Market access training for pharmaceutical teams: pricing, HTA and tenders

What is pharmaceutical market access?

Market access is the work between approval and use. In Europe a single marketing authorisation can cover every member state, but each country decides its own price and reimbursement. Without a reimbursed price, most prescription medicines are hardly used. Market access teams build the evidence, negotiate with payers and plan the order of launches across countries.

How are prices and reimbursement set in Europe?

Each country runs its own system. Germany assesses added benefit under AMNOG and then negotiates the reimbursed price. France, Italy and Spain combine HTA opinions with national price negotiations. Many countries use external reference pricing to cap their prices. The EU sets procedural rules for these decisions, such as time limits and transparency, but not the prices themselves.

What changes with the EU HTA regulation?

Regulation (EU) 2021/2282 creates joint clinical assessments done once for the whole EU. Countries must take the joint report into account but still make their own judgement on value, price and reimbursement. Companies need to prepare one evidence package for the joint assessment and still answer national questions afterwards.

Why do hospital tenders matter for market access?

For hospital products, generics and biosimilars, access often means winning a tender. Public buyers publish calls with award criteria, lots, supply guarantees and penalties. Price usually counts most, but quality, delivery and service criteria are growing. Missing a tender can lock a product out of a region for years. The courses below cover pricing, reimbursement and tenders, by role, with a recorded questionnaire at the end of each module.

This guide belongs to Training for Finance, pricing and tenders in pharma: 60 audio courses, 60 courses.