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Novartis sales force reorganization

Executive Summary

As of Jan. 5, Novartis Pharmaceuticals is rolling out a nationwide restructuring of its U.S. sales forces. The new structure breaks up Novartis' nationwide, brand-centered sales forces into five primary care-focused regional operating units and one national specialty pharmaceutical business unit. Each unit will be led by a general manager. The reorganization sounds technical, but it is part of Novartis' major strategic shift to be more responsive to and devote more resources to new kinds of customers, such as payers and patient advocacy groups. As previously announced, about 550 sales rep positions are being cut as of that date
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