Business Cases: Market Access

Global Japanese Pharmaceutical Company Seeks to Build US National & Regional Payer Account Management Capability

Challenge & Discovery

Our client had zero presence with US customers in the payer environment as they had relied on the capabilities of a JV partner for many years to drive market access for their lead asset.  They were in process of reclaiming full commercial rights to that asset as well as preparing for the launch of a follow up product that was an injectable presenting even greater complexity from a policy and reimbursement perspective. It was critical for this client to build a national account team with diverse specialty therapeutics background as well as a deep track record with both commercial (national/ regional) and public payers.  This team would be tasked with removing all market access barriers for the upcoming launch as well as establishing a real foundation in the payer world to facilitate the success of future product launches.

Results & Impact

Given the accelerated timeline along with a very precise competency profile, the Ingeniquest team recommended an exclusive and engaged approach to the search effort. This would allow us to exercise our full arsenal of resources required to meet and exceed client objectives.  This engagement was completed in a span of 6 weeks from discovery through completion and acceptance of offers.  Ingeniquest presented 15 candidates across 5 National Account positions and successfully filled all 5 roles.

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