Qasim Internship Report on GSK

January 13, 2018 | Author: Mansoor Ahmed | Category: Glaxo Smith Kline, Recruitment, Employment, Pharmaceutical Drug, Pharmaceutical
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Internship Report On GlaxoSmithKline Pakistan

Submitted by: Ali murad MBA (Marketing) Batch 09B

Sukkur Institute of Science & Technology

Our values And behavior

Table of Contents 2















Mission Statement & Core Values






Purpose of internship


Research methodology






Functions of management


Chart of management




HR Department


Marketing & Sales Department




Manufacturing Sites of GSK Pakistan












Reference/ bibliography






Before writing this Acknowledgement I am very thankful to Almighty ALLAH who gives me ability and courage to complete this Internship Report successfully in a sophisticated manner. I would like to acknowledge the dynamic guidance and support of our respectable teachers, who support me from 1st Semester to Last Semester. Without their guidance, support and guidance this task of completing this Internship Report would be very difficult. I am very thankful to GlaxoSmithKline Pakistan members who guided me during entire course of my Internship and gave me their precious time and information to make the report in proper manner. I am also thankful to our respectable Director Sir Hassan Bhayo, for his personal efforts and interest in making the career of the Students bright and beautiful and last but not the least I feel very great depth of obligation to my parents and other teachers of SISTECH whose bold commitments, confidence on me and appreciation helped me a lot to prove myself. I am in short of word to express my modest gratefulness and recognition to cuddly and loveable “Parents and Members of Family” who each and every moment pray for my Success. I also pay appreciation to my Friends. I am also thankful to all my Teachers who taught me from Childhood to still. My special thanks to my Regional Sales Manager Mr. Syed Irfan Ali and Mr. Jawed Iqbal Kaim Khani who help me extra ordinary and guide me each and every Step and give me useful information for to learn more and more. I feel great pride and pleasure on accomplishment of this Report



“Confidence comes from Hours and Days And Weeks and Years of Constant Work and Dedication” At first dedicating this Work to Almighty ALLAH without his mercy and Sympathy I was not able to accomplish this work. This humble effort is dedicated to my honorable PARENTS Who did their best to uplift me to the height of and ideal life and whose affections inspired me to love Mankind and respect others TEACHERS Who built my moral and made possible me to achieve the height of ideal life. FRIENDS Who always helped me in preparing this Internship report and all types of matter.




Overview GlaxoSmithKline Pakistan Limited was created January 1st, 2001 through the merger of SmithKline and French of Pakistan Limited, Beecham Pakistan (Private) Limited and Glaxo Wellcome (Pakistan) Limited- standing today as the largest pharmaceutical company in Pakistan. As an industry leader we are committed to our mission of providing patients quality products to help improve their lives. GlaxoSmithKline – one of the world's leading research-based pharmaceutical and healthcare companies – is committed to improving the quality of human life by enabling people to do more, feel better and live longer. We are one of the few pharmaceutical companies researching both medicines and vaccines for the World Health Organization’s three priority diseases – HIV/AIDS, tuberculosis and malaria, and are very proud to have developed some of the leading global medicines in these fields. Headquartered in the UK and with operations based in the US, we are one of the industry leaders, with an estimated seven per cent of the world's pharmaceutical market. But being a leader brings responsibility. This means that we care about the impact that we have on the people and places touched by our mission to improve health around the world. It also means that we must help developing countries where debilitating disease affects millions of people and access to life-changing medicines and vaccines is a problem. To meet this challenge, we are committed to providing discounted medicines where they are needed the most. As a company with a firm foundation in science, we have a flair for research and a track record of turning that research into powerful, marketable drugs. Every hour We spend more than £300,000 (US$562,000) to find new medicines. We produce medicines that treat major disease areas such as asthma, virus control, infections, mental health, diabetes and digestive conditions. In addition, we are a leader in the important area of vaccines and are developing new treatments for cancer. We also market other products, many of which are among the market leaders: •

Over-the-counter (OTC) medicines including Iodex, Eno, Calplol and Panadol

Dental products such as Aquafresh and Sensodyne

Smoking control products Nicorette/Niquitin

Nutritional healthcare drinks such as Lucozade, Ribena and Horlicks

Skincare products marketed by Stiefel Laboratories


History of GlaxoSmithKline World wide

1830 John K Smith and his brother-in-law, John Gilbert, opened a drugstore in Philadelphia in 1830. When John Gilbert decided to withdraw, Smith was joined by his younger brother George. The company soon became a leader in drug wholesaling. 1842 Thomas Beecham launches the Beecham's Pills laxative business in England. The laxative is to become widely successful.

1859 Beecham opens the world's first factory to be built solely for making medicines at St Helens in England. 1865 Mahlon Kline joins Smith and Shoemaker - as John K Smith and Co had become - as a bookkeeper 1873 Joseph Nathan, who left the UK to seek new business opportunities 20 years before, establishes a general trading company at Wellington in New Zealand - Joseph Nathan and Co - the foundation for the Glaxo company to be formed later. 1875 Mahlon Kline took on additional responsibilities as a salesman and added many new and large accounts. He is rewarded when the company, Mahlon K Smith and Company, is renamed Smith, Kline and Company.


1880 Burroughs Wellcome & Company is established in London by American pharmacists Henry Wellcome and Silas Burroughs, four years after Joseph Nathan opened a London office. 1884 Tabloid is registered as a Burroughs Wellcome and Company trademark to describe its compressed tablets 1885 Thomas Beecham's company acquires headquarters on the corner of Silver Street and Water Street, St Helens, England. Two years later, the company's new factory in St Helens becomes the first in the area to have electricity 1891 Smith, Kline and Company acquires French, Richards and Company, providing a greater portfolio of consumer brands

1902 The Wellcome Tropical Research Laboratories open 1904 Nathan starts dried milk powder production in New Zealand, exporting to London. Henry Wellcome hires Henry Dale, who is to discover and study, among other things, 1913 Production of Beecham's Pills laxative reaches one million a day. 1919 Alex C Maclean establishes Macleans Ltd, manufacturing own-name products for chemists. Mahlon Kline begins the novel practice of sending pharmaceutical samples through the mail to doctors across the US.


1924 The vitamin D preparation Ostelin becomes Glaxo's first pharmaceutical product. The Wellcome Foundation Ltd is formed. The Beecham estate is purchased by Philip Hill, who realised that the Beecham's Pills business could, through diversification, become the basis of a major company. 1926 Beecham's Powders cold remedy is introduced 1929 Smith, Kline and French Company is renamed Smith Kline and French Laboratories and becomes more focused on research. 1930 Sydney Smith of Wellcome isolates the glycosides of Digitalis lanata, a variety of foxglove. Lanoxin (digoxin) is used in the treatment of heart failure. 1935 Glaxo Laboratories is formed and new facilities are created at Greenford, near London. 1936 Sir Henry Wellcome's will leaves sole ownership of The Wellcome Foundation Ltd to a UK medical research charity, today called the Wellcome Trust. Sir Henry Dale of Wellcome is awarded the Nobel Prize for Medicine for his work in the chemical transmission of nerve impulses 1938 Beecham acquires Macleans Ltd and Eno's Proprietaries Ltd. Macleans toothpaste and Lucozade energy-replacement drink are added to Beecham's product line 1943 Beecham Research Laboratories is formed with the mission to focus exclusively on basic pharmaceutical research. 1945 Beecham Group Ltd is established, replacing Beecham Pills Ltd and Beecham Estates Ltd later known as Beecham Group plc - and incorporates Beecham Research Laboratories. 10

1947 glaxo Laboratories Ltd absorbs the Joseph Nathan company and becomes the parent company. Glaxo is listed on the London Stock Exchange. New Beecham laboratories are established at Brockham Park in Surrey, England. 1948 Vitamin B12 is isolated by Glaxo scientists for the treatment of pernicious anaemia. Streptomycin for TB treatment is produced by Glaxo scientists. Polymixin anti-bacterials are developed by Wellcome. Smith Kline and French Laboratories acquire a new site at 1530 Spring Garden Street, Philadelphia. 1949 Beecham Group Ltd acquires C L Bencard Ltd, a company specialising in allergy vaccines. It is a first step towards ethical products for the Beecham company.

1953 Wellcome launches its antileukaemic drug Purinethol (mercaptopurine). 1958 Glaxo acquires Allen and Hanburys Ltd. 1959 The Wellcome Foundation acquires Cooper, McDougall and Robertson Ltd, an animal health company founded in 1843. 1958-1959 Wellcome launches range of Actifed antihistamine products for head colds and allergies. 1960 Smith Kline and French launches Contac, the cold remedy, using the Spansule to release an initial major therapeutic dose, followed by numerous smaller doses, over 10-12 hours. The


company moves into the animal health business with the acquisition of Norden Laboratories.

1963 Betnovate (betamethasone) becomes the first of Glaxo's range of steroid skin disease treatments. In the mid-1960s, Smith Kline and French acquires RIT (Recherche et Industrie Therapeutiques), a vaccines business. 1968 Septrin (co-trimoxazole) anti-bacterial from Wellcome is introduced. 1969 Glaxo launches Ventolin (salbutamol) for asthma, developed at Ware and marketed under the Allen and Hanburys name. Ceporex, Glaxo's first oral cephalosporin antibiotic, is introduced. Smith Kline and French enters the clinical laboratories business through the purchase of seven laboratories in the US and one in Canada. 1970 Burroughs Wellcome Inc moves its production facility from New York to Greenville, North Carolina. 1971 Wellcome launches its rubella vaccine. Burroughs Wellcome Inc opens its research site at Research Triangle Park, North Carolina. 1972 Scientists at Beecham Research Laboratories discover amoxicillin and launch Amoxil, to become a widely-used antibiotic. Beecham Group plc is unsuccessful in its bid for Glaxo Group Ltd - and Glaxo is unsuccessful in its attempt to merge with UK chemists Boots. Inhaled steroid beclomethasone dipropionate is launched by Glaxo as Becotide (beclomethasone dipropionate) for asthma, followed in 1975 by Beconase for rhinitis conditions. 1976 The H2 blocker Tagamet (cimetidine) is introduced in the UK by the SmithKline Corporation, and in the US in the following year. The treatment will revolutionise peptic ulcer therapy. 1978


Through the acquisition of Meyer Laboratories Inc, Glaxo's business in the US is started, to become Glaxo Inc from 1980. The broad-spectrum injectable antibiotic Zinacef (cefuroxime) is introduced by Glaxo.

1981 The anti-ulcer treatment Zantac (ranitidine) is launched by Glaxo and is to become the world's top-selling medicine by 1986. Augmentin (amoxicillin / clavulanate potassium), to combat a wide range of bacterial infections in children and adults, is launched by Beecham. The antiviral Zovirax (aciclovir) is launched by Wellcome for herpes infections 1982 SmithKline acquires Allergan, an eye and skincare business, and merges with Beckman Instruments Inc, a company specialising in diagnostics and measurement instruments and supplies. The company is renamed SmithKline Beckman. John Vane of the Wellcome Research Laboratories is awarded the Nobel Prize, with two other scientists. 1983 Glaxo Inc moves to new facilities in Research Triangle Park and Zebulon, North Carolina. The broad-spectrum injectable antibiotic Fortum (ceftazidime) is launched. Wellcome launches Flolan (epoprostenol) for use in renal dialysis. 1986 Beecham acquires the US firm Norcliff Thayer, adding Tums antacid tablets and Oxy skin care to its portfolio. 1987 The AIDS treatment Retrovir (zidovudine) is launched by Wellcome. Glaxo introduces the oral antibiotic Zinnat (cefuroxime axetil). 1988 SmithKline BioScience Laboratories acquires one of its largest competitors, International Clinical Laboratories, Inc, increasing the company's size by half and establishing SmithKline BioScience Laboratories as the industry leader. The Nobel Prize for medicine is awarded to George Hitchings and Gertrude Elion, of Burroughs Wellcome Inc, and to Sir James Black, who had worked at the Wellcome Foundation and Smith Kline and French Laboratories. 1991 Glaxo launches its novel treatment for migraine, Imigran (sumatriptan), Lacipil (lacidipine) for high blood pressure, and Cutivate (fluticasone propionate) in the US for skin diseases.


SmithKline Beecham moves its global headquarters to New Horizons Court at Brentford, England. SmithKline Beecham's Seroxat/Paxil (paroxetine hydrochloride) is launched in the UK, its first market.

1992 Mepron (atovaquone) for AIDS-related pneumonia is introduced by Burroughs Wellcome in the US. SmithKline Beecham's Havrix hepatitis A vaccine, inactivated, the world's first hepatitis A vaccine, is launched in six European markets. 1993 SmithKline Beecham and Human Genome Science negotiate a multi-million-dollar research collaboration agreement for identifying and describing the functions of the genes in the human body. Glaxo introduces Flixotide (fluticasone propionate) for bronchial conditions. 1994 SmithKline Beecham purchases Diversified Pharmaceutical Services, Inc, a pharmaceutical benefits manager. Sterling Health also is acquired, making SmithKline Beecham the thirdlargest over-the-counter medicines company in the world and number one in Europe and the international markets. With the intention of focusing on human healthcare, SmithKline Beecham sells its animal health business. 1995 Glaxo and Wellcome merge to form Glaxo Wellcome. Glaxo Wellcome acquires California-based Affymax, a leader in the field of combinatorial chemistry. The Queen opens Glaxo Wellcome's Medicines Research Centre at Stevenage in England. Valtrex (valaciclovir) is launched by Glaxo Wellcome as an anti-herpes successor to Zovirax (acyclovir). SmithKline Beecham acquires Sterling Winthrop's site in Upper Providence, Pennsylvania, to fulfil US R&D expansion needs. 1997 SmithKline Beecham's research centre, New Frontiers Science Park, opens at Harlow in England. SmithKline Beecham and Incyte Pharmaceuticals create a joint venture diaDexus - to discover and market novel molecular diagnostics based on the use of genomics. 1998 SmithKline Beecham and the World Health Organization announce a collaboration to eliminate lymphatic filariasis (elephantiasis) by the year 2020. The largest pharmaceutical company in Poland is created with the acquisition of Polfa Poznan by Glaxo Wellcome.


1999 The 30th anniversary of the launch of Ventolin (albuterol) is marked as respiratory becomes Glaxo Wellcome's largest therapeutic area. Sharpening its focus on pharmaceuticals and consumer healthcare, SmithKline Beecham divests SmithKline Beecham Clinical Laboratories and Diversified Pharmaceutical Services. SmithKline Beecham's Avandia (rosiglitazone maleate), for the treatment of type 2 diabetes, is launched in the US.

2000 GlaxoSmithKline is formed through the merger of Glaxo Wellcome and SmithKline Beecham. 2001 GSK moves to its new UK headquarters in Brentford, West London. GSK House consists of four, five-storey buildings and a 16-storey tower block linked by an internal fully-glazed 'street'. The building was designed with input from employees. Twinrix, the first combination vaccine to prevent hepatitis A and B is approved by the FDA. GSK reorganises its research and development efforts into Centres of Excellence for Drug Development (CEDDs), small business units that emphasise flexibility, innovation and therapeutic focus. GSK launches Advair, an anti-asthma medicine, in the US and acquires the Sensodyne range of oral care products. GSK launches the African Malaria Partnership to help combat a disease that kills more than one million people every year. 2003 On 27 July 2003, ten million people in Sri Lanka received free doses of GSK-donated albendazole to help prevent the transmission of lymphatic filariasis. GSK launches Wellbutrin XL, an anti-depressant medicine, in the US. 2004 GSK ships 33 million tablets of preferentially-priced Combivir (HIV treatment) to Africa. GSK launches its Clinical Trial Register, an Internet site containing clinical trial data that anyone can access. GSK is the first pharmaceutical company to offer this level of transparency for its clinical trial data.


2005 GSK launches Rotarix, a vaccine against rotavirus, a major cause of vomiting and diarrhoea in infants. The launch programme of the product focuses on markets where the need is highest. GSK donates medicines and vaccines in response to the Asian Tsunami disaster of December 2004 and devastation caused by Hurricane Katrina in the USA in August 2005. GSK announces the FDA approval of Fluarix GSK take steps to bolster it leadership position in pandemic flu preparedness by investing in flu vaccine production facilities, the acquisition of vaccines production facilities and the development of candidate pandemic flu vaccines. 2006 GSK produces over 10 million packs of its anti-flu treatment Relenza in one year. To boost its consumer healthcare portfolio, GSK acquires CNS Inc 2007 In a busy year for acquisitions, GSK acquires Domantis, a leader in developing antibody therapies, Praesis Pharmaceuticals, a biopharmaceuticals company and Reliant Pharmaceuticals, a producer of cardiovascular medicines. GSK launches alli, over-the-counter orlistat, for first FDA-approved treatment for obesity in the US. New R&D centre opened in China. 2008 GSK marks the ten year anniversary of its commitment to eliminate lymphatic filariasis. New allergic rhinitis treatment Avamys approved in GSK reduces prices for anti-retrovirals in the world's poorest GSK ceases providing corporate political contributions.

Europe. countries.

2009 Weight loss medicine alli launches in Europe. Synflorix, GlaxoSmithKline‘s pneumococcal vaccine, receives European authorisation. GSK‘s commitment to emerging markets is strengthened through agreements with Aspen, Dr. Reddy‘s and UCB. GSK becomes a leader in skincare with the acquisition of Stiefel. advances in treatment and care for HIV communities. Agreement reached to launch Lucozade in China. GSK‘s H1N1 Pandemrix vaccine receives European Commission Approval. 16

Cervarix approved in USA and Japan. World‘s largest malaria vaccine trial gets underway in seven African countries. GSK signs agreement with the World Health Organization to donate 50 million doses of pandemic H1N1 vaccine for distribution to developing countries. GlaxoSmithKline announced as Tier 3 Sponsor as London 2012 anti-doping plans confirmed. As part of its commitment to greater transparency, GSK publishes speaking and consulting fees paid to US physicians. 2010 GSK becomes acquired Bristol-Myers Squibb Products in Pakistan and Egypt.

History of GlaxoSmithKline Pakistan Limited GlaxoSmithKline, Pakistan (GSKP) Limited is the largest research-based pharmaceutical company in the country and the second largest in the world. GSK have been represented in Pakistan since 1955, which puts in a great position to make a difference to our community and promote good corporate citizenship. We strive to be valued corporate citizens no matter where we do business. We have always shown strong commitment and support for public health and awareness initiatives and have championed many social causes. In the face of growing adversity, especially in the developing world, GSK have responded through three main channels: preferential pricing (vaccines and anti-virals being offered on non profit basis/discounts), research and development and community investment. The Group's strong commitment to the community is reflected in various charitable projects in Pakistan, and around the world. GSK relationship with our various communities is something we are very proud of as individuals and as an organization. According to the Guardians Giving List: GSK was at 6th place before any other pharmaceutical company, with the highest overall gift in kind quantity and the third highest overall cash donation of £61 million in 2006. GSK Pakistan was also awarded the prestigious Management Association of Pakistan (MAP) award for which nominations are based on independent evaluation of quality of management practices including corporate governance, marketing planning, production, R&D and corporate social responsibility and also financial performance. Awards are given in two categories - Business & Industrial and Financial and GSKP won the overall Corporate Excellence Award in the Business & Industrial category by obtaining the score across all sectors in 2007.



Mission Statement Excited by the constant search for innovation, we at GSK undertake our quest with the enthusiasm of entrepreneurs. We value performance achieved with integrity. We will attain success as a world class global leader with each and every one of our people contributing with passion and an unmatched sense of urgency. Our mission is to improve the quality of human life by enabling people to do more, feel better and live longer. Quality is at the heart of everything we do- from the discovery of a molecule to the development of a medicine.

GSK Values GSK values are deeply embedded in every function, across the globe. Strategic development, operations, and customer engagement are based on our values of

Vision Statement To create and sustain value by recognized as a pharmaceutical industry leader valued by patients and the health care providers, sought after as an employer, and respected by the scientific community and by our competitors.

Functions Our corporate functions are based at GSK House in West London, and work with various different business areas to deliver against overall organizational goals. As well as benefits, compensation, recruitment, organization and leadership development, and employee health management, the HR team is also responsible for operations, strategy, communications and systems. Our 2011 Industrial Placement Opportunities exist for students who are currently undertaking a business related degree and can demonstrate a genuine interest in Human Resource Management.


Objectives As a leading international pharmaceutical company we make a real difference to global healthcare and specifically to the developing world. We believe this is both an ethical imperative and key to business success. Companies that respond sensitively and with commitment by changing their business practices to address such challenges will be the leaders of the future. GSK Pakistan operates mainly in two industry segments: Pharmaceuticals (prescription drugs and vaccines) and consumer healthcare (over-thecounter- medicines, oral care and nutritional care). GSK Pakistan leads the industry in value, volume and prescription market shares, and we are committed to our mission of providing patients quality products to help improve the quality of their lives. Some of our leading pharmaceutical brands include Augmentin, Seretide, Amoxil, Velosef, Zantac and Calpol and renowned consumer healthcare brands, which include Panadol, Horlicks, Aquafresh, Macleans and ENO

At GSK, we firmly believe that operating in a responsible and ethical way is essential for the success of our business. We have come a long way but recognise that there is much more we can do and we will continue to challenge ourselves. CEO Sir Andrew Witty Purpose of Internship The main purpose of this internship report is to fulfill the partial requirement of the degree of MBA and to become familiar with the practical working conditions of business organization. To measure the gap between theory and practice.

Research Methodology The research will be composed of literature review for theories and qualitative research mainly. An extensive study of the research methodology literature will be the base. Then the practical experiences and observations from the project worked for during internship will be compared with the literature. Finally qualitative in-depth interviews and key informant interviews will lead us to our answers. Mostly Primary data are used in Internship, but Secondary data also used due to unavailability of Primary Data.


Limitations It is very obvious that there should be some limitations in organization while working, because with lots of co-operative and polite attitude they kept many things some matters away from me, just like they didn't allow me for working in field and working with distribution sales officer as well.




Definition of Organization An organization is a group of people associated for business, political, professional, religious social or other purpose. In other words we can say that any group of people who have some goal with formal agreement may be an organization. Organizational Chart An organization chart is defined as a clear set of relationship among the member of an organization. Management organizational structure shows who is responsible for what & who is to report to whom. It's also sets the routs along which information flows both up & down the chain of command.

Functions of management

Board of Directors Salman Burney Rafique Dawood Husain Lawai Maqbool-ur-Rehman Erum Shakir Rahim Fariha Salahuddin Dr. Muzaffar Iqbal Shahid Mustafa Qureshi Yahya Zakaria Mehmood Mandviwalla


Management Committee Salman Burney Dr. Muzaffar Iqbal Erum Shakir Rahim Fariha Salahuddin Shahid Qureshi Yahya Zakaria Maqbool ur Rehman Sohail Mateen Dr Atif Mirza M. Salman Burney - Managing Director Dr. Muzaffar Iqbal - Technical Director, Global Manufacturing and Supply Pervaiz Iqbal Awan - Director Sales BU-I Maqbool Ur Rahman - Director Sales BU-II Erum Shakir Rahim - Director Marketing & Business Development Javed Ahmedjee - Director Finance, IT & Logistics Shahid M. Qureshi - Director Legal, Corporate Affairs, IR, Admin and Regulatory Fariha K. Salahuddin - Head of Human Resource and Organisational Development Dr. Yousuf Khan - Director Medical Affairs and R&D Sohail Matin - Country Manager, Consumer Healthcare


Chart of Management Managing Director

Director Legal

Technical Director

Director Medical

Director HR

Director BU I

Director BU II

National Sales Manager

HR Manager

Assistant HR Manager

Director Marketing & BD

Director Finance

Group Product Manager

Sales Manager

Product Manager

Regional Sales Manager


Brand Manager

Medical Services Executive



Human Resources Department GlaxoSmithKline has a very extensive HR department, which always busy to develop the company's capability & seeks to facilities the contribution among the employees to achieving the company's goals. The HR department creates the strategies & innovation for which companies noted. As slogans of GSK our challenges is life. The HR department activities contributed to company's success in a variety of ways, like HR department responsible to hire the people according to the job description. In recruitment process GlaxoSmithKline invest the money for hiring the right candidate. GlaxoSmithKline department of the products, every year HR department spend the certain amount on the R&D department. Recruitment & Selection Process

GlaxoSmithKline has very qualitative recruitment & selection process. In which HRD plays very important role to hire the employee. When the company conducts the interviews in which HR members & departments' members select the candidate. In GlaxoSmithKline recruitment & selection process has some steps which are followed in recruitment process.


Selection Process

Failed to meet minimum qualification

Failed to complete application or job specification

Failed Test

Employment Test Comprehensiv e Interview Background Checks If required

Failed to impress interviewer & or meet job

26 Med / Phy Examination

Reject Application

Specification Problem encountered

Unfit to do essential elements of Job

Able to perform essential elements of Job

Final Job Offer

Creating a High- Performances Culture GlaxoSmithKline wants to align employee with the key success factors of our business and to give them incentive to concentrate their efforts in areas where the biggest difference can be made and the greatest benefits achieved. Performance and talent 'management area the two pillars of clear for goal settings, performance review and training. Training and Skills Development GlaxoSmithKline is an innovation driven company, it is essential to promote the renewal and development of individual skills of our employee. Therefore, they are fostering and making environment that establishes an expectation of continual learning, innovation and creativity to achieve outstanding performers. GlaxoSmithKline intends to support our employee, personal development efforts and provide them the necessary training programs to perform their function and to develop their capabilities. Individual development planning begins our performance process. The purpose of the annual performance review is not only to assess annual achievements and to agree on individual objectives, but also to discuss career aspirations; and possible personal development. During this discussion, the employee and the manager on what is needed to further develop the employee in the current job and lot prepare the employee for other positions. Based on this exchange between employee and manager, training program


and the other activities are identified that update and enlarge the knowledge of our employees and also improve their employability. What information designed is to attract, retain and motivate the best people. Talent Management Through the talent management process, we address organizational issues that are important to our business success. The aims are to identify talent recruitment based on business need, assess individual and organizational potential, review talent and address gaps in our talent pipeline. By identifying successors for key positions, we can define coaching and development plans and future moves. And where gaps exist, we will fill them by recruiting suitable candidates. Differentiation increases motivation and retention of our best performers; it also clarifies the need for establishing development plans for our talent. Participate, purchased 2.3 million new shares under the plan, even though the stock market environment was very volatile at the time of the offering. A similar plan was offered in 2000. Using the Leadership Profile a tool for Managers & PA’s The leadership profiles one of sanofi aventis mangers most important tools. It is linked to major people-related process that managers use to identify and develop the people who make certain that sanofi aventis is a leader in global pharmaceuticals markets. Hiring and Staffing Besides the functional / technical aspects, the leadership profile sets the criteria for selecting the individuals who have the best qualifications and skills to be successful in leadership positions to be filled. Training GlaxoSmithKline use the leadership profile to focus individual training on the success factors which has been identified as critical for GSK success. GlaxoSmithKline principle of Total Reward GSK offers a reward program designed to attract, retain and motivate the people who are critical for reaching the goal of our performance driven company. GSK reward program reinforces the partnership between the company and its associates by providing a clear line of sight between individual's performances and rewards linked to business results. GSK taken together, their plans that comprise total reward are competitive with comparable pharmaceuticals and related companies in the location where we operate. GSK provides a competitive benefits package designed to support the current and future needs of a diverse population. Compensation Plan The successful transformation of GlaxoSmithKline into a pure pharmaceutical company is due first and foremost to our employees. Their commitment to business goals and dedication to customer needs are the foundation of our progress. 28

GSK has established policies and practices designed to make us an employee of choice in our industry. We have a worldwide employment approach based on two principles: respect for legal requirements in each country where we operated and respect for people and organization representing our employees. o o o o o o o

Competitive compensation and reward system. Increasing focus on talent management. Training and skills development. Workplace diversity. Global employee opinion survey. Europeans work council. Employee share ownership.

GSK Components of Total Compensation Plan:Our Total Compensation Components Employee benefits and perquisites Long term incentives Short term incentives Base salary o Base salary is fixed o Long term and short term incentives are variable. Base Salary Their basic salary ranges are locally developed to be competitive in each country. The application of these ranges to what individuals are actually paid reflects performances, skills, competency level and experience. Short-Term Incentives This compensation component, their annual incentives plan, provides cash awards to eligible associates around the world. The target awards levels are developed to be competitive and to meet local market requirements. Their annual incentive is to use the annual incentive plan to drive and reward better-then industry performances. Marketing System GSK has very huge and effective marketing system, which is always busy to provide support to the sales, management teams when planning, analyzing and evaluating alternative strategies. GSK believe on an effective marketing system which can help to capture the market and enhance the profitability of the company by using the effective marketing plans. Daily Sales Report


The account officers compile this report after gathering the product wise primary sales figures of all the areas from depot and email it to the head office and daily basis. This report depot target this month, sales this month/last month/on had. Graphical Analysis of Sales Mostly this activity applies at head office, through graphical analysis they analyze the current sales position national and area wise. 1. Daily sales analysis (using Bar Charts) (Distributor Sale, Salesman wise sale, Route wise sale, Brand wise sale, Brand shop sale) 2. Daily sales analysis (using line charts) 3. Brands share (using pie charts) 4. M/Sales Analysis (using bar charts) 5. M/Sales Analysis (using line charts) GSK leadership profile Business success demands effective leadership. Leader must communicate a clear vision provide a sense of direction and motivate others to follow that direction. At GSK, our goal is to consistently have quality leadership across the entire organization. Therefore we developed our town leadership profile to help our managers focus on the leadership capabilities we will need to address our business challenges successfully in the competitive pharmaceuticals market. GSK leadership profile includes five success factors •

Deliver strategic business results

Demonstrates personal leadership

Build the global organization

Develop human capital

Transforms and reinvent the business

Deliver strategic Business Results •

Focus on customers and market value creation.

Establish a compelling vision with clearly focused priorities.

Drive for Speed in decisions and action.

Integrate and balance global and local perspectives.

Marketing & Sales Departments


Sales Promotion Promotion is adding values and bringing innovative style of promotion to activate & communicate merit of the products and purses the target customers to buy it. GSK has a great concern for the promotion of its products. The all Pharma Associates are totally equipped with scientific knowledge about the products & they know how-to compete the other competitors. This makes the difference in the market that's why GlaxoSmithKline is known by the name of "research base organization in allover the world". Special posters are designed stalls are set at different occasions. These stalls run a promotion called "sure win" which offered customers an instant win (with 100% incidence) on prescription of the product. This kind of stalls ranges the special events like conference etc. Drug Information Systems GSK has information system which's always looks to the new information regarding the disease or product. This department provides the latest information to company's employee as well as to customer on request. This department is specially controlled or run by the doctors & scientist too. This department is responsible to search new information for customers (doctors).

Duties and Responsibilities •

Medical Service Executive Sukkur Region will report to Regional Sales Managers

Updating of Scientific knowledge

Making Business Plan Quarterly

Implementation of Marketing Activities

Managing Accounts by sharing of scientific Knowledge

Identifies the weak & potential areas which can cover to meet the Business goal

Implementation of SOPs

• • •

Arrangement of Scientific Product Presentations & Round table discussion With highly sophisticated Physicians or Specialists Collect the Daily Sales from distributors and convey to District Managers

Experience sharing with Pharma Associates on weekly meetings

Abide by all instruction from Information Solution department

Any special task assigned by Sales Manager 31

Accomplishments Duties


Time Line


1. IJSFA o o o o o o o

01 Day

Entry of Call Plan manual & computerized Entry of Travel Plan manual & computerized Develop Dr List Red Book Coverage SFPI Addition and Deletion of Drs

Two Weeks 02 Days 01 Day 02 Days 01 Day 02 Days 03 Days 01 Days

2. General Administration o Log Books o House Keeping o General Work o Arrangement  Promotional Activities Inside & Outside  HR & other supporting Activities

Two Weeks 03 Days 01 Days 02 Days

3. Sales o o o o o o o o o

Three Weeks 01 Day 01 Day 01 Day 01 Day 02 Day 06 Day 02 Day 02 Day 02Day

Daily Sales Performa Weekly & Monthly Sales Performa YTD & Growth Sales Chart Value Wise & Product Wise Sales Chart Geographical Sales Performa Business Review Package of Sukkur Region Expense Performa (DM & P A) Forecast sales & Target distribution Sale Force Leadership Plan

4. System Administration o Troubleshooting of Software and Hardware o Network (LAN) o Mail Server


03 Days 03 Days

Five Days 01 Day 01 Day 01 Day



GSK Pakistan currently working with following Products.

Core Product Portfolio

Strategic Product Portfolio







































GSK Manufacturing Sites in Pakistan GMS West Wharf This manufacturing site is located on the sea shore close to the Karachi Port and city centre. The major manufacturing operations at this site are Dermatological products, Ointments and Creams, including a sterile facility for liquid ampoules. The West Wharf site also has a small unit for aerosols and spansules manufacturing. Over a 100 Stock Keeping Units (SKUs) are manufactured here, with an annual volume of around 120 million packs. Major products manufactured at this site are Betnovate, Dermovate, Polyfax and Fefol Vit. GMS F 268, SITE Karachi This site is located in the Sindh Industrial Trading Estate and is the biggest GMS site in Pakistan. It has three manufacturing blocks Liquid Block, Tablets Block and a dedicated Penicillin Block. The site also has a small dedicated unit for Iodex Cream. Over 120 SKUs are manufactured at this site, with an annual volume of around 185 million packs. Major products manufactured at this site are Augmentin, Amoxil, Calpol, Zantac and Actifed. GMS Korangi, Karachi Located in the Korangi Industrial State, this manufacturing site has a dedicated block for Cephalosporin, both orals and injectables, as well as a small unit for tablets. GMS Korangi manufactures around 50 SKUs and produces an annual volume of around 25 million packs. A major product manufactured at this site is Velosef.

GMS Lahore This site is located on Ferozepur Road in Lahore and has a dedicated manufacturing unit for Cephalosporin’s orals and injectables. The site manufactures around 15 SKUs with an annual production volume of around 8 million packs. Major products manufactured at this site are Fortum, Zinacef and Ceporex.




Strength • • • • •

Interdicting new and research products. Ethical marketing approach. Up grading the products by utilizing the market knowledge as well as information. Effective human resource department which is always busy to coordinating the whole organization function Good training and development activates for employees.

Weaknesses •

Limited Pharma Associates and District Manager as compared to leading National Companies.. Less number of activities done by product management side s compared to GSK and Novartis (MNCs)

Opportunities • • • •

High concentration on new accounts. Government campaign to promote cardiac products and oncology products. Industry growth or market growth. Research molecules in pipe line.

Threats • • • •

Large number of competitors. High cost and due to high cost high price. Government policies for high price products. Unethical practices from competitors.




Conclusion During the internship, I have observed that all the departments of the organization doing their job in a defined format. I have observed that there is room for little improvement in a few department of the company.

1. It is seen that there is no proper communication in the organization upward. 2. The Distribution Channels are covering a huge territory, that's why they are unable to cover the market extensively. 3. They do not have realistic approach in target setting and facing difficulties in achieving target 4. They have been facing problems in the execution of planning.

Suggestion 1. Communication is the life blood for any organization; they should have smooth down ward and up ward communication so that the customer’s complaints or queries can easily resolve. 2. The budgets of the entire field force should be on rationale basis, higher targets may lead to turnover. 3. Organizations make professionals, every organization focuses on process of continuous improvement that will bring drastic improvement in the internal environment of the organization, and GSK as a giant should also adopt these policies for front line team which will increase the status of GSK in the pharmaceuticals industry. 4. Customers are not satisfied with the distributions management in terms booking & supply, they should put into operation some latest technology in it with using electronic devices for just in time delivery.


Reference/ bibliography •

Philip Kotlar

Employee Handbook


Miss Fariha salauddin

Mr.Maqbool Rehman

Mr.Zulfiqar Ali

National sales Manager

Mr Jawed Iqbal Kaim Khani

Regional Sales manager - Sukkur

Mohammad Qasim

MSE - Sukkur

HR Director Head of Core Business


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