A Conversation with Medical Affairs Leader Sarah Cross
Sarah Cross, PhD (Sanofi) traces her path from MSL to championing the patient voice in R&D, and the mindset shift that reshaped her leadership.
OnPoint: The Mentor Sessions, hosted by Linda Traylor, VP of Medical Excellence at Acceleration Point, is inspired by The Tribe of Mentors by Tim Ferriss. Each episode follows a consistent set of reflective questions designed to uncover the mindsets, habits, and leadership lessons of exceptional Medical Affairs leaders.
Sarah Cross, PhD (Global Medical Affairs and External Engagement, Sanofi) built her career the winding way: from an unplanned discovery of the Medical Science Liaison role, to years as an MSL and headquarters leader at AbbVie, to leading Medical Affairs teams on the CRO side of the industry, to her current work co-creating research and development with patient communities as part of Sanofi's Patient-Driven Medicines Development function. In this conversation, she and Linda trace the mindset shifts, missteps, and mentors that shaped her path, and what it means to lead with curiosity at every stage of a career. If you're navigating a transition of your own, whether that's a new role, a new team, or a new way of thinking about your Medical Affairs career, this conversation is one to return to.
Key Takeaways:
- "What got you here won't get you there." Sarah's most impactful mindset shift: the skills that make a great individual contributor aren't the ones that make a great team leader, and recognizing that turning point matters.
- Own mistakes and fail fast. A career-shaping moment during her PhD research taught Sarah that surfacing an error immediately, rather than sitting on it, is what allows a team to recover and move forward.
- Exceptional leaders balance the individual and the team. The best leaders she's worked for lift up individual team members while also removing barriers to team performance, without trading one for the other.
- Success in Medical Affairs has shifted from activity metrics to behavioral outcomes. Where the field once counted interactions and programs, Sarah says real impact now means measuring downstream change in patient care.
- Career paths don't have to be linear. Some of the most valuable growth, she says, comes from parallel or "orthogonal" moves rather than a straight climb up the ladder.
- The next decade of Medical Affairs demands comfort with change and a forward-looking mindset. Sarah points to two skills: learning to navigate constant change, and building the strategic muscle to anticipate gaps before they emerge.
Books and Resources Mentioned
Lean In by Sheryl Sandberg, recommended by Sarah Cross: a book she's returned to repeatedly for its guidance on finding mentors and sponsors, and for its reminder that a career, in her words, is "a jungle gym, not a ladder."
Radical Candor by Kim Scott, recommended by Sarah Cross: a framework for pairing genuine care for team members with direct, honest feedback, which Sarah calls essential for building high-performing teams.
Curious how this applies to your organization? Let's talk.
About Our Guest
Sarah Cross, PhD works in Global Medical Affairs and External Engagement at Sanofi, where she is part of the company's Patient-Driven Medicines Development function, co-creating research and development with patient communities and advocacy groups. She began her career as a Medical Science Liaison at AbbVie before moving into headquarters medical affairs roles and later leading Medical Affairs teams on the CRO side of the industry.
Connect with Sarah on LinkedIn: https://www.linkedin.com/in/sarahcross
FAQ
Who is Sarah Cross?
Sarah Cross, PhD works in Global Medical Affairs and External Engagement at Sanofi, where she is part of the company's Patient-Driven Medicines Development function. She began her career as a Medical Science Liaison at AbbVie before moving into headquarters roles and later leading Medical Affairs teams on the CRO side of the industry.
What mindset shift helped Sarah Cross move from individual contributor to team leader?
Sarah credits the idea that "what got you here won't get you there": the skills that make someone a strong individual contributor aren't the same skills that make them an effective leader of a team.
What books does Sarah Cross recommend for Medical Affairs professionals?
Sarah recommends Lean In by Sheryl Sandberg for its guidance on finding mentors and sponsors, and Radical Candor by Kim Scott for its framework on pairing genuine care with direct feedback.
How does Sarah Cross define success in Medical Affairs?
She says success has shifted from counting activity, such as HCP interactions and educational programs, to measuring downstream behavioral change and its impact on patient outcomes.
What skill does Sarah Cross believe Medical Affairs professionals need most for the next decade?
She points to two: the ability to navigate constant change, and the ability to look "around the corner" to anticipate evidence gaps and shifts in standard of care before they happen.
About OnPoint: The Mentor Sessions Podcast
OnPoint: The Mentor Sessions Podcast delivers engaging conversations with Medical Affairs and Field Medical leaders on the power of mentorship and coaching. Hosted by Linda Traylor, each podcast uncovers practical strategies, personal stories, and lessons to inspire and prepare the next generation of medical leaders.
OnPoint is available on several podcast platforms, including the Acceleration Point YouTube channel. Listen on:
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