Over the last 20 years, biopharmaceutical manufacturers have increasingly faced new barriers in the market access of their products. From recent restrictions and coding hurdles to reimbursement challenges, manufacturers are implementing novel solutions to reduce risks, differentiate their products and address the growing needs of providers, payers and patients through a market access field team solution.
Working in a similar, yet separate space from a sales force, a market access field team works to proactively address the current and potential issues with market coverage and overcome patient access roadblocks to streamline the path for greater patient access. Common real-world scenarios handled by a market access field team include:
This presentation will cover:
- Strategies to deal with denials and appeals
- Educating sponsors on the growing role of Specialty Pharmacies
- Employing a hub to better support patients and providers
- Bridging the gap between product perceptions and reality
- Managing access throughout a product lifecycle
Join our webinar as two of the industry’s thought leaders cover a variety of access hurdle topics across the drug development continuum while providing insight and strategies to better understand market access opportunities for your current and potential product portfolios. You’ll learn about:
- The growing role of the Specialty Pharmacy and how to gain success with this key stakeholder.
- The key considerations in market access field support and unique solutions to increase patient access to your product.
- How a market access field team can help you differentiate, with providers, your product from the competition.
John McDermott,
Vice President, Covance Market Access Services
John McDermott is a Vice President at Covance Market Access Services whose interests include reimbursement planning, marketing strategy development, and public policy analysis for the drug and medical device industries. In his 17 years as a consultant, he has focused on value proposition development, Medicare and managed-care payment strategies, new-product launch planning, and payer and provider market research for cardiology, gastroenterology, neurology, oncology, and urology drugs and devices.
Before joining Covance, Mr. McDermott spent two years at Hill-Rom, the world's largest maker of hospital beds and therapeutic support surfaces, as manager of strategic planning and new business development. He gained valuable exposure to academic medicine as an intern for three years in the Dean's Office at Dartmouth Medical School. He also spent a summer as a pension fund analyst at Shearson Lehman Hutton and as a marketing intern at Amgen.
Mr. McDermott received his A.B. from Dartmouth College with honors in English and a modified major in Native American Studies. He received his M.B.A with a concentration in health services management from the Fuqua School of Business at Duke University.
William M. Fahey,
National Field Director, Market Access
William works directly with the Field Managers and Field Reimbursement Specialists to ensure program execution and strategic follow through based on client needs. In addition, he works as a strategic partner with the client to overcome hurdles and anticipate future opportunity specific to field team actions. He has directed teams within multiple therapeutic areas and lifecycle stages.
Prior to joining Covance, Mr. Fahey has Over 15 years of experience in the pharmaceutical/biotech industry in various leadership roles within Sales, Sales Operations/Field Force Effectiveness, Marketing and Market Access.
William has a BA in Philosophy/Political Science from the University of Arkansas.
Roshani Poudel,
National Field Director, Market Access
Roshani Poudel has over 9 years of reimbursement and market access experience at Covance as well as with other Biotech/Pharmaceutical companies. During these 9 years, Roshani has developed reimbursement strategies during different phases of product life cycle that encompassed successful launch of multiple In-house/Contracted Hubs, Patient Assistance Programs , Field Reimbursement Teams and Marketing initiatives. Roshani has also led multiple Market Access efforts to remove significant coverage barriers with Medicare, Medicaid, and Commercial Payers for various "Buy and Bill" products.
As Director, Field Market Access at CMA, Roshani is responsible for developing and managing a group of Field Managers who oversee teams that conduct field-based site visits and customer training to remove any access barriers. Roshani also serves as a strategic partner for clients to implement new initiatives and ensures that they are aligned with the clients' vision.
Roshani has a B. S. in Business Administration from Alliant International University, San Diego, CA.
Bruce L. Braaten,
Regional Manager, Market Access
Bruce currently serves as the Field Access and Reimbursement Director in the West Region. Mr. Braaten has over 20 years of experience in the biotech/device industry. Most recently he held positions with Roche serving in various leadership roles within the organization. Bruce brings experience as the Area Business Manager for the national Channel team for the purpose of building overall relationships, contract negotiations, securing coverage and reimbursement, and streamlining steps for smoother claims processing. He also held roles in leading field based teams, contracting with Managed Care Companies, sales leadership, project management and developing presentations for field use.
Bruce has a Bachelor's Degree in Biology and has studied in areas of Healthcare administration, Healthcare policy, and Organizational Communication.
- How a field team can support patient access to a product(s).
- How a field team program can supplement and/or support a reimbursement Hub.
- How an independent field team can represent an expert extension of a drug manufacturer.
- Employing a customized field team taking into account the unique challenges/opportunities of a product.
- Marketing Manager and Director
- Reimbursement Manager and Director
- Brand Manager and Director
- Payer Account Manager and Director
- Sales Director
