Job Description

Job Description

Job Title: Senior Director, Pharmacy Account Management

Location: Cambridge, MA

About the Job

The Senior Director, Pharmacy Account Management is responsible for leading a team that is responsible for developing and leading strategic relationships with national, regional & independent pharmacy partners within his/her team. This role requires a strategic, growth & enterprise-wide mindset to create & implement innovative contract strategies to support the evolving pharmacy market. This role ensures optimal access and performance across the specialty pharmacy distribution and patient support ecosystem to invest with the right customers and minimize gross-to-net impacts. This role serves as a key liaison between the organization and specialty pharmacies, managing contract negotiations, driving operational efficiency, and collaborating cross-functionally to ensure aligned execution of strategic objectives, while continually assessing gross-to-net impacts. This role supports all products across the Sanofi product portfolio (Established Products, General Medicine & Specialty Care) that will purchased or contracted by any of their pharmacy customers.

This is field-based role and will report to Head, US Trade & Channel Management, and be a key supporting all specialty products across all of Sanofi’s business units. This role will strongly collaborate with patient services, data management, contract operations, trade, legal, etc., internally and act as a strategic point of contact to our external specialty pharmacy partners. Strong executive presence, relationships and negotiation will be a key part of this role representing the Sanofi enterprise.

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 talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing Progress to make a real impact on millions of patients around the world.

Main Responsibilities:

• Develop and manage a team that leads strategic partnerships with key specialty pharmacies to support product access, distribution, and pull-through.

• Minimize Gross-To-Net Impacts for appropriate core pharmacy services and enhance services. 

• Collaborate with leadership team to create, implement & execute new pharmacy contracting strategies to support brand products and pharmacy market trends

• Hold pharmacy customers accountable for their core level of service, enhanced services based on key performance metrics

• Lead contract negotiations and performance management including service level agreements (SLAs), key performance indicators (KPIs), and compliance standards

• Collaborate with internal teams including Market Access, Trade & Distribution, Finance, Legal, Compliance, and Commercial Operations.

• Monitor and analyze specialty pharmacy network performance, including operational efficiency, data integrity, and patient access metrics.

• Provide strategic insight to support field reimbursement teams, HUB services, and patient support initiatives.

• Lead business reviews with specialty pharmacy partners; identify trends and opportunities to enhance access and patient experience.

• Support launch planning, execution & contracting for new products requiring specialty distribution.

• Ensure compliance with all relevant legal, regulatory, and corporate policies.

• Represent the company at relevant industry conferences, trade events, and partner meetinork closely with internal stakeholders such as Marketing, PSS, Market Access, Training, Medical, and Legal to ensure coordinated activities in line with brand strategies and company policy.

• Address day-to-day SP distribution issues and collaborate with the wholesaler strategy and operations team to ensure product access is maintained.

• Maintain open and transparent communication throughout the company, especially regarding BU and cross-BU initiatives with similar accounts.

• Apply strong judgment and oversight to ensure integrity and compliance with company policies in all activities and communications.

Key Performance Indicators (KPIs)

• Contract Execution Rate: Percentage of specialty pharmacy contracts executed and amended within the agreed timeline.

• Service Level Agreement (SLA) Compliance: Percentage of specialty pharmacies meeting or exceeding SLA metrics, to include conversion, Time to Fill and Persistence.

• Business Review Attendance: Number of business reviews, industry meetings, conferences, and internal POAs attended and actively participated in.

• Stakeholder Collaboration: Frequency and effectiveness of collaboration with internal stakeholders (Marketing, Market Access, Sales, Training, Medical, Legal).

• Distribution Issue Resolution: Number of distribution issues resolved within a specified timeframe.

• Communication Effectiveness: Quality and frequency of communication with BU and cross-BU teams.

• Compliance Adherence: Percentage of activities and communications adhering to company policies and regulatory guidelines

About You

Required Qualifications

• Bachelor’s degree (BS/BA) required, advanced degree a plus.

• Required 15+ years of proven experience in Specialty Pharmacy.

• Preferred experience in MS, Oncology, or Specialty Product-related therapeutic/distribution.

• Strategic, growth, enterprise-wide mindset to support all of Sanofi product portfolio across Established Products, General Medicines & Specialty Care.

• Expert negotiation and influencing skills.

• Executive presence, executive relationships & effective communicator

• Ability to communicate at a high level, establish rapport, and build relationships with internal and external partners.

• Superior communication skills to sell ideas and programs both internally and externally, with excellent verbal and presentation skills.

• Strong understanding and experience in different access and reimbursement models, including Parts B, D, and Medicaid.

• Strong analytical skills.

• Strong project management capabilities, including time and events, scenario and contingency planning, and the ability to ensure on-time and on-budget delivery of outputs and deliverables.

• Ability to work effectively and efficiently with the medical/legal/regulatory submission and approval process to ensure appropriate review and timely delivery of materials.

• Understanding of the legal/regulatory environment and internal Sanofi legal/regulatory guidelines and processes.

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.

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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.

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