The Pharma Commercial Market Access Course
With Manoj Sood
Course Details
THE CONTENT
Market access has never been under more pressure, or carried more strategic weight. With EU HTA reform reshaping evidence requirements, pricing policies tightening across European markets, and senior leadership expecting access teams to drive commercial outcomes, the bar has moved.
This course equips market access professionals with the strategy, tools, and confidence to operate as genuine commercial drivers. Over two practice-focused days, you will learn how to assess health systems with precision, segment and prioritise stakeholders with impact, quantify the value of your access work in language that resonates with senior leadership, and build cross-functional alignment that sticks.
You will leave with a structured approach that you can apply immediately, as well as a 90-day action plan to put it into practice from day one back in the office.
THE EXPERT
Manoj Sood is a senior consultant and capability leader in life sciences with deep experience supporting global, regional, and affiliate teams across international markets.
His work spans biopharmaceutical companies, health system partners, and cross-functional commercial, medical, and market access organisations across Europe and beyond.
He specialises in translating strategy into execution through capability development, omnichannel training, strategic onboarding, and narrative design.
He has worked with teams at all levels to strengthen performance, accelerate adoption, and scale impact across diverse healthcare ecosystems.
His approach is practical and grounded in real-world application: equipping teams with the skills, structures, and clarity needed to deliver consistent results.
THE AUDIENCE & INTERACTIVE LEARNING FORMAT
This course is designed for professionals working in pharmaceutical market access, as well as colleagues in commercial, medical affairs, and business development who engage with access strategy as part of their role.
Whether you are deepening your expertise or broadening your perspective across functions, you will benefit from:
Hands-on group exercises built around real-world case studies, including your own brands and markets.
A strategic simulation on Day 2 that brings all frameworks together in a practical, high-engagement team exercise.
Individual reflection and action planning, so you leave with a concrete 90-day roadmap tailored to your context.
Peer learning from international colleagues facing similar challenges across different European markets and therapeutic areas.
Expert input and facilitated discussion throughout, with space to explore your specific questions and challenges.
The role of market access as a commercial growth driver in today's pharmaceutical landscape.
How to assess health systems and map the decision-makers, barriers, and enablers that determine patient access.
How to segment and prioritise stakeholders based on investment and influence rather than job title.
Key frameworks for quantifying the value of your access work in a way that resonates with senior leadership.
How to lead cross-functional alignment and communicate access strategy upwards with clarity and impact.
Day 1 — Build the Engine
| Welcome & Introductions (~30 min) |
| Market Access as a Commercial Growth Driver (~1 h 15 min) |
|
| Health System Assessment: Mapping the Playing Field (~1 h 30 min) |
Group exercise: In small groups, participants will apply the assessment framework to a case study based on a recent launch or brand they have been involved in. Findings and key learnings will be discussed in plenary |
| Lunch Break |
| Investment & Influence Segmentation (~2 h 15 min) |
Case study analysis and group debrief: applying investment & influence segmentation to participant case studies; facilitated discussion on what good looks like and transferable principles |
| Wrap-Up of Day 1 (~30 min) |
|
Day 2 — Drive Alignment, Engagement & Impact
| Roadmap for Day 2 & Recap of Key Learnings (~15 min) |
| Quantifying Access Value: SEi & MAv Frameworks (~1 h 30 min) |
Group exercise: Participants will calculate and present SEi and MAv using the course case studies |
| Access Strategy Simulation (~1 h) |
|
| Lunch Break |
| Cross-Functional Leadership & Alignment (~1 h 15 min) |
|
| Omnichannel Payer Engagement (~45 min) |
|
| Your 90-Day Access Excellence Roadmap (~1 h) |
Individual exercise: drafting your personal 90-day action plan |
| Wrap-up & Close (~15 min) |
UPCOMING DATES & FORMATS - FEES
18-19 November 2026
Brussels
Early bird € 2 970
(until 02/10/2026)
(Full fee € 3 370)
TIMING & LOCATION
Face-to-Face: Held at the Crowne Plaza Brussels Airport (Da Vincilaan 4, 1831 Brussels), between 9 AM and 5 PM CET. Preferential hotel rates available for participants.
All practical details will be shared upon registration. For any questions, please contact Margherita Mutto or call +32 472 03 11 38 .
GROUP DISCOUNTS
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan for more details.
HOW TO REGISTER
Click the green “Register” button on your preferred course session.
The registration wizard will guide you through the process.
PAYMENT OPTIONS
Credit Card: You’ll receive a secure payment link with your invoice (no immediate payment required).
Bank Transfer: Details provided with your invoice.
For help with registration, email Annelies Swaan or contact her by phone at +32 486 98 52 49.
INCLUDED IN THE REGISTRATION FEE
Access to a highly interactive, small-group course (max 20 participants)
Course materials in both digital and hard copy format
Certificate of attendance signed by the experts and CELforPharma
Opportunities for networking and informal discussions during coffee/tea breaks and lunch
A group dinner in a nearby restaurant on the evening of day 1
VAT INFORMATION
Prices exclude VAT. VAT application depends on course format and your location:
Face-to-Face in Belgium: 21% Belgian VAT applies
Live online courses: The applicable VAT depends on your invoicing address. Contact your local VAT office for refund procedures where applicable.
TRANSFER & CANCELLATION POLICY
Flexible Transfer
If a registrant is unable to attend the scheduled course, they can avoid any cancellation charges by providing a suitable replacement participant.
Alternatively, the registrant may transfer once, on a 'space-available' basis and at no extra cost, to another course of the same value held within one year of the original course date, provided this is done at least three weeks prior to the event.
Registration Cancellation
Less than 14 days prior to the course date: The registrant is liable to pay the full invoiced registration fee.
Between 15 and 30 days prior to the course date: The registrant is liable to pay 50% of the invoiced registration fee.
More than 30 days prior to the course date: The registrant is liable to pay a cancellation fee of € 450 per registrant.
If a registrant postpones their participation to a future course and subsequently cancels again, no refund will be issued for the registration fees.
People attending this course are typically also interested in the below courses.
Need help to find the right course? Email Inge Cornelis or call +32 473 65 15 77.
Course Details
Dates & Locations
Upcoming Session
18-19 November 2026, Brussels
Early bird € 2 970
(until 02/10/2026)
(Full fee € 3 370)
Prices are excl. VAT
THE CONTENT
Market access has never been under more pressure, or carried more strategic weight. With EU HTA reform reshaping evidence requirements, pricing policies tightening across European markets, and senior leadership expecting access teams to drive commercial outcomes, the bar has moved.
This course equips market access professionals with the strategy, tools, and confidence to operate as genuine commercial drivers. Over two practice-focused days, you will learn how to assess health systems with precision, segment and prioritise stakeholders with impact, quantify the value of your access work in language that resonates with senior leadership, and build cross-functional alignment that sticks.
You will leave with a structured approach that you can apply immediately, as well as a 90-day action plan to put it into practice from day one back in the office.
THE EXPERT
Manoj Sood is a senior consultant and capability leader in life sciences with deep experience supporting global, regional, and affiliate teams across international markets.
His work spans biopharmaceutical companies, health system partners, and cross-functional commercial, medical, and market access organisations across Europe and beyond.
He specialises in translating strategy into execution through capability development, omnichannel training, strategic onboarding, and narrative design.
He has worked with teams at all levels to strengthen performance, accelerate adoption, and scale impact across diverse healthcare ecosystems.
His approach is practical and grounded in real-world application: equipping teams with the skills, structures, and clarity needed to deliver consistent results.
THE AUDIENCE & INTERACTIVE LEARNING FORMAT
This course is designed for professionals working in pharmaceutical market access, as well as colleagues in commercial, medical affairs, and business development who engage with access strategy as part of their role.
Whether you are deepening your expertise or broadening your perspective across functions, you will benefit from:
Hands-on group exercises built around real-world case studies, including your own brands and markets.
A strategic simulation on Day 2 that brings all frameworks together in a practical, high-engagement team exercise.
Individual reflection and action planning, so you leave with a concrete 90-day roadmap tailored to your context.
Peer learning from international colleagues facing similar challenges across different European markets and therapeutic areas.
Expert input and facilitated discussion throughout, with space to explore your specific questions and challenges.
The role of market access as a commercial growth driver in today's pharmaceutical landscape.
How to assess health systems and map the decision-makers, barriers, and enablers that determine patient access.
How to segment and prioritise stakeholders based on investment and influence rather than job title.
Key frameworks for quantifying the value of your access work in a way that resonates with senior leadership.
How to lead cross-functional alignment and communicate access strategy upwards with clarity and impact.
Day 1 — Build the Engine
| Welcome & Introductions (~30 min) |
| Market Access as a Commercial Growth Driver (~1 h 15 min) |
|
| Health System Assessment: Mapping the Playing Field (~1 h 30 min) |
Group exercise: In small groups, participants will apply the assessment framework to a case study based on a recent launch or brand they have been involved in. Findings and key learnings will be discussed in plenary |
| Lunch Break |
| Investment & Influence Segmentation (~2 h 15 min) |
Case study analysis and group debrief: applying investment & influence segmentation to participant case studies; facilitated discussion on what good looks like and transferable principles |
| Wrap-Up of Day 1 (~30 min) |
|
Day 2 — Drive Alignment, Engagement & Impact
| Roadmap for Day 2 & Recap of Key Learnings (~15 min) |
| Quantifying Access Value: SEi & MAv Frameworks (~1 h 30 min) |
Group exercise: Participants will calculate and present SEi and MAv using the course case studies |
| Access Strategy Simulation (~1 h) |
|
| Lunch Break |
| Cross-Functional Leadership & Alignment (~1 h 15 min) |
|
| Omnichannel Payer Engagement (~45 min) |
|
| Your 90-Day Access Excellence Roadmap (~1 h) |
Individual exercise: drafting your personal 90-day action plan |
| Wrap-up & Close (~15 min) |
UPCOMING DATES & FORMATS - FEES
18-19 November 2026
Brussels
Early bird € 2 970
(until 02/10/2026)
(Full fee € 3 370)
TIMING & LOCATION
Face-to-Face: Held at the Crowne Plaza Brussels Airport (Da Vincilaan 4, 1831 Brussels), between 9 AM and 5 PM CET. Preferential hotel rates available for participants.
All practical details will be shared upon registration. For any questions, please contact Margherita Mutto or call +32 472 03 11 38 .
GROUP DISCOUNTS
Team discounts can be offered to 2 or more delegates from the same company.
Email Annelies Swaan for more details.
HOW TO REGISTER
Click the green “Register” button on your preferred course session.
The registration wizard will guide you through the process.
PAYMENT OPTIONS
Credit Card: You’ll receive a secure payment link with your invoice (no immediate payment required).
Bank Transfer: Details provided with your invoice.
For help with registration, email Annelies Swaan or contact her by phone at +32 486 98 52 49.
INCLUDED IN THE REGISTRATION FEE
Access to a highly interactive, small-group course (max 20 participants)
Course materials in both digital and hard copy format
Certificate of attendance signed by the experts and CELforPharma
Opportunities for networking and informal discussions during coffee/tea breaks and lunch
A group dinner in a nearby restaurant on the evening of day 1
VAT INFORMATION
Prices exclude VAT. VAT application depends on course format and your location:
Face-to-Face in Belgium: 21% Belgian VAT applies
Live online courses: The applicable VAT depends on your invoicing address. Contact your local VAT office for refund procedures where applicable.
TRANSFER & CANCELLATION POLICY
Flexible Transfer
If a registrant is unable to attend the scheduled course, they can avoid any cancellation charges by providing a suitable replacement participant.
Alternatively, the registrant may transfer once, on a 'space-available' basis and at no extra cost, to another course of the same value held within one year of the original course date, provided this is done at least three weeks prior to the event.
Registration Cancellation
Less than 14 days prior to the course date: The registrant is liable to pay the full invoiced registration fee.
Between 15 and 30 days prior to the course date: The registrant is liable to pay 50% of the invoiced registration fee.
More than 30 days prior to the course date: The registrant is liable to pay a cancellation fee of € 450 per registrant.
If a registrant postpones their participation to a future course and subsequently cancels again, no refund will be issued for the registration fees.
People attending this course are typically also interested in the below courses.
Need help to find the right course? Email Inge Cornelis or call +32 473 65 15 77.