Commercial Cross Functional Team of the Year

Entry Guidelines and Judging Criteria

This category will test your understanding of the role of the cross functional team in a pharma company and is assessed on the day in a simulation that comprises case study work, role play and interview.

You will be a team of up to 5 people with responsibilities across multiple disciplines within the commercial business, made up of Marketing, Sales, Medical and Market Access colleagues plus optional additional related functions.  You don’t need to be a current working team, and team members can be drawn from across your business.


  • Working together in a one-day challenge – you will need to demonstrate current best practice, to resolve the challenges you will face with a fictional product in a fictional company and market environment.
  • You will be given a short case study the day before the finals to enable you to prepare for a challenging business simulation.  As a team your roles and functions will all come into play and you will need to be able to react quickly to the requirements of the challenge.
  • A balance of the right capabilities will be essential on the day.  You will need knit this into a high-performing team.
  • This is an exciting opportunity to showcase how your team can deliver the very best at the cutting edge of pharmaceutical sales and marketing today.
  • Finalists will be briefed the challenge on arrival at the finals day, and participate in an interactive business simulation (usually 3-4 hours) before delivering their conclusions to a series of judging panels made up of senior marketing and industry leaders

There will be specific scoring criteria developed alongside the unique case-study/simulation challenge.  But all finalists should bear in mind the following points for this category:

  • Comprehending and understanding the challenge:
    Finalists should demonstrate an understanding of the case study and the challenges faced, including the scientific complexities and dilemmas presented
  • Understanding of the local and regional NHS and market access processes
    Evidence a wide and varied understanding of the changing NHS environment, the key stakeholders involved and how to positively influence them
  • Strategic Account Planning
    Demonstrate your ability to develop and execute a successful approach to the simulation, delivering your stated company objectives, and benefits for the NHS and patients
  • Networking
    Exhibit highly sophisticated and competent networking and influencing skills across a complex fictional NHS market access environment
  • Demonstrate high level selling skills across all sales channels
    Demonstrate as a team that you can operate effectively, selling and gain consensus across all levels of simulated NHS customer environment


Key dates

Entry Opens
Entry Closes
Virtual Finals Day – Singles
Finals Day – Cross – Functional Team
Awards Ceremony