Case study

VP Global Health Economics & Market Access, Mid-Cap MedTech Company

USA
A stethoscope lies on a white surface with a superimposed financial graph in the background. The image conveys healthcare and economics interconnection.

THE CHALLENGE

Our client was a mid-cap MedTech company seeking a VP, Global Health Economics & Market Access. Operating in an emerging therapy area where regulatory and reimbursement policies are constantly evolving, the challenge was to secure access to their devices for all patients who could benefit. To achieve this, the client conducts regular clinical studies and gathers real-world evidence (RWE) to demonstrate the clinical and economic benefits of their technology.  

The VP needed to possess a unique blend of skills and traits. This role would involve leading both the design and execution of studies, as well as the dissemination of results in the market. The ideal candidate needed:  

  • Business acumen necessary to understand key business objectives and challenges, ensuring evidence generation aligned with these priorities  
  • Deep health economics expertise to effectively design and execute studies and collaborate with health technology assessment (HTA) organizations, such as NICE  
  • A shrewd commercial mind to develop publication strategies that would drive desired business outcomes  
  • A hands-on, tactical approach, with the willingness to dive into execution in a fast-paced, lean environment 

THE SOLUTION

Given the difficulty in sourcing candidates with deep health economics expertise, we focused on identifying candidates with this specialized knowledge first. Once we identified potential candidates, we assessed their commercial capabilities to ensure they met the broader strategic requirements. Additionally, we primarily targeted other mid-cap companies to find the entrepreneurial, hands-on attitude our client needed.  

We crafted a bespoke messaging strategy and assessment process tailored to attract top talent, which emphasized:  

  • The strategic importance of the role: Operating in an emerging therapy area, generating compelling clinical and economic evidence is mission-critical for our client. This role would be more strategic than in many other MedTech companies, influencing the overall direction of their business.  
  • The impact of technology: Our client’s technology is a last-resort solution for patients suffering from an immensely burdensome, chronic condition, for whom traditional treatments fail. On average, our client’s technology is highly effective and provides life-changing results.

THE RESULT

We successfully placed a candidate with a PhD in Health Economics, who spent time on the faculty of one of the preeminent health economics research institutions in the world. With over 20 years of experience in industry, the candidate had a proven track record in generating health economic evidence for on-market and new medical devices. Beyond qualifications, the candidate demonstrated a tremendous passion for their work and an eagerness to collaborate with the team to get things done.

The impact

The impact of this placement has been significant. The new VP has initiated studies that will be instrumental in maintaining and expanding coverage in the US, while also securing reimbursement in growth markets that are currently cash-pay for our client. Further, they have been a key in developing the reimbursement strategy for new indications our client is pursuing, as well as completely new and innovative products and digital solutions. Beyond their individual impact, the new VP has elevated the team’s performance while grooming multiple potential successors.