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GSK To Cut U.S. Sales Force, Shift U.S. HQ

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By: Tim Wright

Editor-in-Chief, Contract Pharma

GlaxoSmithKline plans a 12% (or 1,800) reduction in its U.S. sales force as part of a restructuring effort. The company plans to shift some sales representatives from its pharmaceutical unit to its vaccine unit, which will result in a reduction of about 1,000 employees. That will leave it with a U.S. sales force of about 7,500 by the end of the year.
   
As part of the restructuring, the company plans to group its sales staff around specific treatment areas such as respiratory, for the asthma drug Advair and allergy medicine Veramyst, rather than geographically, as it had been organized in the past. According to GSK spokeswoman Mary Anne Rhyne, health professionals have told the company that “they want to see fewer reps but want to see people with specialized training and information.”
   
According to the company, Research Triangle Park, NC will be designated as its sole U.S. headquarters. Previously, the company’s site in Philadelphia shared this status. Ms. Rhyne said no significant work-force cuts would take place immediately in Philadelphia.

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