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
 Acknowledgement

Acknowledgement 4

Dedication 5

Certificate 6

CHAPTER:1 INTRODUCTION 7

Overview 7

History 8

Mission Statement & Core Values 18

Functions 19

Objectives 20

Purpose of internship 20

Research methodology 20

Limitations 21

CHAPTER:2 ORGANIZED STRUCTURE & SETUP 22

Functions of management 22

Chart of management 24

CHAPTER:3 FUNCTIONS OF VARIOUS DEPARTMENTS 25

HR Department 25

Marketing & Sales Department 30

CHAPTER: 4 PRODUCTS AND SERVICES 33

Manufacturing Sites of GSK Pakistan 35

CHAPTER: 5 SWOT 36

CHAPTER: 6 CONCLUSION/SUGGESTION/PROCEDURE 37

Conclusion 37

Suggestion 37

Reference/ bibliography 38

3
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

Dedication

4
 “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.

5
CHAPTER: 1 INTRODUCTION

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

7
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.

8
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.

9
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

11
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

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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.

13
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 third-
largest 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.

14
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.

15
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 Europe.

GSK reduces prices for anti-retrovirals in the world's poorest countries.
GSK ceases providing corporate political contributions.

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.

17
18
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.

19
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-the-
counter- 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.

20
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.

21
CHAPTER: 2 ORGANIZED STRUCTURE & SETUP
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

22
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

23
 Chart of Management

Managing
Director

Director Technical
Legal Director

Director
Medical

Director
Director BU
Director BU Marketing Director
Director HR II
I & BD Finance

National Group
HR
Sales Product
Manager
Manager Manager

Assistant
Sales Product
HR
Manager Manager
Manager

Regional
Brand
Sales
Manager
Manager

Medical
Services
24 Executive
CHAPTER: 3 FUNCTIONS OF VARIOUS DEPARTEMENTS

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.

25
Selection Process

Failed to meet minimum qualification

Failed to complete application or job specification

Employment
Test

Failed Test
Comprehensiv
e Interview

Background
Checks If required
Failed to impress interviewer & or meet job

26
Med / Phy
Examination
 Specification
Reject Application
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

27
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.

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

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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

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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

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Accomplishments

Duties Time Line

o Orientation 01 Day

1. IJSFA Two Weeks

o Entry of Call Plan manual & computerized 02 Days
o Entry of Travel Plan manual & computerized 01 Day
o Develop Dr List 02 Days
o Red Book 01 Day
o Coverage 02 Days
o SFPI 03 Days
o Addition and Deletion of Drs 01 Days

2. General Administration Two Weeks

o Log Books 03 Days
o House Keeping 01 Days
o General Work 02 Days
o Arrangement
 Promotional Activities Inside & Outside 03 Days
 HR & other supporting Activities 03 Days

3. Sales Three Weeks

o Daily Sales Performa 01 Day
o Weekly & Monthly Sales Performa 01 Day
o YTD & Growth Sales Chart 01 Day
o Value Wise & Product Wise Sales Chart 01 Day
o Geographical Sales Performa 02 Day
o Business Review Package of Sukkur Region 06 Day
o Expense Performa (DM & P A) 02 Day
o Forecast sales & Target distribution 02 Day
o Sale Force Leadership Plan 02Day

4. System Administration Five Days

o Troubleshooting of Software and Hardware 01 Day
o Network (LAN) 01 Day
o Mail Server 01 Day

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CHAPTER: 4 PRODUCTS & SERVICES

GSK Pakistan currently working with following Products.

Core Product Portfolio Strategic Product Portfolio

Augmentin Antibiotic Arixtra Anti-Coagulant

Septran Antibiotic Avodart BPH

Calpol Antipyretic Maxipime Antibiotic

Zinacef Antibiotic Zofran Antiemetic

Velosef Antibiotic Capoten Antihypertensive

Ceporex Antibiotic Cutivate Antifungal

Zantac PPI Panadol Antipyretic

Polyfax Antibiotic Engerix Vaccine

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Betnovate Antifugal Zefix Vaccine

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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.

CHAPTER: 5 SWOT

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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.

CHAPTER: 6 CONCLUSION/SUGGESTION/PROCEDURE

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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.

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 Reference/ bibliography
• Philip Kotlar

• www.gsk.com.pk

• Employee Handbook

• IJSFA

• Miss Fariha salauddin HR Director

• Mr.Maqbool Rehman Head of Core Business

• Mr.Zulfiqar Ali National sales Manager

• Mr Jawed Iqbal Kaim Khani Regional Sales manager - Sukkur

• Mohammad Qasim MSE - Sukkur

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