Account Director, Specialty Pharmacy Networks – GPO, IDN, Limited Distribution

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Account lead for Sanofi’s independent pharmacy partners, GPOs, and institutional customers.

• Implement and communicate GPO and IDN Trade & Channel strategies, which include customer engagement, contract assessment, GTN management, and negotiations within Specialty Care and General Medicines.

• Act as the primary contact for Health Systems and IDNs, focusing on access, pricing, contracting, and the execution of channel strategies.

• Oversee the GTN performance of assigned accounts across all OID, data, and service contracts, ensuring disciplined financial oversight and optimization.

• Enhance network performance to boost patient access, conversion, and adherence with targeted partners.

• Establish and manage partner accountability through quarterly business reviews (QBRs), performance management, and data-driven insights.

• Develop and implement strategic network and customer plans linked to measurable access, financial, and operational outcomes.

• Cultivate and sustain senior-level relationships with key decision-makers in pharmacy operations, trade relations, and clinical stakeholders.

• Serve as the main coordination point for designated networks and customers, managing performance tracking, issue resolution, and continuous enhancement.

• Ensure network partners comply with necessary infrastructure, service, and compliance standards for limited distribution products.

• Track and manage partner performance against KPIs, such as patient onboarding, adherence, dispense performance, inventory, and service quality.

• Lead quarterly business reviews with external partners and internal stakeholders to evaluate performance and enhance collaboration.

• Collaborate with analytics and operations teams to convert 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 for coordinated execution.

• Provide customer and network insights to guide go-to-market strategies, launch planning, and ongoing portfolio optimization.

• Support field teams with tools, insights, and network-specific strategies to improve provider and patient access.

⛳️ Requirements

• Bachelor’s degree is required.

• Over 7 years of experience in pharmaceutical market access, trade, specialty pharmacy, or network management.

• Experience in managing limited distribution networks and relationships with specialty pharmacies.

• Strong understanding of GPO, IDN, and health system dynamics, including contracting and reimbursement models.

• Proven track record in contract negotiation, GTN management, and financial accountability.

• Extensive knowledge of specialty product access, patient journeys, and distribution logistics.

• Ability to function effectively in a cross-functional, matrixed environment.

• Willingness to travel up to 30–40%.

🏝️ Benefits

• Health insurance.

• Prevention and wellness programs.

• 14 weeks of gender-neutral parental leave.