About Sanofi and strategic context
Sanofi is a global biopharmaceutical company focused on human health, dedicated to supporting people through their health challenges. We prevent illness with vaccines, provide innovative treatments to fight pain, and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-term chronic conditions.
Sanofi is implementing an ambitious strategy with 3 main objectives (i) keep fueling our pipeline (ii) make Sanofi a modern science-driven healthcare company (iii) serving our patients.
In this context, Sanofi made the decision to evolve its commercial model from GBU-specific country organizations to a more standardized and consistent approach, boosting efficiency. The focus will be on (i) Key Markets and most innovative products as major drivers for growth and (ii) a cross-GBUs efficiency model with optimized country set-up.
About the Role
Sanofi's Trade MCO head is a senior commercial leadership role at the heart of the company's growth engine. As Sanofi accelerates its portfolio transformation toward 2027 and beyond, this role is responsible for building and executing a future-ready trade strategy that spans all channels, all GBUs, and all customer segments—from retail (pharmacies & chains, wholesalers, etc.) to institutional customers.
Operating under the One Sanofi philosophy, the Trade MCO head leader serves as the integrating force across Business Units, enabling functions (Finance, Supply Chain, Legal, Market Access), and external trade partners—coordinating both country and MCO-level trade operations. This role bridges strategic planning with operational excellence, ensuring Sanofi's commercial infrastructure is not only excellent today but structurally prepared for the launches, innovation priorities, and market dynamics of tomorrow.
Beyond strategy execution, this role is a transformation catalyst—fostering innovation, mobilizing resources, and developing people to maximize commercial channel performance. The leader oversees both MCO channels management activities (revenue management, channels innovation, new launches and digitalization) and channels operations (customer-facing activities), ensuring operational excellence and commercial impact go hand in hand.
This requires strong business acumen in the pharmaceutical industry and deep understanding of commercial strategies, combined with the ability to align, influence, and energize a complex internal and external ecosystem toward shared goals.
Key Responsibilities
Trade Channels Management has a dual responsibility combining roles of Trade Channels operations management for the home country and Trade Channels management for the MCO
Channels Operations - Customer-Facing and local commercial Activities
Commercial & Strategic Execution
- Develop and execute the long-term Trade channel strategy in coordination with GBUs, covering the most effective Route-to-Market throughout the product lifecycle — from launch readiness to maturity optimization and post-LoE cost-efficiency.
- Drive product launch success through trade channel management, with particular focus on 2027 launch acceleration and accelerating time-to-market for innovative therapies.
- Execute and operationalize patient access decisions, coverage execution, and distribution strategies to ensure commercialized products are available in the market.
- Accountable for delivering the sell-in budget (XX M€), driving Gross-to-Net optimization to maximize sales and gross margin.
Customer & Channel Management
- Serve as primary interface across Sanofi's internal and external ecosystem to ensure efficient resource allocation while delivering products and ensuring customer satisfaction.
- Act as local ambassador for trade customer centricity, proactively proposing customer-centric solutions to GBUs and strengthening strategic partnerships aligned with sustainability goals.
- Optimize resource allocation to support growth in priority markets and maximize channel performance.
Channels Management –MCO Non-Customer Facing Activities
- Strategic leadership and Local execution
- Adapt and implement global strategies & initiatives to local realities, playing a strategic role in shaping commercial success.
- Lead strategic workforce planning projects with local Trade teams as key lever towards Trade transformation resources, capabilities and training.
Compliance and Governance
- Chair Trade governance bodies and foster strong collaboration with all functions (GBUs, Market Access, Finance, Supply Chain, Legal) to ensure aligned decision-making and streamlined execution across the MCO organization.
- Ensure full compliance of trade operations with Sanofi and international ethical standards while proactively identifying and assessing geopolitical, regulatory, and operational risks across MCO trade markets.
Transformation & Organizational Readiness for Launch success
- Drive launch excellence by ensuring Trade Launch readiness within the SILC (Sanofi Integrated Launch Capabilities) framework, through innovative channel strategies, partnering with GBUs, coordinating cross-functional alignment, and optimizing channel performance to accelerate time-to-market.
- Collaborate closely with Global Trade team to develop business cases and identify opportunities to streamline trade operations and
- Turn market intelligence and digital innovation into business impact by harnessing AI, advanced analytics, and local market insights to identify growth opportunities.
People & Team Leadership
- Lead, manage, and develop the Trade community across the MCO organization (direct and indirect reports) by setting clear objectives, driving performance, providing coaching, and building capabilities to foster a high-performance Trade organization aligned with Sanofi's values.
Key Interactions (for reference)
Internal Stakeholders
- GBU Heads & Marketing Teams — Strategy alignment, launch support, commercial policy co-design
- Sales & Regional Sales Managers — Field execution coordination, sell-in/sell-out alignment
- Market Access & Public Affairs— Pricing strategy, tender engagement excellence, institutional customer engagement
- Finance — Revenue management, credit management, budget control
- Supply Chain & Logistics — Demand planning, product availability, distribution strategy
- Legal & Compliance — Contract review, regulatory adherence, trade governance
- Regional & Global Trade Heads — Strategic alignment, GKA governance, best practice sharing
- IT & Digital Teams — Trade tools development, CRM, data analytics platforms
External Stakeholders
- Distributors & Wholesalers — Primary commercial interface for sell-in management
- Pharmacy Chains & Retail Customers — Key account management and joint business planning
- Institutional Customers — Hospital and tender management
- FMCG & Retail Partners (where applicable) Channel expansion and partnership development
- Industry Associations — Market intelligence and regulatory engagement
What We’re looking for and What We Offer
At Sanofi, we invest in key talent and future leaders with differentiated capabilities that enable sustainable growth. We're seeking exceptional candidates who can be recognized as
- Experience Activator" – Deep understanding of customer needs (wholesalers, pharmacies, public procurement actors) and expectations to create exceptional, individualized customer experiences through a customer-centric approach leveraging data-driven insights
- "AI Guru" – Demonstrated experience and knowledge of current tech trends including AI/Gen AI and their application to solve complex business challenges
About you
Education
- A minimum of a Bachelor's degree required in Business, Commerce, Pharmacy, Life Sciences, or a related field is required.
- Master's degree (MBA or equivalent) preferred.
Experience
- A minimum 12 years of professional business experience is required with 5 years of experience within the pharmaceutical and or healthcare industry is required.
- Experience in Trade Management, key account management, or commercial operations- Marketing & Sales, and Supply Chain environment at country or regional level.
- Proven track record of leading and developing high-performing commercial teams.
- Experience in MCO environments, or multi-country commercial roles is a strong asset.
- Experience with contributing to Global initiatives and driving local implementation.
- Strong negotiation skills, notably with external partnerships and alliances where relevant.
Technical Knowledge and Capabilities
- In-depth knowledge of the pharma industry, local market, competition, future trends, and the entire local healthcare ecosystem.
- Strong understanding of trade economics, channel profitability, and promotional mechanics and P&L management.
- Familiarity with distributor management, pharmacy chain dynamics, and institutional customer engagement.
- Understanding of Sales and Marketing operating models and Go-to-Market (GTM) transformation.
- Proficiency in digital commercial tools, CRM platforms, and data analytics and digital engagement innovation.
- Strong analytical capabilities and ability to take data-driven decisions.
- Fluency in Spanish and English (verbal and written) is required.
Travel
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This position may require up to 40% overall business travel
Key Behavioural Attributes
- Global/Local mindset: able to understand and contribute to global frameworks combined with local execution.
- Entrepreneurial and agile mindset with unconventional thinking, always looking for new ways to achieve business goals.
- Curious to learn and drive new initiatives in digital pharma trade and revenue excellence.
- Capacity to challenge the status quo to enhance efficiency while respecting global approaches.
- Effective communication and stakeholder management skills to influence diverse audiences (global, peers, cross-functional teams, external stakeholders).
- Customer orientation: motivate teams to connect with patients/customers to understand their needs and provide value-added solutions.
Role model of Sanofi behaviors and values.
Skills & Proficiency (aligned with Trade Channels Management Skills Taxonomy)
Leadership Skills (Advanced proficiency)
Technical Skills (Advanced proficiency)
- Foster Innovation
- Deliver Performance
- Inspire Others.
- Business Acumen
- Commercial Strategies
- Compliance Assessment (Experimented)
- Contracting Strategies
- Financial Acumen
- Market Intelligence (Experimented)
- People Leadership
- Strategic Planning
- Strategic Thinking
- Transformational Leadership
Sanofi's Commitment to Diversity
We are committed to building an inclusive environment where all employees can thrive and bring their authentic selves to work. Diversity of thought, experience, and background makes us stronger — and better equipped to serve patients around the world.
Watch our ALL IN videovideo and discover our actions in favor of diversity, equity, and inclusion at sanofi.com!
Sanofi is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
What We’re looking for and What We Offer
At Sanofi, we invest in key talent and future leaders with differentiated capabilities that enable sustainable growth. We're seeking exceptional candidates who can be recognized as
- Experience Activator" – Deep understanding of customer needs (wholesalers, pharmacies, public procurement actors) and expectations to create exceptional, individualized customer experiences through a customer-centric approach leveraging data-driven insights
- "AI Guru" – Demonstrated experience and knowledge of current tech trends including AI/Gen AI and their application to solve complex business challenges
What We Offer:
A strategic leadership role with real impact on Sanofi's commercial performance and patient access across markets during a pivotal transformation period.
The opportunity to shape the future of trade at a global biopharmaceutical leader, working at the intersection of commercial excellence, digital innovation, and patient impact.
A collaborative, inclusive culture that values bold thinking, cross-functional teamwork, and continuous learning
Competitive compensation aligned with market benchmarks and individual performance;
Access to world-class development programs, leadership coaching, and career mobility across Sanofi's global organization
Sanofi's Commitment to Diversity
We are committed to building an inclusive environment where all employees can thrive and bring their authentic selves to work. Diversity of thought, experience, and background makes us stronger — and better equipped to serve patients around the world.
Watch our ALL IN videovideo and discover our actions in favor of diversity, equity, and inclusion at sanofi.com!
Sanofi is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
