Head of Trade – Czech Republic

About the role

The Head of Trade for the Czech Republic will lead the development and execution of Sanofi’s trade strategy across all channels and product lines. Reporting to the Country Lead, this role ensures optimal sales, profitability and market access while acting as the primary interface with wholesalers, distributors, pharmacy chains, hospitals and sick funds.

Key responsibilities

• Define and own the country trade strategy for retail and non‑retail channels, making route‑to‑market decisions (direct vs indirect distribution).
• Lead trade committees, drive customer‑centric initiatives and coordinate cross‑portfolio execution.
• Gather market intelligence, segment customers, negotiate key accounts and develop joint business plans.
• Manage sell‑in and sell‑out activities, coordinate pricing, discounts, payment terms and customer incentives with Business Units.
• Monitor and optimise Gross‑to‑Net commercial policy in collaboration with Revenue Management.
• Oversee tender channel performance, identify risks and opportunities, and guide the Tender Manager and Trade KAM Institutions team.
• Build and develop the Czech Trade team while ensuring compliance with Sanofi Ethics & Business Integrity standards.

Required profile

• University degree in Business, Marketing, Finance, Economics or Life Sciences.
• Minimum 3 years of commercial management or trade operations experience in the Czech market.
• Proven track record in channel structuring, route‑to‑market innovation and financial management.
• Fluent in English and Czech.

Required skills