Inside Sanofi’s General Medicines Unit: Embracing A New Commercial Model

Sanofi’s general medicines business will embrace an omnichannel commercial model in 2022 to reduce inefficiencies and stabilize topline growth. Virtual sales reps are on the rise after a tough couple of years managing product promotion and launches online only.

Paul Spittle joined the Sanofi team as chief commercial officer for general medicines in March 2021, having previously worked in numerous big pharma companies around the world, including Merck & Co., Inc., Novartis AG and AstraZeneca PLC. He was attracted to Sanofi because of the commercial model transformation the company is aiming for in its general medicines business unit.

Having started his pharma career as a sales rep, Spittle has observed that over time, even though the biopharma sector...