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Head of Trade, Canada

Sanofi U.S.

People at Sanofi are dedicated to making a difference in patients’ daily lives, enabling them to enjoy a healthier life.

Reference No. R2648941

Position Title: Head of Trade, Canada

Location: Mississauga/Toronto

About Sanofi – www.sanofi.ca

Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health. 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. With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.

Sanofi entities in Canada include Sanofi Genzyme (Specialty Care), Sanofi Pasteur (Vaccines), General Medicines and Consumer Healthcare. Together we employ approximately 2,000 people. In 2019, we invested $131 million R&D in Canada, creating jobs, business and opportunity throughout the country.

Sanofi Canada is consolidating its commercial offices at our state-of-the-art facility in north Toronto, Ontario.

Discover your future at Sanofi in areas such as medical, regulatory, commercial and many more. When we recruit new talent, we see it as a fresh start to build their career with Sanofi. If you join us, be prepared to take on new professional opportunities, explore innovative ideas and contribute to our ambition to change the practice of medicine. You will be part of a flexible and inclusive workplace – based on trust and respect – so you can live your life the way you want to.

Position Summary:

The Head of Trade Canada is responsible for Trade Customer and non-Customer facing activities of Canadian Commercial Operations of Sanofi – including General Medicines, Specialty Care and Vaccines .

As a key contributor to leadership teams of respective Canadian GBUs will contribute to the strategic direction, profitability and efficiency of the organization. As dynamic and versatile leader will provide guidance and recommendations towards optimization of Gross-to-Net (GTN) and Trade investments for competitive advantage. As a key player in driving and enabling growth within a demanding, fast-paced and innovative environment, the Head of Trade will be the Trade relationship leader for Canada within the global organization and liaise with key stakeholders. Expected key attributes of candidate notably include superior business savviness, strong leadership and communication skills as well as an entrepreneurial spirit.

The incumbent is an active member of the Pricing & Trade Committee and ad-hoc member to Country Chair/Operational Committee. Head of Trade contributes to strategy development and implementation; helps shape the affiliate’s future, culture, and success along with the other members of the management team and contributes to the affiliate’s growth and profitability.

Key Responsibilities:

Trade Strategy Implementation and Coordination

  • Owns Trade channel and customer strategies for the entire Sanofi portfolio, both for retail and non-retail channels.
  • Responsible for route-to-market decisions, including direct vs. indirect distribution.
  • Ensures the effective operation and development of cross-portfolio management in the Trade Channel.
  • Acts as the ambassador in the affiliate for trade customer centricity and proactively proposes customer solutions to the divisions.
  • Implements tools & processes aligned with Global processes & support functions.
  • Leads the appropriate Trade Committees.

Customer Insights & Planning

  • Develops Market Intelligence (competitor & customer analysis, market and Trade channel monitoring).
  • Responsible for segmenting and prioritizing channels and customers, proposing the necessary resource deployment for customers at key account and PoS (point of Sales) in close collaboration with the BU’s and in line with the BU’s strategies.

Impact & Influence Trade Channels

  • Agrees negotiation strategy for key accounts with Divisions and owns the negotiation process (with KAMs as appropriate).
  • At key account level, being the one face to the customer, in charge of developing sustainable customer partnerships through joint business plans and customer development plans, responsible for the negotiation and coordination of the activation plan for the Bus.
  • In coordination with BUs, manages strategies for sell-in and sell-out activities at point of sales.
  • Sell-in activities include joint business plan, commercial terms and customer advantages.
  • Sell-out activities include Trade marketing techniques, Patient Support Programs and other tools to positively influence our patients.

Access and Commercial Contracting

  • Ensures effective decision-making and monitoring of Trade investments (‘Revenue Management’) via ownership of the Customer Account Profitability (CAP) and ensures the achievement of customer targets (sales, profit, service level, customer satisfaction).
  • Ensures commercial excellence (capabilities, systems and processes) in the Trade channel via implementation of the Trade management cycle.
  • Responsible for developing a single cross-divisional commercial policy (including discounts, payment terms, customer advantages and payments to point of sales such as service fees) based on BU inputs, ensuring its consistency, proposing optimizations, arbitrages and alternative solutions.
  • Responsible for the execution of the policy; and coordinates its evolution during the year (including management of exceptions, new inputs from BUs, identification of opportunities and optimizations…).
  • Responsible for adhering to the Global Accounts governance process.

Lead teams

  • Develops capabilities for the Trade team.
  • Ensures alignment with Sanofi Ethics & Business Integrity (E&BI).

The Country Trade Head and Trade team are responsible for the following Customer-facing activities:

  • Segments and prioritizes customers to define GTM strategies and develops sustainable key accounts partnership, including exploring eTrade Routes-to-Market (RtM).
  • Account management/key account management and negotiation with institutional customers (1) and with Retail customers from an Rx perspective (excluding CHC portfolio) with a focus on developing sustainable customer partnerships through account plans/joint business plans.
  • Optimal allocation of resources, skills and capabilities to define effective RTM.
  • Drives a customer centric methodology for the entire organization by designing trade solutions for GBUs and providing Revenue Management services.

The Head and team are also responsible for the following non-Customer facing activities

  • Developing and aligning on the long-term trade channel strategy with GBUs.
  • Trade Intelligence gathering and communication.
  • Sensitizing and providing Go-to-Market guidance to GBUs.
  • Review and maintain Route-to-Market guidance throughout product lifecycle.
  • Ensuring the existence of and coordinating the preparation of the Commercial Policy at country level including proposing general standard trading terms (payment/credit, Stock-In-Trade levels).
  • Providing Revenue management support and challenge to GBUs.
  • Developing and maintaining Trade tools/systems/methodologies.
  • Coordinating the Country Pricing & Trade Committee.

This role requires significant transversal interactions including working closely with:

  • GBUs.
  • Enabling functions, including Supply Chain, Finance and ITS.
  • Regional Trade Heads.

For greater clarity, Head of Trade Canada manages and overviews:

  • Contracting activities: Hospital and GPO contracting and Wholesaler relations.
  • Consult & advise on route-to-market throughout brand lifecycle.
  • Gross-to-Net / Trade Investment.
  • Revenue management..
  • Rebate agreement lifecycle.
  • Internal: price control, reporting, risk management and pricing approval governance (LAPS / GPS submissions).
  • External: PMPRB reporting and associated risk management framework.
  • Commercial Policy update & management for Canada Commercial Operations.

Strongly collaborate to achievement of Group cashflow targets:

  • Optimize commercial policy terms and conditions for Canada commercial operations.
  • Provide channel insights to improve quality of demand signal communicated to Supply chain.
  • Monitor Stock-in-Trade and risk-mitigation towards DSO metrics.

Market and Competitive intelligence:

  • Group liaison with Trade – Mature Market, Trade Excellence and Revenue Management.
  • Monitor Canadian market evolution and steer Commercial Operations according to developing trends.

Balance Trade expertise between traditional ‘big pharma’ and Specialty Care emerging channels

  • Build sustainable channels adapted to portfolio evolution by leveraging functional learning from other group countries.
  • Focus on Cost-to-serve and Route-to-markets.

Support Development of team members:

  • Broadening team members experience: facing new situations.
  • Harmonize and systematize practices, tools and enablers.

Key Requirements:

  • B.Comm in business administration, finance or accounting – coupled with significant business exposure.
  • Finance or professional accounting designation – preferred.
  • 10+ years related experience in a similar or equivalent role – with a combination of commercial and finance/analytics experience.
  • Experience in Business Partnering is required, ideally in a pharmaceutical group; track record of accomplishments acquired through progressively increasing responsibilities.
  • 5+ years management experience in managerial scope combining diversity of expertise, complexity of topics and associated risks.
  • Strategic business and/or financial planning experience (short, medium and long term).
  • Strong drive for results and a passion for excellence.
  • Canadian price mechanism and market access experience – an asset.
  • Experience conducting analyses of strategies and tactical business plans to determine and report short-term / long-term financial implications and attain targeted objectives.
  • Strong analytical and interpersonal skills with the ability to manage large groups of people.
  • Strong understanding of:
    • Highly computerized work environment.
    • General finance topics typically part of customer negotiation – financing, tax, banking.
  • Strong understanding and experience within the North American pharmaceutical industry and market would be preferred – including:
    • Global Corporate environment.
    • Financial system coordination.
    • Risk management.
    • Business development experience.
  • Proven expertise in Commercial Management (structuring Channels effectively, launching Innovative Routes to market programs, and other initiatives bringing benefits to the company).
  • Track record on financials, Gross to Net optimization and astute with pricing matrixes.
  • Team leader, with people skills developed from a Sales position.
  • Implementing / maintaining a decision-making framework leveraging cross functional network.
  • Developing positive Customer experience via influence, negotiation and closing skills.
  • Ethical behavior in line with internal and local requirements.
  • Analyzes and uses qualitative and quantitative data; extrapolates pertinent trends impacting organizational effectiveness.
  • Extremely thorough in use of information to create business plans, objectives and in decision making.
  • Facilitates constructive resolutions to conflicts.
  • Able to effectively manage competing priorities with consideration to the highest level of business impact and maintain control over multiple priorities simultaneously.
  • Proficiency with Microsoft Office (Excel, PowerPoint, Word).
  • Good knowledge of databases.
  • Good knowledge of ERP systems – SAP/S4 experience is a definite asset.
  • Knowledge of data management tools (IBM Cognos, Qlik, PowerBI…).


  • English: Spoken and Written.
  • French: A definitive asset.


  • Occasionally.


Demonstrates commitment, leadership and continuous support for the Road Safety Program and their working environment and assure compliance with this program for drivers under their supervision. And show support for the protection of health, safety and the environment by presenting exemplary behavior and by contributing to the HSE objectives achievement.

Sanofi is an equal opportunity employer committed to diversity and inclusion. Our goal is to attract, develop and retain highly talented employees from diverse backgrounds, allowing us to benefit from a wide variety of experiences and perspectives. We welcome and encourage applications from all qualified applicants. Accommodations for persons with disabilities required during the recruitment process are available upon request.

Thank you in advance for your interest.

Only those candidates selected for interviews will be contacted.

Follow Sanofi on Twitter: @SanofiCanada and on LinkedIn: https://www.linkedin.com/company/sanofi.

Sanofi, Empowering Life


At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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Head of Trade, Canada

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Sanofi U.S.

People at Sanofi are dedicated to making a difference in patients’ daily lives, enabling them to enjoy a healthier life.

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