Senior Director, Channel Strategy Optimization and Launch

Tech Sales Jobs; Cambridge (MA); On-site; USD 180,000 - 240,000; Full time

Job summary

Sanofi is seeking a Senior Director of Channel Strategy, Optimization and Launch to lead the U.S. trade, pharmacy, and distribution channel strategy across the portfolio, including pipeline products.

The role spans the full channel lifecycle from early launch planning to post-launch optimization, with a focus on patient access, supply continuity, and commercial performance. Location includes Cambridge, MA or Morristown, NJ, with a dual mandate to ensure launch readiness and ongoing optimization.

Responsibilities

• 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, limited distribution, DTP, retail, hospital, wholesale, 3PL, and hybrid.
• Evaluate channel performance, network design, competitive dynamics, and healthcare policy shifts to identify optimization opportunities across the product lifecycle.
• Anticipate changes in reimbursement, market access, and the broader pharmaceutical landscape and proactively evolve channel strategies accordingly.
• Lead end-to-end channel strategy for all U.S. product launches, 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 forums, driving executional readiness and cross-functional accountability.

Job description

Senior Director Channel Strategy Optimization and Launch

Location: Cambridge, MA, Morristown, NJ

Time Type: Full time

Job Description

Job Title: Senior Director, Channel Strategy, Optimization and Launch

• Location: Morristown or Cambridge

About the Job

The Senior Director, Channel Strategy, Launch & Optimization is a senior leadership role responsible for the vision, strategy, and execution of Sanofi's U.S. trade, pharmacy, and distribution channel strategy across the approved portfolio and pipeline — spanning Specialty Care, General Medicines, and Established Products.

This role carries a dual mandate: ensuring best-in-class launch readiness and Day One channel execution for pipeline products, while driving continuous optimization of channel strategy, pharmacy networks, and distribution performance across the in-line portfolio. The scope covers the full channel lifecycle — from early launch planning through post-launch analytics and ongoing optimization — with a focus on maximizing patient access, supply continuity, adherence, conversion, and commercial performance while minimizing gross-to-net (GTN) impact.

This leader serves as a strategic advisor to senior leadership of Trade and Channel, manages a high-performing team, and partners closely with Account Management, Value & Access, Patient Services, Brand, Finance, Pricing, Legal, Supply Chain, Regulatory, Medical, and Global and U.S. Channel Optimization teams.

Join the team transforming care for people with immune challenges, rare diseases, cancers, and Specialty Care 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:

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.