Channel Account Director

Sanofi; United States; Remote; USD 146,000 - 211,000; Full time

Job summary

Sanofi is seeking a Channel Account Director to lead engagement with LDNs, GPOs, and IDNs, driving access and financial performance across Specialty Care and General Medicines. You will orchestrate contracting, GTN management, and partner relationships while coordinating with Health Systems and clinical stakeholders.

In this remote/field role, you will manage major accounts, develop strategies, and travel up to 30–40% to support field teams and quarterly reviews.

Qualifications

• 7+ years of experience in pharmaceutical market access, trade, specialty pharmacy, or network management.
• Proven experience managing limited distribution networks, GPOs, IDNs, and institutional accounts.
• Strong contracting, GTN management, and financial accountability capabilities.

Responsibilities

• Lead account management for independent pharmacy partners, GPOs, and institutional customers.
• Execute and inform GPO/IDN trade strategy, engagements, and negotiations across portfolios.
• Serve as primary customer-facing lead for Health Systems and IDNs, including pricing and contracting.
• Own GTN performance and financial metrics across contracts and data streams.
• Drive network performance to improve patient access, adherence, and outcomes.
• Lead quarterly business reviews and translate data into actionable insights.
• Collaborate with analytics and operations to align strategies across teams.

Skills

Account management

GPO/IDN knowledge

Contract negotiations

Financial accountability

Cross-functional collaboration

Healthcare market access

Travel willingness

Education

MBA or advanced business degree

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

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.

Salary

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.

Equal Opportunity Statement

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affidiate 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.

Equal Opportunity Statement 2

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.

Additional Information

We are an R&D driven, AI-powered biopharma company committed to improving people’s lives and creating compelling growth. Our team is guided by one purpose: we chase the miracles of science to improve people’s lives. We want to build a healthier, more resilient world, and turn the impossible into the possible by discovering, developing, and delivering medicines and vaccines for millions of people around the world. Discover more about us visiting www.sanofi.com or via our movie We are Sanofi Start a career that makes a difference. Reinvention is in our DNA. It’s what drove our evolution from a small French enterprise to one of the world’s leading biopharma companies. Whether it’s using AI to shorten drug-discovery times or building trust in healthcare, you could be helping our teams make life better for patients, partners, and communities. This is where you grow your career. We open the door for you to explore new opportunities, push your limits, and connect with people who are driven by a shared purpose: we chase the miracles of science to improve people’s lives.