Head of Trade CZ

Head of Trade CZ

Location: Prague, Czechia

Hiring Manager: Vivek Basantani

About the job

The Trade Head Czech Republic is responsible for developing and executing the country's trade strategy across all channels and the entire Sanofi portfolio. Acts as the primary interface with trade partners (wholesalers, distributors, pharmacy chains, hospitals, and Sick Funds) to ensure optimal sales, profitability, and market access/ product availability at POS/POC.

Works closely with Country Lead, GBU leaders, Supply Chain, Market Access, Finance, and Legal to drive customer-centric solutions and maximize "One Sanofi" synergies.

Main responsibilities

1. Trade Strategy & Channel Management

Define and own the country trade strategy for all channels (retail and non-retail) and all products.

Make route-to-market decisions (direct vs. indirect distribution).

Ensure cross-portfolio coordination and execution in the Czech Republic market.

Lead Trade Committees and drive customer-centric initiatives.

2. Customer Insights & Account Management

Develop market intelligence on competitors, customers, and trade channel trends.

Segment and prioritize customers and channels; allocate resources to key accounts.

Serve as the primary contact for key account negotiations and partnerships.

Develop joint business plans and customer development plans with major accounts.

3. Commercial Execution

Manage sell-in activities (order taking, commercial terms, customer advantages).

Manage sell-out activities (trade marketing, patient support programs).

Coordinate with BUs on pricing, discounts, payment terms, and customer incentives.

Monitor and optimize the commercial policy (Gross to Net) across all GBUs in collaboration with Revenue Management MCO.

Ensure adherence to MCO and Global Accounts governance.

4. Tender Channel Oversight

Monitor tender channel performance and market trends.

Identify risks (biosimilar/generic competition) and opportunities (retail non-penetration).

Define tender channel strategy and priorities in alignment with GBUs and Market Access.

Oversee execution by Tender Manager and Trade KAM Institutions team; escalate critical issues.

5. Team Leadership

Build and develop the Czech Republic Trade team capabilities.

Ensure alignment with Sanofi Ethics & Business Integrity standards.

About you

Education: University degree in Business, Marketing, Finance,Economics, or Life Sciences.

Experience:

Minimum 3 years in commercial management or trade operations within the pharmaceutical, healthcare, or related regulated industry, in the Czech Republic market.

Proven track record in channel structuring, route-to-market innovation, and financial management.

Experience with Gross to Net optimization and pricing strategies.

Demonstrated ability to influence and coordinate across multiple business units.

Understanding Czech public procurement and tender processes.

Language: Fluent in English and Czech.

Core Competencies & Skills

Technical:

Market Intelligence (Advanced)

Business Model Innovation (Experienced)

Digital Transformation (Advanced)

Functional:

Commercial Strategies (Advanced)

Contracting Strategies (Advanced)

Strategic Planning (Advanced)

Transformational Leadership (Advanced)

Product Launch Support (Advanced)

Transversal:

Decision Making (Advanced)

Stakeholder Relationship Management (Advanced)

Financial Acumen (Experienced)

Personal Attributes:

Strong leadership and team development skills.

Excellent communication and cross-functional collaboration abilities.

Results-oriented with strong business acumen.

Proficient in Microsoft Office (Word, Excel, PowerPoint).

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.

Why choose us?

· Join a leading pharmaceutical company and contribute to improving health outcomes worldwide.

· Be part of a company at the forefront of medical research and breakthrough therapies.

· Thrive in an environment that values diversity of thought and background.

· Work closely with global and local teams, gaining exposure to various aspects of the pharmaceutical business.

#LI-EUR

Pursue progress , discover extraordinary

Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let’s be those people.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, ability or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com !

The salary range for this position is :Kč1 160 640,00 - Kč1 740 960,00 Final compensation will be determined based on demonstrated experience, skills, location, and other relevant factors. Employees may be eligible to participate in Company employee benefit programs.