Channel Account Director

Sanofi Group; Cambridge (MA); Hybrid; USD 146,000 - 211,000; Full time

Benefits offered by this job

Parental leave

Health benefits

Career development opportunities

Job summary

Sanofi is seeking an Account Director, Specialty Pharmacy Networks to lead engagement with LDNs, GPOs, IDNs, and independent partners. You will drive contract evaluation, GTN management, and cross-functional execution to optimize product access, financial performance, and patient experience across the distribution ecosystem.

The role requires strategic leadership for health-system partnerships, ensuring alignment on access, pricing, and network performance with senior stakeholders and field

Qualifications

• 7+ years of experience in pharmaceutical market access, trade, specialty pharmacy, or network management.
• Strong knowledge of GPO, IDN, and health system dynamics, including contracting and reimbursement models.
• Experience with contract negotiation, GTN management, and financial accountability.

Responsibilities

• Lead account strategy for independent pharmacy partners, GPOs, and institutional customers.
• Drive GTN and contract negotiations across Specialty Care and General Medicines.
• Manage access, pricing, contracting, and channel strategy for Health Systems and IDNs.
• Monitor network performance and drive improvements in patient access and adherence.
• Lead quarterly business reviews with external partners and internal stakeholders.
• Collaborate with analytics and operations to translate data into actionable insights.

Skills

Pharma market access

GPO/IDN contracting

GTN management

Contract negotiation

Stakeholder management

Cross-functional collaboration

Data-driven decision making

Relationship building

Education

MBA or equivalent

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 independent specialty pharmacies within limited networks Experience supporting product launches and complex distribution models Advanced degree (MBA or similar) 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. #GD-SG #LI-GZ #LI-Remote #vhd Pursue progress, discover extraordinary Better is out there. Better medications, better outcomes, better science. But 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. So, let’s be those people. Sanofi US endeavours to make our career center accessible to any and all users. If you are experiencing difficulty and need assistance applying online, please call 1-866-SANOFI2 (1-866-726-6342) or click here US and Puerto Rico Residents Only Sanofi Inc. and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive 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. North America Applicants Only The salary range for this position is: $146,250.00 - $211,250.00 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. Wir sind ein forschendes Biopharma-Unternehmen, das KI anwendet und sich dafür einsetzt, das Leben der Menschen zu verbessern und verantwortungsvoll zu wachsen. Unser Team wird von einem Ziel geleitet: Wir erforschen die Wunder der Wissenschaft, um das Leben der Menschen zu verbessern. Wir möchten eine gesündere, widerstandsfähigere Welt schaffen und das Unmögliche möglich machen, indem wir Medikamente und Impfstoffe für Millionen von Menschen weltweit entdecken, entwickeln und bereitstellen. Erfahren Sie mehr über uns auf www.sanofi.com oder schauen Sie sich unseren Film an: We are Sanofi Starte eine Karriere, die einen Unterschied macht. Neuerfindung liegt in unserer DNA. Sie hat unsere Entwicklung von einem kleinen französischen Unternehmen zu einem der weltweit führenden Biopharma-Unternehmen vorangetrieben. Ob es darum geht, KI zu nutzen, um die Zeiten der Arzneimittelforschung zu verkürzen, oder Vertrauen im Gesundheitswesen aufzubauen – du kannst unseren Teams dabei helfen, das Leben für Patient*innen, Partner*innen und Gemeinschaften zu verbessern. Hier entwickelst du deine Karriere weiter. Wir öffnen dir die Tür, um neue Möglichkeiten zu entdecken, deine Grenzen zu erweitern und dich mit Menschen zu vernetzen, die von einem gemeinsamen Ziel angetrieben werden: Wir erforschen die Wunder der Wissenschaft, um das Leben der Menschen zu verbessern.