Support field teams with tools, insights, and network-specific strategies to enhance provider and patient access.

Skills

Market access

Limited distribution

GPO/IDN dynamics

Contract negotiation

GTN management

Financial accountability

Cross-functional

Travel 30-40%

Job description

Job Title: Channel Account Director

Location: Remote/Field

About the Job

The Account Director, Specialty Pharmacy Networks is responsible for leading contractual, and operational engagement across applicable Limited Distribution Networks (LDN), Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), and select independent pharmacy partners across Specialty Care and General Medicines portfolios reporting to the Senior Director, Specialty Pharmacy Strategic & Limited Networks.

This role serves as the lead for institutional customer engagement, and contracting execution, ensuring optimal product and patient access, financial performance, service delivery, data exchange, and overall patient experience across the distribution ecosystem. The role also leads GPO channel execution and serves as the Trade & Channel subject matter expert and customer-facing lead for Health Systems and IDNs.

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 teams work together to advance treatment, improve products, understand unmet needs, and connect communities. We pursue progress to make a meaningful impact on patients around the world.

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

• Account lead for Sanofi's independent pharmacy partners, GPOs, and institutional customers
• Execute and inform GPO and IDN Trade & Channel strategy, including customer-facing engagement, contract evaluation, GTN management, and negotiations across Specialty Care and General Medicines
• Serve as the primary customer-facing lead for Health Systems and IDNs, addressing access, pricing, contracting, and channel strategy execution
• Own respective accounts' GTN performance across all OID, data, and service contracts, ensuring disciplined financial management and optimization
• Drive network performance to improve patient access, conversion, and adherence across targeted partners
• Establish and lead partner accountability through QBRs, performance management, and data-driven insights
• Develop and execute strategic network and customer plans tied to measurable access, financial, and operational outcomes
• Build and maintain senior-level relationships with key decision-makers across pharmacy operations, trade relations, and clinical stakeholders
• Serve as the central point of coordination for assigned networks and customers, overseeing performance tracking, issue resolution, and continuous improvement
• Ensure network partners meet required infrastructure, service, and compliance standards for limited distribution products
• Identify and evaluate independent pharmacy opportunities to expand access in targeted or underserved geographies
• Monitor and manage partner performance across KPIs, including patient onboarding, adherence, dispense performance, inventory, and service quality
• Lead quarterly business reviews with external partners and internal stakeholders to assess performance and optimize collaboration
• Partner with analytics and operations teams to translate network and patient data into actionable insights
• Align patient, product, and pharmacy strategies across Trade, Brand, Market Access, Field Sales, Patient Services, Legal, and Compliance to ensure coordinated execution
• Provide customer and network insights to inform go-to-market strategies, launch planning, and ongoing portfolio optimization
• Support field teams with tools, insights, and network-specific strategies to enhance provider and patient access

About You

Basic Qualifications

• 7+ years of experience in pharmaceutical market access, trade, specialty pharmacy, or network management
• Experience managing limited distribution networks and specialty pharmacy relationships
• Strong knowledge of GPO, IDN, and health system dynamics, including contracting and reimbursement models
• Proven experience in contract negotiation, GTN management, and financial accountability
• Deep understanding of specialty product access, patient journey, and distribution logistics
• Strong communication, influencing, and relationship management skills
• Ability to operate effectively in a cross-functional, matrixed environment
• Ability to travel up to 30-40%

Preferred Qualifications

• Experience leading GPO or institutional contracting strategies
• Experience working with