Executive Education


Market Access is a key challenge for the pharmaceutical industry. The healthcare systems globally face growing cost constraints. Furthermore, payers increasingly dominate access decisions. Therefore, for companies to achieve brand success, they must understand the needs of key stakeholders like patients, healthcare professionals, providers as well as payers and policymakers and how all these stakeholders interact with each other and assess value. Identifying the different goals and priorities, as well as anticipating perspectives and strategies of the key stakeholders requires an understanding of their decision-making framework and background as well as specific knowledge of processes and methods.

This course provides a basic understanding and skills to accompany and discuss market access strategies. It will familiarize you with Market Access regulations from a global perspective as well as based on the archetype Germany. Core principles of pricing, negotiations, Evidence-Based Medicine, Health Technology Assessment, Clinical Trials Methodology/Statistics/Clinical Epidemiology and Health Economics will be introduced. Objectives of this course are to (1) Provide a basic understanding of Market Access regulations, stakeholders, processes and methodologies (2) Give you a toolbox to facilitate the selection of an appropriate Market Access strategy (3) Provide you with insights from experts in order to give you certainty in dealing with Market Access projects and strategic discussions.

Any questions?

Get in touch!

Susanne Krieger

 +49 69 798 33510


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Course Format

This course is offered in the part-time Master of Pharma Business Administration MBA program and may be attended on a “no credit” basis by individuals not enrolled in the program. Course participants are visitors who are not responsible for assignments and do not take an exam or earn academic credits. As the number of seats in the course is limited, we recommend to register online early.

Learning Objectives

Upon completion of this course, you will be able to:

  • Critically asses Market Access strategies
  • Define the critical path of activities to achieve and maintain broad Market Access at an optimal price
  • Support Market Access projects.
Key Concepts

In order to achieve the goals of this course, you must master the following key concepts:

  • Healthcare regulations
  • Market Access & Pricing Tactics
  • Evidence-Based Medicine/Health Technology Assessment
  • Clinical Trials Methodology/Statistics in evidence planning, generation and evaluation
  • Real-World Evidence
  • Health Economics

Dr. Ingolf Griebsch

Dr. Ingolf Griebsch is Vice president & Head of Corporate Market Access Oncology at Boehringer Ingelheim. He studied pharmacy, public health and health economics and holds a PhD in Health economics from the University of Bristol/UK. Ingolf has over 25 years of experience in outcomes research, health technology assessments and market access in Academia and Industry. In addition, he is currently the project leader of the international SISAQOL IMI consortium that aims to generate recommendations for the statistical analyses of patient-reported outcome data in cancer clinical trials.

Dr. Andreas Henschel

Dr. Andreas Henschel is Head of Health Technology Assessment Germany at Boehringer Ingelheim. He started into the field of Market Access and Health Technology Assessment at Boehringer Ingelheim when the AMNOG was introduced in 2011. As a research associate, Andreas focused on the methods of evidence-based medicine, clinical uncertainty and the ethical implications.

Dr. Markus König

Dr. Markus König is Negotiation Lead at Abbvie Deutschland. Markus is one of the most experienced experts for pricing and price negotiations between payers and pharmaceutical companies in Germany under the AMNOG legislation. Markus led many negotiation teams and has conducted numerous price negotiations both on the side of National Association of Statutory Health Insurance Funds (GKV-SV) and the pharmaceutical industry. He is a trained chemical engineer and holds a PhD in engineering.

Dr. Stephan Linden

Dr. Stephan Linden (PharmD, PhD) is a Health Economics & Outcomes Research Lead at Boehringer Ingelheim. He has more than 15 years of global experience in academia and industry. Stephan lives daily his passion to maximize Patient Access to high Value Care with Real-word Evidence and Health Economics.

Dr. Matthias Pfannkuche

Dr. Matthias Pfannkuche is Vice President & Head of Global Market Access & Pricing Operations at Merck KGaA Darmstadt. He works in the field of Market Access, Pricing & Contracting, Health Technology Assessment and Government Affairs for almost 15 years. Matthias collected a broad Market Access expertise from global, regional and local positions with Merck and Boehringer Ingelheim. As a Postgraduate and Research Associate, he worked in different projects with leading health insurance companies and Government bodies to optimize quality and efficiency in drug management.

Justine Rochon

Justine Rochon is Senior Vice President & Global Head of Biostatistics and Data Sciences at Boehringer Ingelheim. She has a background in Biostatistics as well as in Psychology. Based on more than 20 years of multi-functional, in-depth experience in development and evaluation of therapies from academia and pharmaceutical industry, Justine offers a unique combination of scientific expertise, visionary leadership, and courage to explore new ways of thinking and acting. Besides her daily work, she serves as president of the European Federation of Statisticians in the Pharmaceutical Industry (EFSPI) and is lecturer of Biostatistics at the University of Heidelberg, Germany.

Key Facts

Course materials

Course materials will be provided in electronic form.




On Campus Westend of Goethe University Frankfurt and partially online via Zoom.

Certificate of participation

A GBS certificate of participation is awarded upon completion of the course.

Course Fee

€ 1,900 (fee is exempt from VAT). The fee for GBS students or alumni amounts to € 800.

Course Schedule
Date Session
Fri., November 15, 2024 13:00-15:00; 15:30-17:30; 18:00-20:00
Sat., November 16, 2024 09:00-11:00; 11:30-13:30; 14:30-16:30
Fri., November 29, 2024 13:00-15:00; 15:30-17:30; 18:00-20:00
Sat., November 30, 2024 09:00-11:00; 11:30-13:30; 14:30-16:30

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