The Danish Healthcare Reform: What It Means for Pharma Sales Teams

The Danish Healthcare Reform: What It Means for Pharma Sales Teams

For the past year, the Gesundheit team has partnered with the market access specialists from Endpoint. It is alwaysinspiring to work with top experts in their field, but what we enjoy even more is working with people who like to have fun at the same time. Endpoint has the whole package.

For this edition of 3 Quick Ones, we asked Sarah Fredberg from Endpoint if she would like to contribute. Without hesitation, Sarah accepted the challenge – as long as she got to talk about her favorite topic these days: healthcare reform.

The Danish Healthcare Reform

Denmark’s upcoming healthcare structure reform is set to bring significant changes to the way healthcare services are organized, funded, and managed. While much of the debate has centered on patient outcomes, hospital capacity, and regional restructuring, one crucial aspect remains largely unexplored: the impact on sales teams within pharmaceutical companies.

Pharma sales professionals operate in a highly regulated and complex environment where access to decision-makers, regional procurement structures, and reimbursement processes define their success. With the reform shifting responsibilities and decision-making power, here are three key areas where pharma sales teams must prepare for change:

A New Decision-Making Landscape

The current regional decision-makers will continue to play a role, but their influence and processes will evolve, demanding a more flexible approach from sales teams. The reform is not about eliminating regional decision-making but rather reshaping how these stakeholders operate within a potentially more structured and data-driven environment. This shift will require sales teams to deepen their understanding of regional priorities and align their strategies accordingly. Companies that proactively monitor these developments and engage with stakeholders early will be better positioned to navigate the changing landscape effectively.

The Rise of Health Economics in Sales Conversations

With an increasing focus on cost-effectiveness and evidence-based decision-making, sales professionals must go beyond traditional product detailing. Demonstrating real-world outcomes, cost savings, and patient benefits will become even more crucial. The ability to translate health economic data into compelling value propositions will be a key differentiator in securing market access.

How to Stay Ahead

Pharma companies must act now to ensure their sales teams are ready for the coming changes. This includes:

• Investing in training on policy changes, market access, and procurement trends.
• Enhancing collaboration between sales, market access, and public affairs teams to align strategies.
• Strengthening digital engagement as access to decision-makers may become more restricted.

The Danish healthcare reform presents both challenges and opportunities for pharmaceutical sales professionals. Those who proactively adapt to the new landscape will be better positioned to navigate the evolving market and drive sustainable success.

Need help?
Contact Sarah Fredberg from Endpoint: sf@endpoint.dk