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

CHAPTER:1

Acknowledgement

Dedication

Certificate

INTRODUCTION

Overview

History

Mission Statement & Core Values

18

Functions

19

Objectives

20

Purpose of internship

20

Research methodology

20

Limitations

21

ORGANIZED STRUCTURE & SETUP

22

Functions of management

22

Chart of management

24

FUNCTIONS OF VARIOUS DEPARTMENTS

25

HR Department

25

Marketing & Sales Department

30

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

CHAPTER:2

CHAPTER:3

CHAPTER: 4

Acknowledgement

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

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.

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 Organizations 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

10

Beecham Group Ltd is established, replacing Beecham Pills Ltd and Beecham Estates
Ltd - later known as Beecham Group plc - and incorporates Beecham Research
Laboratories.

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

11

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
12

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

13

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 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 fullyglazed '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

15

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
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, GlaxoSmithKlines pneumococcal vaccine, receives European authorisation.
GSKs commitment to emerging markets is strengthened through agreements with Aspen,
Dr.
Reddys
and
UCB.

16

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.
GSKs H1N1 Pandemrix vaccine receives European Commission Approval.
Cervarix
approved
in
USA
and
Japan.
Worlds 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-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.

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
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

24

Brand
Manager

Medical
Services
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

Failed Test

Employment
Test
Comprehensiv
e Interview
Background
Checks If required

Failed to impress interviewer & or meet job

Reject Application

Specification
Problem encountered

Unfit to do essential elements of Job

Able to perform essential elements of Job

26

Med / Phy
Examination

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 & PAs
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.

27

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.
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

28

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.

29

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

30

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

Accomplishments
Duties

Time Line

o Orientation

01 Day

1. IJSFA
o
o
o
o
o
o
o

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

Entry of Call Plan manual & computerized

Entry of Travel Plan manual & computerized
Develop Dr List
Red Book
Coverage
SFPI
Addition and Deletion of Drs
31

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

32

03 Days
03 Days

Five Days
01 Day
01 Day
01 Day

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

Betnovate

Antifugal

Zefix

Vaccine

33

34

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 Cephalosporins 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

35

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
36

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 customers 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.

37

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

38