Access to the medicines market has emerged as a critical and strategic component within the pharmaceutical industry, according to a recent report by AdQualis Human Results. This sector faces a notable shortage of mid-level professionals and increasing competition for experts in essential areas such as oncology and immunology.
The role of Pricing, responsible for defining and negotiating pricing strategies, is gaining more and more prominence. There is an increase in salaries and a high demand for Manager and Director positions, highlighting the need for professionals with specific skills in this area.
Additionally, professionals in Health Economics & Outcomes Research (HEOR) are gaining recognition for their ability to provide clinical and economic evidence underpinning funding and reimbursement decisions. These functions are vital to ensure that therapeutic innovation is accessible and equitable, especially in a more demanding regulatory environment.
Since its emergence in the 1990s, market access has evolved considerably, becoming a central pillar of organizations' commercial strategy. Currently, to manage this complex ecosystem, multiple actors such as health ministries and patient organizations participate, increasing the difficulty for Market Access teams. The recent regulatory trends in Spain and Europe have underscored the importance of these devices, pointing to the need for more uniform criteria in access to treatments and a closer link between prices and clinical outcomes.
These teams have the task of facilitating the availability of innovative treatments, acting as mediators between the various decision-makers and ensuring that they are integrated into health systems. Organizations have various positions in this area, from Head of Market Access to Regional Market Access Managers.
In the field of Pricing, the financial burden on companies has increased the relevance of pricing strategies. Meanwhile, HEOR experts must provide the necessary evidence to ensure the quality and efficacy of treatments, incorporating data from real clinical practice and patient assessments.
As the sector advances, there has been notable professionalization in roles that were previously marked by turnover and lack of clarity. These areas, previously undervalued, have become key to business development, being the third most in-demand function among young professionals, after marketing and the medical field.
However, the lack of talent, especially in middle-level positions, and the intense competition in critical areas, such as oncology, have begun to raise concerns within the industry. Salaries show an upward trend, with figures between 70,000 and 90,000 euros for Manager positions and exceeding 140,000 euros in high-level positions.
To attract and retain this specialized talent, companies must implement strategies that include flexible work arrangements, clear career plans, and an attractive employer brand image. In a context where the sustainability of health systems is at stake, having professionals in Market Access, Pricing, and HEOR is an essential imperative.
