Effective Work Samples for Hiring Top Market Access Managers

Market Access Managers play a pivotal role in ensuring a company's products successfully navigate the complex landscape of healthcare reimbursement, pricing, and regulatory approval. Their expertise directly impacts revenue, market share, and ultimately, patient access to treatments. Traditional interviews often fail to reveal a candidate's true capabilities in strategic thinking, stakeholder negotiation, and problem-solving—skills that are essential for this multifaceted role.

Implementing practical work samples during your hiring process provides a window into how candidates actually approach the challenges they'll face daily. Rather than relying solely on candidates' descriptions of past experiences, work samples allow you to observe their skills in action. For Market Access Managers, who must balance analytical rigor with relationship-building finesse, these exercises reveal capabilities that might otherwise remain hidden in a standard interview.

The most effective Market Access Manager candidates demonstrate not just technical knowledge of reimbursement pathways and pricing strategies, but also the ability to influence stakeholders, analyze complex market data, and develop creative solutions to access barriers. Work samples designed specifically for this role can evaluate these competencies in a realistic context.

By incorporating the following exercises into your interview process, you'll gain deeper insights into each candidate's capabilities and fit for your organization. These activities simulate real-world scenarios that Market Access Managers encounter, providing a reliable predictor of on-the-job performance and helping you identify candidates who can truly drive market access success for your products.

Activity #1: Payer Negotiation Role Play

This exercise simulates one of the most critical responsibilities of a Market Access Manager: negotiating with payers to secure favorable reimbursement terms. Through this role play, you'll assess the candidate's negotiation tactics, understanding of value propositions, ability to handle objections, and communication skills under pressure—all essential competencies for successful market access.

Directions for the Company:

• Prepare a detailed scenario about a pharmaceutical/medical device product seeking formulary placement or reimbursement approval.
• Create a one-page product profile including: clinical benefits, economic value proposition, pricing information, and competitive landscape.
• Develop a character brief for the interviewer playing the payer representative (e.g., pharmacy director at a major insurer) including their priorities, concerns, and negotiation constraints.
• Provide the candidate with the product profile 24 hours before the interview, but don't share the payer representative's brief.
• Allocate 20-25 minutes for the role play followed by 5-10 minutes for feedback.
• Have a scoring rubric ready that evaluates: value articulation, objection handling, negotiation strategy, and communication clarity.

Directions for the Candidate:

• Review the product profile and prepare a negotiation strategy to secure favorable formulary placement or reimbursement terms.
• Consider potential objections from the payer and prepare responses that address clinical, economic, and competitive concerns.
• During the role play, present your value proposition clearly and respond to the payer's concerns and objections.
• Be prepared to make reasonable concessions while still achieving your core objectives.
• Your goal is to reach a mutually beneficial agreement that provides optimal access for your product while addressing the payer's needs.

Feedback Mechanism:

• After the role play, the interviewer should provide specific feedback on one strength demonstrated (e.g., "You effectively articulated the economic value proposition when faced with budget concerns") and one area for improvement (e.g., "You could have leveraged the comparative effectiveness data more effectively when discussing placement relative to competitors").
• Give the candidate 5 minutes to reflect on the feedback and then 5 additional minutes to re-approach a specific part of the negotiation incorporating the feedback provided.
• Observe how receptive the candidate is to feedback and their ability to adapt their approach accordingly.

Activity #2: Market Access Strategy Case Study

This exercise evaluates a candidate's strategic thinking, analytical capabilities, and understanding of market access pathways. By asking candidates to develop a market access strategy for a new product, you'll gain insights into their ability to identify barriers, prioritize stakeholders, and create comprehensive plans that align with business objectives.

Directions for the Company:

• Create a case study about a new pharmaceutical or medical device product preparing for launch.
• Include details about: the product's clinical profile, target patient population, competitive landscape, pricing considerations, and any potential access barriers.
• Provide relevant market research data, including payer mix, reimbursement landscape, and regulatory considerations.
• Send the case materials to candidates 48 hours before the interview.
• Allocate 20 minutes for the candidate's presentation and 10 minutes for questions.
• Prepare evaluation criteria focused on: strategic thinking, barrier identification, stakeholder prioritization, and implementation feasibility.

Directions for the Candidate:

• Review the case materials and develop a comprehensive market access strategy for the product.
• Your strategy should include:
• Analysis of potential market access barriers and opportunities
• Prioritization of key stakeholders and approaches for each
• Reimbursement strategy and pricing considerations
• Timeline for implementation with key milestones
• Metrics for measuring market access success
• Prepare a concise presentation (5-7 slides) outlining your strategy.
• Be prepared to explain your rationale and answer questions about your approach.

Feedback Mechanism:

• Provide feedback on a strength in the candidate's strategic approach (e.g., "Your identification of the specialty pharmacy channel as a key focus area demonstrated strong understanding of distribution challenges").
• Offer one constructive suggestion for improvement (e.g., "Your timeline for payer engagement could be accelerated to address potential formulary review cycles").
• Ask the candidate to revise one element of their strategy based on the feedback, giving them 5-7 minutes to explain their adjusted approach.
• Evaluate their ability to incorporate feedback while maintaining the integrity of their overall strategy.

Activity #3: Cross-Functional Collaboration Simulation

Market Access Managers must excel at working with diverse teams across the organization. This simulation tests a candidate's ability to collaborate effectively with colleagues from different departments, balance competing priorities, and drive consensus around market access initiatives.

Directions for the Company:

• Design a scenario where a market access initiative requires input and buy-in from multiple departments (e.g., marketing, medical affairs, regulatory, sales).
• Create role cards for 3-4 interviewers who will play different department representatives, each with their own priorities and concerns.
• Prepare a briefing document outlining the market access challenge and the candidate's role in facilitating a solution.
• Provide the briefing document to the candidate 30 minutes before the exercise.
• Allocate 25-30 minutes for the simulation.
• Evaluate the candidate on: facilitation skills, stakeholder management, conflict resolution, and ability to drive consensus.

Directions for the Candidate:

• Review the briefing document to understand the market access challenge and the perspectives of different departments.
• Your role is to facilitate a discussion that addresses the concerns of all stakeholders while advancing the market access objective.
• Begin the meeting by clearly stating the purpose and desired outcome.
• Encourage input from all participants, manage any conflicts constructively, and work toward a solution that addresses key concerns.
• Conclude with clear next steps and responsibilities.
• Your goal is to demonstrate how you would collaborate across functions to advance market access initiatives in a real-world setting.

Feedback Mechanism:

• After the simulation, provide feedback on one aspect the candidate handled well (e.g., "You effectively acknowledged the regulatory team's compliance concerns while still moving the discussion forward").
• Offer one area for improvement (e.g., "You could have more directly addressed the sales team's objections about messaging to physicians").
• Give the candidate 5 minutes to reflect on how they would handle the most challenging part of the discussion differently based on the feedback.
• Ask them to demonstrate this adjusted approach in a brief follow-up discussion with the most challenging stakeholder.

Activity #4: Market Access Barrier Analysis

This exercise assesses a candidate's analytical skills, problem-solving abilities, and knowledge of market access landscapes. By presenting them with real-world access barriers, you'll evaluate their ability to interpret complex data, identify creative solutions, and develop actionable recommendations.

Directions for the Company:

• Compile a dataset representing market access performance for a product facing specific barriers (e.g., prior authorization requirements, step therapy restrictions, high patient out-of-pocket costs).
• Include relevant metrics such as: approval rates, time to reimbursement, regional access variations, and competitor comparison data.
• Create a brief describing the product, current market access situation, and business objectives.
• Provide these materials to the candidate 24 hours before the interview.
• Allocate 30 minutes for the candidate to present their analysis and recommendations.
• Evaluate the candidate on: analytical rigor, insight generation, solution creativity, and implementation feasibility.

Directions for the Candidate:

• Review the dataset and background information to identify key market access barriers affecting the product.
• Analyze the data to determine:
• Which barriers are having the most significant impact on access
• Root causes of these barriers
• Potential solutions to address each barrier
• Prioritization of solutions based on impact and feasibility
• Prepare a structured analysis with clear recommendations for improving market access.
• Be prepared to explain your methodology, insights, and the rationale behind your recommendations.
• Your goal is to demonstrate how you would use data to identify and address market access challenges.

Feedback Mechanism:

• Provide specific feedback on one strength in the candidate's analysis (e.g., "Your segmentation of the prior authorization data by payer type revealed important patterns that weren't immediately obvious").
• Offer one area for improvement (e.g., "Your solution for addressing step therapy requirements could benefit from more consideration of the competitive landscape").
• Ask the candidate to refine one of their recommendations based on the feedback, giving them 5-7 minutes to present their revised approach.
• Evaluate their ability to incorporate new perspectives while maintaining analytical rigor.

Frequently Asked Questions

How much time should we allocate for these work samples in our interview process?

Each work sample requires approximately 30-45 minutes including setup, execution, and feedback. We recommend selecting 1-2 exercises that best align with your specific needs rather than attempting all four. Consider spreading them across different interview stages or having different team members evaluate different exercises.

Should we adapt these exercises for different levels of Market Access Manager positions?

Absolutely. For senior positions, increase the complexity of the scenarios, add more stakeholders to the collaboration simulation, or include more nuanced market access barriers. For more junior roles, simplify the exercises and focus on fundamental skills while providing more structure and guidance.

How should we evaluate candidates who have experience in different therapeutic areas or industries?

Focus on the transferable skills demonstrated rather than specific therapeutic knowledge. A strong candidate should be able to apply market access principles across different contexts. Consider providing additional background information about your specific therapeutic area to level the playing field.

What if we don't have team members who can effectively role-play the payer or cross-functional stakeholders?

Consider bringing in consultants or advisors with relevant experience, or train your team members with scripts and character briefs. The key is consistency across candidates. Alternatively, you can modify the exercises to be more discussion-based rather than full role plays.

How do we ensure these exercises don't disadvantage candidates from diverse backgrounds?

Review your case materials and scenarios to ensure they don't require cultural knowledge that might disadvantage certain candidates. Provide clear instructions and equal preparation time to all candidates. Consider having diverse team members review the exercises for potential bias before implementation.

Can these exercises be conducted virtually?

Yes, all of these exercises can be adapted for virtual interviews. For the negotiation role play and collaboration simulation, use video conferencing with breakout rooms if needed. For the case study and barrier analysis, candidates can share their screens for presentations. Ensure all candidates have equal access to technology and clear instructions for virtual participation.

The market access landscape continues to grow in complexity, making the role of Market Access Manager increasingly critical to a company's success. By incorporating these targeted work samples into your hiring process, you'll be able to identify candidates who not only understand market access principles but can apply them effectively in real-world situations.

These exercises go beyond traditional interview questions to reveal how candidates think strategically, collaborate across functions, analyze complex data, and negotiate with key stakeholders—all essential competencies for driving optimal market access for your products.

For more resources to enhance your hiring process, check out Yardstick's AI Job Description Generator, AI Interview Question Generator, and AI Interview Guide Generator. And for a deeper look at the Market Access Manager role, visit our Market Access Manager job description.

Ready to build a complete interview guide for this role? Sign up for a free Yardstick account today!