A Market Access Manager is a professional who plays a vital role in ensuring the successful entry and positioning of pharmaceutical products or medical devices in the market. They navigate the complex landscape of regulations, reimbursement policies, and healthcare systems to secure favorable access for their organization's offerings. In this blog post, we describe the primary responsibilities and the most in-demand hard and soft skills for Market Access Managers.

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Main Responsibilities of a Market Access Manager

The following list describes the typical responsibilities of a Market Access Manager:

Achieve

Achieve optimal Market Access conditions (early and optimal value-based access).

Advice

Advice, follow-up and propose projects / studies for the optimal marketing of the product portfolio.

Advocate

Advocate for fair reimbursement policies and patient access to innovative treatments.

Align

Align Market Access strategic plans to integrate and achieve overall commercial strategic objective.

Analyze

• Analyze pricing and reimbursement dynamics to optimize product pricing strategies.

• Analyze trends, competitors and prices that can impact future price changes locally.

Anticipate

• Anticipate access barriers and cost containment risks.

• Anticipate and raise potential challenges and mitigation strategies for pipeline oncology products.

Assess

Assess the potential impact of health policies on product access and adoption.

Assist in

• Assist in developing pricing strategies and forecasts for all products.

• Assist in the identification and recruitment of internal and external talent.

Build

• Build and lead to local external engagement.

• Build fundamentals for sustainable growth.

• Build relationships with key stakeholders, including healthcare providers, payers, and policymakers.

Collaborate with

• Collaborate closely with colleagues to maximize cross functional approach.

• Collaborate with cross-functional teams to integrate market access considerations into product development plans.

• Collaborate with marketing teams to develop market access messaging and materials.

• Collaborate with others to accomplish shared goals.

• Collaborate with research and development teams to optimize product value generation.

Collect

• Collect and communicate pharmacovigilance information according to Alexion procedures.

• Collect epidemiological and health economic data for all therapeutic areas across the company.

• Collect epidemiological and health economic data for defined therapeutic areas.

Complete

Complete all training and other administrative responsibilities in a timely fashion.

Conduct

• Conduct competitor analysis to understand market dynamics and positioning.

• Conduct comprehensive market assessments to identify potential barriers and opportunities.

• Conduct health economic evaluations and cost-effectiveness analyses.

• Conduct market research to identify unmet needs and market trends.

Coordinate

• Coordinate and develop market access projects with internal and external stakeholders.

• Coordinate and follow up implementation of corporate market access initiatives in the affiliate.

• Coordinate Market Access plans in cooperation with relevant product team.

• Coordinate / participate actively in reimbursement negotiations with relevant health authorities.

• Coordinate with regulatory affairs teams to streamline market access processes.

Define

Define required Russia&CIS portfolio to win, incorporate needs into affiliate portfolio book.

Deliver

Deliver high quality health technology assessments (HTA) submissions on a timely manner.

Design

Design payer partnership and value-added programs to enhance our value offering.

Develop

• Develop and deliver training programs for sales representatives on market access-related topics.

• Develop and implement local strategic market access plan(s) and activities.

• Develop and implement market access and reimbursement tactical plans for new and existing products.

• Develop and maintain payer-specific strategies and relationships.

• Develop and submits to decision-makers comprehensive reimbursement dossiers / documents.

• Develop appropriate communication platforms to reinforce the value messages for our products (e.s.

• Develop / contribute as needed to position papers related to access to R&D based products.

• Develop country Market Access Plan, including.

• Develop and implement the local value story in alignment with the global value story.

• Develop launch plans for new products mapping out local coding, coverage and payment requirements.

• Develop, lead and execute the national market access strategy together with the team.

• Develop, lead and execute the national market access strategy together with the teams.

• Develop listing or de-listing strategy in collaboration with partner functions.

• Develop market access strategies to maximize product availability and reimbursement.

• Develop productive relationships with individuals at various levels of the organization.

• Develop strong relationships with APAC, Global Market Access and CORE stakeholders.

• Develop the strategic initiatives and key tactics for payer customers.

Engage

• Engage affiliate business partners to raise function awareness.

• Engage, visit external customers including authorities.

• Engage with and present to private and public payers by attending payer meetings and HTA meetings.

Enhance

Enhance our Company's image in the market place.

Ensure

• Ensure market access for current and pipeline products.

• Ensure periodical reporting.

• Ensure pricing is up-to-date on GPMS.

• Ensure that all activities are performed in compliance with quality system requirements.

• Ensure that deliverables are accomplished on time and within budget.

Establish

Establish and maintain internal and external network required for scope of work.

Evaluate

• Evaluate pricing strategies to ensure long-term sustainability and market competitiveness.

• Evaluate the feasibility of patient access programs and develop appropriate frameworks.

Exited

Exited to work in global company with strong values and a local office with super colleagues.

Generate

Generate competitive pricing analysis.

Help

Help to manage budgets proactively and accurately.

Identify

• Identify and address market access challenges in different geographical regions.

• Identify, manage and deliver market access activities to support public affairs, patient advocacy.

• Identify potential hospitals in private sectors and propose tactical plan to enter.

Implement

Implement market access initiatives aligned with organizational goals.

Improve

Improve internal process or influence external stakeholders before next tender process.

Incorporate

Incorporate contingencies and mitigation strategies into these plans.

Initiate

Initiate key initiatives such as health economic studies.

Interact with

Interact with and present to multiple departments within IGTD in International.

Keep

Keep up to date with changes in the external Market Access environment.

Lead

• Lead cross-functional team to closely engage with key stakeholders.

• Lead teams to support the delivery of PBAC submissions and supporting policy activities.

• Lead the cross-functional team to develop pricing & reimbursement strategy and application.

• Lead the hospital access processes.

• Lead the planning and delivery of reimbursement submissions.

Leverage

Leverage appropriate analytic tools for Anticipating price changes and propose mitigation strategies.

Make

Make sure tender related processes and documentation are fully in compliance with Abbott standards.

Manage

• Manage complexity to make timely, informed decision.

• Manage countries reimbursement, listing submission.

• Manage localization initiatives to optimize pricing and tender sales.

• Manage projects and budgets within set targets and timelines.

• Manage relationships with external consultants and agencies to support market access activities.

Monitor

• Monitor and evaluate the impact of market access strategies on product uptake.

• Monitor and interpret real-world evidence to inform market access decisions.

• Monitor and manage the tender renewal of existing business.

• Monitor and maximize pricing opportunities in trade and distribution channels.

• Monitor local MA regulations, derive local business implications.

• Monitor regulatory environment and anticipating the financial impact of current and new legislation.

Negotiate with

Negotiate with MA customers to maximize business outcome.

Obtain

Obtain / maintain / optimize portfolio, reimbursement, listing and payer guidelines.

Optimize

Optimize payer demand control guidelines (e.g. INN Rx, Gx substitution, restricted Rx).

Participate in

• Participate in cross functional work and be a team player.

• Participate in pricing and reimbursement negotiations with payers.

• Participate to competitive intelligence.

Perform

• Perform MA assessment for portfolio expansion.

• Perform other duties per special assignments.

Prepare

• Prepare and drive negotiations with various stakeholders in the reimbursement and pricing processes.

• Prepare and submit local price and reimbursement applications.

• Prepare compelling value propositions and dossiers to support reimbursement negotiations.

Present

Present evidence-based value propositions to key stakeholders.

Prioritize

Prioritize effectively and manage multiple projects concurrently.

Provide

• Provide advice, follow-up and propose projects / studies for optimal market conditions.

• Provide advice, follow-up and propose projects / studies for the optimal market conditions.

• Provide and get adequate information about the product marketing to / from the Business Unit Heads.

• Provide customer programs to support the sales force maximizing pricing opportunities.

• Provide guidance on reimbursement research as well as patient advocacy efforts.

• Provide input into the development of clinical trial protocols to incorporate health economic endpoints.

• Provide input into the preparation of marketing materials.

• Provide oversight on RFP process and drives contract compliance through the sales team.

• Provide price submission support for new launched products.

• Provide regular reports and updates to Head of group and relevant Business Unit Director(s).

• Provide RWE related analytics and evaluation of new data sources, research tools and site selection.

• Provide strategic advice and executes on the market access and pricing plan.

• Provide studies and protocols.

• Provide the Business unit divisions with health economic opinion.

• Provide training and education to internal teams on market access principles.

Purpose

Purpose of the role / Mission.

Quantify

Quantify the risks and opportunities for Gilead.

Report

Report experiences gained and key learning points after each provincial tender.

Represent

Represent EPD at local industry association.

Respond to

Respond easily to different stakeholder's characters and environment.

Review

Review and critiques medical and evidence-based outcomes literature.

Secure

• Secure good relationships with Hospitals and key representatives to win tender every time possible.

• Secure Market Access and Reimbursement for ADC products.

Seek

• Seek opportunity for products in tender (renewal, pricing) , insurance agencies.

• Seek the opportunity to increase the number of products to be listed in the tender.

Stay abreast of

• Stay abreast of emerging trends and best practices in market access.

• Stay updated on regulatory changes and ensure compliance with relevant guidelines.

Support

• Support cross-functional Gilead team as a Market Access partner.

• Support in development of product pricing, access and reimbursement strategies.

• Support in introdution Pharmaco-economics awareness and disseminating P.E data in hospitals.

• Support on regional manager to organize local P&R activities and RTDs under budget.

• Support outcomes research input to clinical trial design process.

• Support tender specifications which increase quality and compliance.

• Support the development of appropriate pharmacoeconomic models.

• Support the development of health technology assessment (HTA) submissions.

• Support the Market Access Division on other duties and tasks as required from time to time.

Track

• Track progress across the SRC market access roadmap and keep internal stakeholders informed.

• Track record of peer reviewed publications.

Train

Train and coach Gilead internal stakeholders in respect to Market Access intelligence.

Understand

• Understand needs, interests and drivers of value for payers and their key influencers.

• Understand the evolution of the Country market access landscape and implications for the business.

Update

Update organization on the current state of research and literature on relevant topics.

Work with

• Work closely with local Market, Sales and KDM team to maximize market access opportunity.

• Work with Worldwide teams to adapt global value strategy to the market.

Most In-demand Hard Skills

The following list describes the most required technical skills of a Market Access Manager:

1. Health Economics and Outcomes Research (HEOR)

2. Pricing and Reimbursement Strategy

3. Health Technology Assessment (HTA)

4. Data Analysis and Interpretation

5. Health Policy and Regulatory Knowledge

6. Market Research and Analysis

7. Value Demonstration and Value Proposition Development

8. Pharmaceutical Marketing

9. Pharmacoeconomics

10. Reimbursement Landscape Analysis

11. Health Data Analytics

12. Clinical Trial Design and Execution

13. Project Management

14. Statistical Analysis

15. Budgeting and Financial Analysis

16. Market Access Modeling

17. Medical Writing and Communication

18. Cross-functional Collaboration

19. Negotiation and Influencing Skills

20. Familiarity with Pharmaceutical Industry Guidelines and Compliance.

Most In-demand Soft Skills

The following list describes the most required soft skills of a Market Access Manager:

1. Strong Analytical and Problem-solving Skills

2. Effective Communication and Presentation Skills

3. Relationship Building and Networking Abilities

4. Adaptability and Flexibility

5. Strategic Thinking and Planning

6. Leadership and Team Management

7. Client and Stakeholder Relationship Management

8. Negotiation and Persuasion Skills

9. Business Acumen

10. Critical Thinking and Decision-making Abilities.

Conclusion

As the role of a Market Access Manager continues to evolve in response to changing healthcare systems and market dynamics, possessing a diverse set of hard and soft skills becomes increasingly essential. By mastering these skills and understanding the intricacies of market access, professionals in this field can make a significant impact on the success of their organizations and ensure patients have timely access to innovative healthcare solutions.