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Kaushal Kishore | Tender and Pricing Lead | Global Commercial Excellence
Dr. Marco Rauland | Vice President | Merck KGaA
Oliver van Zon | Vice President Market Access Europe

AI in ‘Pricing and Market Access’

This white paper explores how companies, particularly in the consumer goods sector, can effectively respond to the growing unpredictability of tariffs and market disruptions. It argues that traditional reactive approaches are no longer sufficient in a landscape marked by sudden policy shifts, evolving consumer expectations, and economic volatility. Through historical context, case studies, and brand analyses, the paper reveals how pricing strategies, brand perception, and consumer behavior intersect to shape outcomes. It emphasizes the importance of integrated commercial planning, linking pricing, marketing, innovation, and demand forecasting to build resilience. The paper also highlights the transformative role of data intelligence and advanced analytics in enabling smarter, real-time decisions. Ultimately, it calls for businesses to shift from fragmented, siloed responses to holistic, insight-driven planning, positioning them to navigate uncertainty with greater clarity, agility, and strategic foresight.
Kaushal has 19 years of international experience across consulting and top pharma companies including Merck, Bayer, Amgen and Novartis. He has led pricing and tender excellence initiatives across portfolio stages and today works as a trainer and consultant, with a strong focus on AI applications in pharmaceutical commercial processes.
Marco Rauland has more than 25 years of drug development, marketing, market research and pricing consulting experience in the pharmaceutical industry. Prior to joining Merck Marco was Vice President Europe of GfK's Market Access practice. Before that Marco was the Global Head of the Pricing, Access and Reimbursement practice of Genactis and Senior Director of the Pricing and Reimbursement Business Unit at TNS Healthcare (now Kantar Group).  Marco is an expert in global pricing, listing and reimbursement strategy and has extensive experience in implementing pricing, access and reimbursement solutions at all stages of the product life cycle, from early product development to post-launch pricing. He has developed the pricing, access and reimbursement strategy for product launches across numerous therapy areas and has in-depth knowledge of international country pricing & reimbursement systems. Marco studied Biochemistry and Pharmacology at the University of Cologne and holds a PhD in Natural Science.
Oliver van Zon has over 20 years of experience in the biopharmaceutical industry spanning market access, pricing, commercial strategy, and finance. Prior to joining Crinetics Pharmaceuticals as Vice President Market Access Europe, Oliver held senior leadership roles at Menarini-Stemline and Amgen where he led global pricing and global/regional market access roles across multiple therapeutic areas respectively. He is an expert in international pricing, reimbursement negotiations and market access strategy, with experience in lifecycle management initiatives, value-based pricing models and cross-functional launch integration planning. Oliver has supported market access strategy development across product maturity stages from early pipeline to post-launch and incorporating technologies across business processes. He holds a Masters degree in Economics and an MBA from ESADE Business School.