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.