Head of Market Access

Job Description Summary

Leads patient access strategy at regional/country level, driving pricing, reimbursement, and stakeholder engagement to optimize access. Uses cross‑functional insights to shape plans, business cases, and value propositions while influencing health policy trends. Oversees biosimilar performance, key account management, and hospital operations. Success is measured by market share, sales performance, and forecast accuracy, requiring strong negotiation, analytical skills, and healthcare system knowledge.

Key Responsibilities

• Leads the development and implementation of the patient access strategy at country / regional level.
• Facilitates and achieves optimal Patient Access by building relationships with KOL at a local level.
• Drives decisions related to access strategy at a local level.
• Utilizes insights from cross‑functional teams and market research to launch, develop and implement high‑quality Patient Access strategic and operational plans.
• Establishes and maintains a strong professional network within the Regional and local Government authorities, Healthcare providers, Health Economic organisations and other relevant decision‑making representatives to anticipate and influence legislative P&R trends.
• Communicates relevant changes and trends in local health policy environment and Patient Access activities of new competitors to the cross‑functional team.
• Creates and works with the Region/Franchise to agree Business Cases.
• Is accountable for the Patient Access & Payer perspective being appropriately reflected and integrated in the overarching product development, medical affairs and commercial strategy.
• Leads the cross‑functional value and access team to gather evidence that supports payer value proposition and pricing strategy.
• Defines the value‑based global price guidance and launch sequence according to the market situation and the company pricing principles.
• Oversees overall sales performance for Biosimilars.
• Drives sales performance for Mature Products.
• Develops the Key Account Management (KAM) team’s business expertise.
• Establishes and implements target setting at regional and key account levels.
• Manages Hospital Pharmacy Account operations.
• Contributes to the account planning process.
• Oversees product allocation at regional and account levels.

Key Performance Indicators

• Regional Biosimilar Penetration / Sandoz Market share
• Overall Sell‑in BIO sales performance
• Forecast accuracy

Essential Requirements

• Good negotiation skills and ability to conduct and understand tender/deal processes with the region – proven ability to understand and clearly communicate scientific and economic topics.
• Solid understanding of national healthcare, regulatory environment, and listing process.
• Strong negotiation and analytical skills.
• Fluency in Italian and English.

Compensation Structure & Criteria

Sandoz compensation is determined by job level, qualifications, niche skills, experience, and location within company salary ranges. Fully proficient and highly effective employees can expect a starting salary around market median, with those new to the level or with less functional depth at the lower end of the range and those with sustained superior or niche skills towards the higher end of the range. Internal equity and external market data inform our range placement. Annual salary reviews consider performance outcomes, market alignment, and business needs.

Commitment to Diversity & Inclusion

We are committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

Skills Desired

• Access And Reimbursement Strategy
• Agility
• Analytical Skill
• Analytical Thinking
• Cross‑Functional Collaboration
• Customer‑Centric Mindset
• Employee Development
• Finance
• Go‑To‑Market Strategy
• Healthcare Sector Understanding
• Health Economics
• Health Policy
• Health Technology Assessment (HTA)
• Influencing Skills
• Innovation
• Inspirational Leadership
• Lcm Strategy
• Market Access Strategy
• Negotiation Skills
• People Management
• Pricing Strategy
• Process Management
• Product Launches
• Public Affairs

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