Government Account Manager Staffing Levels Surpass Those of Pharmacy Account Managers in Global Pharma Market Access Teams

RESEARCH TRIANGLE PARK, NC--(Marketwired - May 23, 2017) - Market access teams across Top 10, Top 50 and small pharmaceutical companies are more likely to employ higher numbers of full-time equivalents (FTEs) to support government accounts compared to pharmacy accounts, according to a recently released study by business intelligence provider, Cutting Edge Information.

Recent research published in Global Market Access Strategies: Building Payer Relationships Through Comprehensive Value Stories found that among surveyed companies with government account managers, the number of total staff ranges from 0.5 to 19 FTEs. By comparison, the study found that the few surveyed teams with pharmacy account managers employ between 1 and 2 FTEs.

"Life science firms may require higher numbers of government account managers to address payers' market access needs thoroughly – both at national and regional levels," said Eric Bolesh, senior director of product development at Cutting Edge Information. "Typically, government account managers are employed to navigate complex administrative systems at the local level."

Employing a higher number of government account managers is ideal for Top 10 and Top 50 pharmaceutical firms because they are more likely to interact with payers in countries that have fragmented market access structures. With the exception of one Top 10 company's group, which employs 19 government account managers, the study found that remaining surveyed teams at Top 10 and Top 50 organizations employ anywhere between 0.5 and 5 FTEs.

Smaller medical and device company teams with government account managers in place each report employing a single FTE.

Global Market Access Strategies: Building Payer Relationships Through Comprehensive Value Stories, available at, explores emerging trends impacting market access teams and the best practices they implement to obtain better pricing and reimbursement around the world. The study contains detailed market access performance metrics, including ideal time frames for involving market access teams in supporting new product launches. Use the report's benchmarks and market access team priorities to:

  • Set market access budgets
  • Analyze market access sub-functions -- such as HEOR -- activities that receive higher priority and resource allocations
  • Develop stronger payer relationships by deploying account managers and incorporating third-party perspectives
  • Develop unique launch sequence strategies to capitalize on product value
  • Learn how market shifts and uncertainty will have a greater impact on pharmaceutical pricing activities

For more information about Cutting Edge Information's market access research, please visit

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Elio Evangelista
Senior Director, Commercialization
Cutting Edge Information

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