This module addresses Market Access as a key challenge for the pharmaceutical industry, as healthcare systems worldwide face rising cost constraints and payers play an increasing role in access decisions. To achieve brand success, companies must understand the needs and perspectives of patients, healthcare professionals, providers, payers, and policymakers, as well as how these stakeholders assess clinical and economic value. This requires knowledge of their frameworks, priorities, and decision-making processes. The module provides a basic understanding of global Market Access regulations, with a focus on Germany, and introduces core principles of pricing, negotiation, evidence-based medicine, health technology assessment, statistics, clinical epidemiology, and health economics.
- Critically evaluate Market Access strategies within the pharmaceutical and healthcare context, considering stakeholder perspectives, value propositions, and policy frameworks
- Define and articulate the critical path of activities required to achieve and sustain Market Access at an optimal price point, including regulatory, health economic, and stakeholder engagement components
- Effectively contribute to and support Market Access projects by applying practical tools, frameworks, and cross-functional collaboration strategies
This course is part of the prestigious part-time Pharma MBA program, conducted in English on Fridays and Saturdays on Campus Westend. It offers a valuable opportunity to network and gain expertise without committing to a full degree program. Upon completion, participants receive a Certificate of Participation. As the number of seats is limited, we recommend to register early. If you're a GBS or Goethe University alum, explore our attractive alumni discount options.
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Dr. Ingolf Griebsch
Dr. Ingolf Griebsch is the Global Head of Health Economics & Outcome Research (HEOR) at Ferring Pharmaceuticals. With a background in pharmacy, public health, and health economics, he 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 across both academia and industry. He is also the project leader of the international SISAQOL IMI consortium, which aims to create recommendations for statistical analyses of patient-reported outcome data in cancer clinical trials.
Dr. Alexandra Lauer
Dr. Alexandra Lauer is a Therapeutic Area & Methodology Statistician at Boehringer Ingelheim. In her role, she serves as a statistical advisor with a focus on Market Access and Medical Affairs statistics with the goal of designing clinical studies serving the needs of both regulators and payers. Her research focuses on the measurement properties of patient-centered outcome measures in the field of oncology, mental health, and inflammatory diseases, and the role of such measures in the context of the Health Technology Assessment. Alexandra is a mathematician by training, with a PhD in mathematics from Saarland University.
Dr. Andreas Henschel
Dr. Andreas Henschel serves as the Head of Health Technology Assessment Germany at Boehringer Ingelheim. He began his career in Market Access and Health Technology Assessment at Boehringer Ingelheim, coinciding with the introduction of AMNOG in 2011. As a research associate, he focused on methodologies in evidence-based medicine, clinical uncertainty, and related ethical considerations.
Dr. Stephan Linden
Dr. Stephan Linden (PharmD, PhD) serves as the Director of Market Access and Pricing for Europe at CSL Behring in Barcelona. He possesses over fifteen years of international experience spanning academia and industry. Dr. Linden professionally dedicates his efforts to optimizing patient access to high-value care through real-world evidence and health economics.
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 payors and pharmaceutical companies in Germany under the AMNOG legislation. Markus has led many negotiation teams and conducted numerous price negotiations on behalf of both the National Association of Statutory Health Insurance Funds (GKV-SV) and the pharmaceutical industry. He’s a trained chemical engineer and holds a PhD in engineering.
Dr. Matthias Pfannkuche
Dr. Matthias Pfannkuche is Vice President & Head of Global Value Demonstration, Market Access & Pricing Operations at Merck KGaA, Darmstadt. He has worked in the field of Market Access, Pricing & Contracting, Health Technology Assessment, and Government Affairs for almost 15 years. He gained broad Market Access expertise through global, regional, and local roles at Merck and Boehringer Ingelheim. As a Postgraduate and Research Associate, he worked on various projects with leading health insurance companies and Government bodies to optimize the quality and efficiency of drug management.
Candidates with an undergraduate degree (i.e., bachelor or equivalent) of 180 credit points (CP) based on the European Credit Transfer System (ECTS) can apply for our Open Programs. The allocation of credit points for work experience will appear on the Academic Transcript of Records and be titled ‘Prior Learning Assessment’.
Open Program applicants must submit a recent proof of English language proficiency at the higher B2 level per the Common European Framework of Reference (CEFR). The GBS Office of Admissions will accept test results of the following tests, taken no longer than two years ago upon the date of submission:
- TOEFL iBT®
- TOEFL iBT® Home Edition
- IELTS
- Cambridge Certificate of Proficiency in English
- English Language Level Test (ELLT) - Oxford International Digital Institute
Applicants may request a waiver of proof of proficiency in English in case one of the following conditions applies. The applicant
- is a native speaker of English;
- has graduated from an international baccalaureate program
- has completed their undergraduate or master-level studies in a program taught entirely in English;
- has worked in an English-speaking country for at least one year.
If the applicant has not taken any of the above tests when submitting the application, the applicant can upload a confirmation of the test registration to the online admissions portal.
Applicants who submit a language certificate older than two years but without an expiry date will be invited for an additional interview with a native speaker of English.
Proof of relevant post-undergraduate work experience of at least one year is to be submitted, e.g., a performance review, reference letter, or written confirmation from your employer.