Head, B2B and Digital Commerce

Job Title: Head, B2B and Digital Commerce,

• Location: Morristown, NJ

About the Job

The Head, B2B and Digital 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, and for how the commercial organization uses other customer-facing digital tools, such as analytics offerings, to create customer value. This role operates at the intersection of business strategy, customer experience, and digital capability—translating complex market dynamics into a clear, actionable digital commerce vision that delivers measurable growth, bringing an outside-in view of customers and the market to commercial digital transformation.

Sitting within the Commercial business unit and reporting to the Vice President, Business & Technology Modernization, this leader commands visibility at the senior business unit leader levels and engages sales and marketing leaders as a thought partner on digital commerce and commercial transformation. This leader interacts closely with the Digital/Tech organization—co-owning the platform roadmap, shaping priorities, and influencing execution—while retaining full accountability for the commercial strategy and e-commerce and digital 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, and with experience with other customer-facing digital solutions (e.g., analytics offerings). 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, and have shaped commercial digital transformation—defining the business need, prioritizing investments, and ensuring customers and sales teams realize the value. 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.

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:

Digital Commerce & Transformation Strategy & Vision

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

• Identify digital opportunities aimed at deepening existing customer relationships and reducing churn, with a particular focus on healthcare providers, institutional buyers, and other B2B account segments, across commerce and other customer-facing digital offerings.

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

Customer Retention, Growth & Experience

• Work successfully with Digital and CX organizations accountable for technical delivery and engineering to deliver business outcomes

• 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, customer-realized value, 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.

• Ensure commercial teams define and own the expected customer and business value of digital investments up front, and track whether that value is realized through adoption, usage, and outcomes.

Innovation & Market Intelligence

• Maintain a continuous pulse on emerging B2B e-commerce and digital customer platforms, innovations, and 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 or other customer-facing digital offerings.

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

• Lead business-side prioritization of customer and commercial needs across digital initiatives, translating them into clear requirements, sequencing, and success measures for Digital and Technology partners.

• Drive accountability for User Acceptance Testing (UAT) and commercial readiness activities within the team; ensure new platform capabilities are validated against real customer scenarios before deployment.

Cross-Functional Leadership & Stakeholder Engagement

• Lead and develop a team of e-commerce professionals in the commercial team, fostering a high-performance culture grounded in strategic thinking, analytical rigor, and customer centricity, and focus on their career development.

• Build and maintain strong relationships across Commercial, Digital, Marketing, Customer Experience, Data & Analytics, Customer Support, Legal, Finance to ensure alignment and remove barriers to execution.

• Represent the commercial e-commerce function in senior leadership forums; prepare and deliver executive-level communications, business reviews, and investment proposals with clarity and conviction.

• Partner with Finance and Commercial leadership to develop annual plans, investment cases, and performance tracking frameworks tied to e-commerce and digital transformation  strategy.

About You

Education & Experience

• Demonstrated experience leading B2B e-commerce or customer-facing platform strategy and/or digital channel development, ideally in a complex, multi-stakeholder environment, demonstrating success in driving sales growth

• Experience leading commercial digital transformation from the business side—defining strategy, prioritizing business needs, and driving adoption and measurable value realization.

• Industry experience in healthcare, life sciences, medical devices, diagnostics, specialty distribution, health technology,  or other B2B sectors involved in direct supply chain; experience in regulated or relationship-intensive industries valued

• Bachelor’s degree required; MBA or advanced degree strongly preferred, particularly from a top-tier institution with a focus in business strategy, marketing, or a related field.

• 10+ years of progressive experience, with meaningful depth in B2B e-commerce strategy, digital channel development, customer-facing digital offerings,  or digital marketing in a complex commercial environment.

• Management consulting experience (strategy or commercial practice) is strongly preferred; 3–4 years in a consulting role

• Track record of operating successfully in a matrixed organization, influencing without direct authority and building coalitions across functions and levels.

• Experience presenting to and engaging with senior executives (C-suite or equivalent) as a strategic thought partner.

Knowledge & Skills

•  Strategic Thinking & Synthesis: Structures ambiguous problems, synthesizes complex data and market dynamics, and delivers clear, compelling recommendations (a consulting-trained mindset)

• B2B Commercial Acumen: Deep understanding of B2B buying dynamics and the interplay between digital and field sales channels in a relationship-driven selling environment.

• Digital Commerce and Transformation Fluency: Strong knowledge of B2B/e-commerce platforms and the product/roadmap development process; engages Digital and Technology partners as a credible peer

• Value Realization: Works with commercial teams to define the expected value of digital investments up front and to confirm it is delivered after launch

• Customer -Centric mindset: Translates customer insights into practical commercial strategies and experience improvements, with a focus on retention and growth, and brings an outside-in view of customers and the market to strategy and prioritization.

• Influence & Stakeholder Management: Shapes priorities and drives alignment across Digital, Commercial, and senior leadership through strong communication and relationship-building.

• Analytical Rigor: Leverages data and performance analytics to drive decisions, build business cases, and track outcomes, including customer adoption and value realization.

• Innovation Orientation: Comfortable with ambiguity; energized by identifying and testing new ideas in a structured, hypothesis-driven way.

• Team Leadership: Builds high-performing teams, creates clarity of purpose, and holds people accountable to results while investing in their development.

• Effective Communication: Distills complex concepts into crisp narratives; highly effective across written, verbal, and presentation formats

Why Choose Us?

• Bring the miracles of science to life alongside a supportive, future-focused team.
• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.
• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.
• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.
• Work at the forefront of AI-driven research, smart manufacturing, and groundbreaking mRNA platforms that are redefining the future of immunology. 
• Help protect half a billion people every year, contributing to one of the largest global vaccination efforts in healthcare.
• Develop your career with access to mentoring, international mobility programs, and opportunities to grow across four continents.

Why Choose Us?

• Bring the miracles of science to life alongside a supportive, future-focused team.
• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.
• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.
• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.
• Work at the forefront of AI-driven research, smart manufacturing, and groundbreaking mRNA platforms that are redefining the future of immunology. 
• Help protect half a billion people every year, contributing to one of the largest global vaccination efforts in healthcare.
• Develop your career with access to mentoring, international mobility programs, and opportunities to grow across four continents.

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

#GD-SP

#LI-GP

#LI-Hybrid

#vhd

All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.