Industry experts acknowledge that the Market Access function is not as clearly defined as other pharmaceutical functions, such as Marketing and Sales. Market Access’ involvement in pricing, contracting, and defining of economic and health outcomes is instrumental to advancing brand and company strategy(ies). To build market access capabilities, WLH can support process optimization and talent development.
Market Access talent (in many organizations) does not have the needed competencies to consistently develop and execute market access strategies in the U.S. and global healthcare marketplaces. In just one example, WLH helped a leading specialty pharmaceutical company restructure its U.S. Market Access organization to better meet customer needs. This included defining a new structure, new roles, developing competency models, career frameworks, and outlining learning curricula.
WLH helped another top specialty pharmaceutical organization’s Market Access group define their talent and skill development strategy. This involved developing competency models and career frameworks for multiple roles and levels including:
- Managed Market Sales Account Executives (Payers and Systems)
- Reimbursement Services
- Government Relations
- Pricing & Contracting
- Payer Marketing
- Health Economics and Outcomes Research
Please contact us to learn more about how we can help you build your Market Access capabilities.
You may also find these resources useful:
- Case Study: Market Access Learning Strategy and Curriculum
- Case Study: Key Account Management Strategy Implementation
- Publication: Executing a Key Account Management Strategy
- WLH Blog: Connecting the Dots: Lessons for BioPharma Leadership and Learning Organizations
- WLH Blog: Getting Value Out of the Quarterly Business Review
- WLH Blog: Best Practices and Lessons Learned for Q1 Business and Account Plan Reviews