Head, US E-Commerce

Job Title: Head, US E-Commerce

Location: Morristown, NJ

About the Job

The Head, E-Commerce is a senior commercial leader within a commercial Business Unit in a health care company and responsible for defining and driving the strategic direction of the company’s B2B digital commerce platform. This role operates at the intersection of business strategy, customer experience, and digital capability—translating complex market dynamics into a clear, actionable e-commerce vision that delivers measurable growth.

Sitting within the Commercial organization and reporting to the Vice President, this leader commands visibility at the SVP and business unit head levels, and engages senior leadership as a thought partner on digital commerce transformation. This leader interacts closely with the Digital E-Commerce organization—co-owning the platform roadmap, shaping priorities, and influencing execution—while retaining full accountability for the commercial strategy and e-commerce business outcomes.

The ideal candidate has extensive hands-on B2B commercial experience and demonstrated sales growth, in healthcare or specialty distribution, medical devices, diagnostics, or other sectors where supply chains and relationship-driven selling intersect with digital channel growth. They are equally at home synthesizing market intelligence into strategic frameworks and driving cross-functional teams toward concrete results as well as understanding the tech stack. The ideal candidate has management consulting experience (2-4 years). Above all, this leader is obsessed with the driving e-commerce growth — through retention, deepening relationships, accelerating growth, operational excellence, and identifying the next wave of innovation in B2B digital commerce.

Our organization in North America Vaccines is growing fast, and we're always looking for talented professionals to join our Commercial Operations’ team.

We are an innovative global healthcare company that helps the world stay ahead of infectious diseases by delivering more than 500 million vaccine doses a year. Across different countries, our talented teams are exploring new technologies to protect people and promote healthy communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.

Why join our team?

Our Commercial Operations team aims for excellence. We offer a diverse and dynamic environment that’s growing at pace.

The Head, E-Commerce is a senior commercial leader within a commercial Business Unit in a health care company and responsible for defining and driving the strategic direction of the company’s B2B digital commerce platform. This role operates at the intersection of business strategy, customer experience, and digital capability—translating complex market dynamics into a clear, actionable e-commerce vision that delivers measurable growth.

Sitting within the Commercial organization and reporting to the Vice President, this leader commands visibility at the SVP and business unit head levels, and engages senior leadership as a thought partner on digital commerce transformation. This leader interacts closely with the Digital E-Commerce organization—co-owning the platform roadmap, shaping priorities, and influencing execution—while retaining full accountability for the commercial strategy and e-commerce business outcomes.

The ideal candidate has extensive hands-on B2B commercial experience and demonstrated sales growth, in healthcare or specialty distribution, medical devices, diagnostics, or other sectors where supply chains and relationship-driven selling intersect with digital channel growth. They are equally at home synthesizing market intelligence into strategic frameworks and driving cross-functional teams toward concrete results as well as understanding the tech stack. The ideal candidate has management consulting experience (2-4 years). Above all, this leader is obsessed with the driving e-commerce growth — through retention, deepening relationships, accelerating growth, operational excellence, and identifying the next wave of innovation in B2B digital commerce.

Join the team protecting half a billion lives every year with next-gen science, mRNA innovation, and AI-driven breakthroughs. In Vaccines, you'll help advance prevention on a global scale - and shape the future of immunization. Join the engine of Sanofi's mission — where deep immunoscience meets bold, AI-powered research. In R&D, you'll drive breakthroughs that could turn the impossible into possible for millions.

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.

Main Responsibilities

Commercial E-Commerce Strategy & Vision

Own the end-to-end B2B US e-commerce commercial strategy, defining the vision, priorities, and multi-year roadmap that drives customer acquisition, retention, and revenue growth.

Act as a general manager for the US e-commerce business, developing strategic initiatives for growth to ensure the roadmap reflects commercial goals and evolving customer needs—while working successfully with Digital and CX organizations accountable for technical delivery and engineering

Translate macro trends, competitive dynamics, and customer insights into differentiated strategic positions; build the business case for investment and present recommendations to VP, SVP, and business unit head-level stakeholders.

Identify and evaluate new business models, market expansion opportunities, and innovative channel strategies to position the company as a leader in digital B2B commerce within the healthcare sector.

Customer Retention, Growth & Experience

Develop and oversee e-commerce strategies targeted at deepening existing customer relationships and reducing churn, with a particular focus on healthcare providers, institutional buyers, and other B2B account segments.

Identify friction points and opportunities across the end-to-end digital buying journey; partner with Digital and Marketing to design improvements that increase customer lifetime value.

Define and monitor key performance indicators (KPIs) for platform adoption, customer engagement, digital revenue contribution, and retention; hold the organization accountable to outcomes.

Collaborate closely with the sales organization to ensure e-commerce and rep-led channels are complementary and mutually reinforcing—creating a seamless omnichannel customer experience.

Innovation & Market Intelligence

Maintain a continuous pulse on emerging B2B e-commerce trends, competitive moves, and adjacent industry practices (particularly in healthcare and life sciences); translate insights into strategic recommendations.

Champion a test-and-learn culture, working with the team to design structured pilots and experiments that validate new commercial ideas before scaled deployment.

Evaluate and recommend technology, partnership, and capability investments that could unlock new commercial value on the B2B platform.

Roadmap Co-Ownership & Digital Partnership

Partner with the Digital E-Commerce organization as a co-owner of the platform roadmap, ensuring business priorities are clearly articulated, sequenced, and reflected in technology delivery plans.

Influence digital team priorities and resource allocation through strong relationships, compelling data, and a clear commercial perspective—without direct engineering authority.

Serve as the primary commercial interface to the Digital organization, bridging the gap between business strategy and platform execution

Drive accountability for User Acceptance Testing (UAT) and commercial readiness activities