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GLAXO U.S. GROUP VPs ROBERT INGRAM AND THOMAS D'ALONZO

Executive Summary

GLAXO U.S. GROUP VPs ROBERT INGRAM AND THOMAS D'ALONZO will divide sales and marketing, and operations functions under a management reorganization announced by Glaxo Jan. 9. Both D'Alonzo and Ingram will report directly to Glaxo Inc. CEO Charles Sanders, MD. The new management organization is effective immediately, Glaxo said. It appears to be an interim step leading to the selection of a new president for Glaxo's U.S. subsidiary. That title is now empty. Ingram, who has held the title of executive VP responsible for corporate, government and regulatory affairs since joining Glaxo from Merck last spring, will take on the additional responsibility of sales and marketing. In that position, Ingram will head operations with more than 2,100 Glaxo employees. At Merck-Frosst where he was president before joining Glaxo, Ingram headed an organization of about half that size. The increased responsibilities for Ingram indicate that he is being groomed as the likely second-in-charge for Glaxo's U.S. operations behind Sanders. Ingram has a strong background in both marketing and policy. At one point in his career, he was Merck's chief lobbyist in Washington. D'Alonzo formerly carried the title of president of Glaxo Inc. In that position, however, he did not have overall responsibilities as chief operating officer. The functions reporting to him appear to have changed little in the reorganization. He will head Glaxo's internal functions, such as manufacturing, quality assurance, human resources, strategic planning and commercial development. D'Alonzo joined Glaxo in 1983 as general counsel, just before the start of the fast Zantac run- up at the company. Responsibility for sales and marketing was previously held by Exec VP Alan Steigrod, who has resigned "to pursue entrepeneurial opportunities," Glaxo noted. Steigrod was the "architect" of Glaxo's sales and marketing organization, which has grown from several hundred to 2,100 sales reps. Steigrod was one of the early recruits into Glaxo as the British firm prepared for ranitidine. He joined Glaxo from Boehringer-Ingelheim in 1981 when the firm had sales of $ 14 mil. During his tenure as director of sales and marketing, the company grew to over $ 2 bil. in sales. A direct tie to Glaxo's past will be maintained by the presence of James Butler in the senior management group. A veteran of the small firm (Meyer Labs) that Glaxo purchased as a toehold in the U.S., Butler will assume reponsibility for Glaxo's institutional and managed care businesses and contracts. He was previously VP and general manager of Glaxo Labs. He will report to Ingram. Other appointments include: Robert Zeiger, former VP and general manager of Allen & Hanburys, to VP and general manager of Glaxo Pharmaceuticals; former Allen & Hanburys VP-Sales Ronald Stanton to VP and general manager of Allen & Hanburys; VP- Commercial Development Richard Franco to VP and general manager of Glaxo Dermatology division; and Margaret Dardess to VP-corporate affairs. Dardess' responsibilities will include policy development, external professional education programs and public relations. Former Glaxo VP-Public Relations Ronald Sustana also recently resigned but continues to act as a consultant to the company. Ingram is being assigned responsibility for Glaxo's marketing and sales at a touchy time in Glaxo's development -- Zantac is approaching eight years on the U.S. market, Ventolin is nearing the end of its exclusive marketing and outside observers are watching carefully for any signs of slowing momentum. Glaxo is now launching one of its vaunted followup products, Zofran (see story above). The firm is also committed to a previously set co- marketing agreement for a Sandoz calcium channel blocker, DynaCirc.
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