DTP and DCP Channel Head

KEY ACCOUNTABILITIES

1. Strategic Channel Planning & Business Development

• Develop and own the annual and mid-term DCP&DTP channel business development strategy, fully aligned with corporate strategic priorities, brand annual plans, and China market access objectives.

• Conduct comprehensive market landscape analysis, including competitive benchmarking, patient flow mapping, channel penetration assessment, and emerging DTP model evaluation, to identify growth opportunities and whitespace.

• Define channel specific KPIs, revenue targets, and market share goals. translate strategic intent into actionable quarterly and annual operating plans with clear milestones and accountability frameworks.

2. Channel Operations Management & Performance Review

• Oversee end to end DCP&DTP channel operations, including product listing and introduction processes, pharmacy network expansion and rationalization (store addition & removal), and operational standard-setting.

• Establish a robust data governance framework for channel performance. lead regular business reviews (monthly & quarterly) with structured analysis of sellin & sellout data, patient flow metrics, inventory levels, and channel profitability.

• Develop and implement action plans based on performance gap analysis. track resolution of operational issues with defined timelines and ownership.

• Manage channel partner relationships at a strategic level, including contract negotiation, performance evaluation, and partnership development to ensure longterm channel health.

3. Team Leadership & Capability Development

• Lead, coach, and develop the DCP & DTP channel team. Set clear performance objectives and provide ongoing guidance

• Foster a culture of accountability, innovation, and patient-centricity within the team.

• Manage team resource allocation, workload prioritization, and operational efficiency to maximize productivity against business objectives.

4. Compliance, Risk Management & Governance

• Champion the highest standards of business ethics and compliance across all DCP&DTP channel activities, in strict adherence to Sanofi Code of Ethics, SOPs, and applicable national pharmaceutical laws and regulations.

• Develop and maintain a channel specific compliance risk management framework. Proactively identify, assess, and mitigate operational, financial, and regulatory risks associated with DCP&DTP business models.

• Ensure all channel partner agreements, promotional activities, patient support programs, and commercial arrangements are reviewed and approved through appropriate compliance and legal channels.

JOB-HOLDER REQUIREMENTS

• Bachelor degree or above, with preference for Clinical Medicine, Pharmacy, Life Sciences, or related fields. MBA or Master degree holders are preferred

• Above 8 years of experience in the pharmaceutical industry with a clear career progression trajectory in sales management, commercial operations, or channel management.

• Prior experience in DCP&DTP channel management within multinational pharmaceutical companies is preferred.

• Deep understanding of China pharmaceutical regulatory framework, including drug registration, pricing policies, NRDL&VBP dynamics, and DTP pharmacy operational requirements.

• Proven track record of leading and developing teams within matrix organizational structures.

• Strong commercial insight with the ability to translate data insights into strategic and operational decisions.

• Proficient English reading, writing, and verbal communication skills to support cross-functional and regional level collaboration.

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!