Trade Account Director
Job Title: Trade Account Director
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Location: Remote - up to 50% travel expected
About the Job
The Senior Trade Account Director serves as a strategic customer-facing leader responsible for developing, negotiating, and executing business-to-business fee-for-service agreements, supply chain strategies, and distribution/retail access and specialty pharmacy initiatives across Sanofi 's diverse product portfolio. This pivotal role manages relationships with key pharmaceutical trade partners including full-line wholesalers, specialty distributors, specialty pharmacies, national and regional retail pharmacies, and retail-owned specialty pharmacies to ensure optimal product distribution and patient access.
The US Wholesale and Channel Management team plays a critical role in Sanofi 's commercial success by establishing and nurturing strategic partnerships across the pharmaceutical distribution landscape. We ensure seamless product access for patients while maximizing business value through innovative contracting strategies and deep customer relationships. Our team collaborates across multiple business units to deliver integrated solutions that address the evolving needs of our trade partners. We drive excellence in execution through innovative approaches that ensure the right product reaches the right patient at the right time.
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
Strategic Leadership & Customer Relationship Excellence
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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
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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
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Gain deep understanding of individual customers' priorities and future directions as they relate to Trade channel impact and downstream customer/patient access
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Partner with mid-level and senior executives of strategic customer accounts to create mutually beneficial business relationships that drive performance excellence
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Conduct regular business reviews with customers to assess performance, address challenges, and identify growth opportunities
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Represent the voice of the customer internally while advocating for company objectives externally
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Anticipate customer needs and proactively develop solutions to strengthen partnerships
Strategic Negotiation & Contract Management
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Develop, negotiate, and implement innovative contracts to support brand strategies and coordinate pull-through activities that enhance access opportunities
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Apply expert negotiation skills to secure favorable terms for product distribution, pricing, and service agreements across Sanofi 's entire product portfolio
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Track, problem-solve, and analyze contracted product performance, communicating account performance broadly with key stakeholders
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Monitor contract compliance and performance metrics, adjusting as necessary and managing and exceeding performance expectations with customer
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Collaborate with legal, finance, and operations teams to ensure successful contract execution and implementation
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Resolve contract disputes and address customer concer