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U.S. PHARMACEUTICALS REORGANIZES MARKETING AND SALES OPERATIONS; PFIZER MOVES TOWARD DISEASE MANAGEMENT APPROACH

 NEW YORK, Jan. 11 /PRNewswire/ -- Pfizer Inc (NYSE: PFE) today announced a reorganization of its U.S. Pharmaceuticals marketing and sales groups as part of the company's ongoing commitment to remain ahead of the continuing changes in the healthcare marketplace.
 Pfizer Chairman and Chief Executive Officer William C. Steere, Jr. said, "Pfizer today is expanding both our disease management approach and our managed care focus, steps that will improve our ability to help provide the best patient care and outcomes possible. These steps will also serve to broaden our product line and expand our customer base, as well as reach current customers more effectively."
 The reorganization includes:
 -- Formation of two groups aligned by therapeutic area.
 -- Consolidation of the headquarters functions of the
 Pfizer Labs, Roerig, Pratt and National Healthcare
 Operations sales divisions. Field functions will
 retain their divisional identities.
 -- Establishment of a National Accounts Group to intensify
 our attention to the largest national accounts.
 -- Formation of a Customer Advocacy Group to provide and
 coordinate services for professionals, professional
 associations and consumers.
 The new consolidated marketing and sales organization will report to Karen Katen, executive vice president, U.S. Pharmaceuticals Group.
 "Today's constantly evolving business environment demands that we continually adapt our business structures to meet the needs of today's customers and anticipate the changing demands of tomorrow's markets. This reorganization builds on our past success, while fully integrating managed care efforts and moving toward disease management in a way that will help us to meet those demands," said Edward C. Bessey, vice chairman of Pfizer and president of U.S. Pharmaceuticals.
 Disease Management: a step toward more cost-effective healthcare
 The new organization will have two groups of multi-disciplinary teams aligned along therapeutic areas, allowing Pfizer to move toward a disease management approach. Building on the company's principal pharmaceutical care focus, this approach, when fully implemented, will broaden the company's efforts to contribute in every possible aspect relevant to the diagnosis, prevention, care and after-care of a disease, for patients and providers alike.
 The two groups will have dedicated cross-functional teams, comprised of representatives of product marketing, managed care marketing and medical operations. Each team will develop innovative programs, products and services for specific diseases that will be offered to all of Pfizer's customers. Managed care customers will be a priority for each disease management team, with additional dedicated staff responsible for consolidating Pfizer's overall effort to offer value to managed care organizations.
 Gary Jortner, vice president and general manager of Pfizer Labs, and Pat Kelly, vice president of marketing for Roerig, have each been named group vice presidents of disease management, U.S. Pharmaceuticals. Mr. Jortner's group will consist of teams responsible for cardiovascular diseases, allergic disorders and metabolic conditions, including diabetes and benign prostatic
hyperplasia. Mr. Kelly's group will have teams responsible for arthritis, mental health, and infectious diseases, both bacterial and fungal.
 National Accounts to expand focus on major managed care
 organizations
 The newly formed National Accounts Group gives Pfizer the means for reaching out more effectively to the most important national managed care accounts -- the largest nationwide purchasing organizations. Dean Maglaris, currently vice president and general manager, NHO, has been named group vice president, National Accounts Group, and will report to Ms. Katen.
 "Pfizer has established relationships with managed care organizations that
provide care to over 80 million Americans. Through


National Accounts, we will be able to build upon and deepen the relationships we already have with these key customers -- and to concentrate resources on establishing relationships with new customers," Mr. Bessey said.
 Headquarters functions of sales divisions to be consolidated
 A consolidated sales management group will be created out of the headquarters functions of Pfizer's sales divisions. Hank McCrorie, currently vice president of sales for Roerig, has been named group vice president of sales, U.S. Pharmaceuticals, and will head a consolidated sales unit,
consisting of the senior management of Pfizer's four sales divisions. Mr. McCrorie will report to Ms. Katen.
 While a consolidated headquarters operation is to be established, U.S. Pharmaceuticals' sales representatives and managers in the field will continue to be deployed in the existing Pfizer Labs, Roerig, Pratt and NHO field
operations. All sales divisions will have the responsibility for marketing to managed care providers throughout the country, adding to Pfizer's ability to directly reach this growing market sector.
 Enhanced customer service capacity added
 In recognition of Pfizer's changing customer base, and the growing need to improve customer relations, the company is establishing a new Customer Advocacy Group. Allen Meisel, M.D., medical director for Roerig, has been named vice president for Customer Advocacy. Dr. Meisel will report to Ms. Katen. Through the Customer Advocacy Group, all Pfizer customers will have access to needed information and educational programs in one central operation.
 Pfizer is a diversified, research-based healthcare company with global operations.
 -0- 1/11/94
 /CONTACT: Andy McCormick of Pfizer, 212-573-1226/
 (PFE)


CO: Pfizer Inc; U.S. Pharmaceuticals ST: New York IN: MTC SU:

TW -- NY022 -- 0907 01/11/94 10:20 EST
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Publication:PR Newswire
Date:Jan 11, 1994
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