GROUP MEMBERS:

HAFIZ ARSALAN AWAN

CHAUDHARY ZAFIR REHAN

ARSALLAN MUSHTAQ

SAAD JALIL

UMER RAMZAN

ABDUL SAMMAD TAMOOR

INTRODUCTION:

HISTORY:Established in 2000

Worlds sixth largest pharmaceutical company

Merger of three companies:• GLAXO• SMITH KLINE• BEECHAMCollectively known as GlaxoSmithKline(GSK) is a UK based company.

MISSION STATEMENT:

“Do more, Feel better and live longer”

VISION STATEMENT:

“The opportunity to make a difference to the lives of billions of people”

CORE VALUES AND OBJECTIVES:

• Respect for people

• Patient focus

• Transparency

• Integrity

• Develop a diversified global business

• Deliver value not the mere product

• Simplifying the operating model

• Facilitate individual empowerment

• Build Trust

PRODUCTS AND SERVICES:GSK has two major product lines:• Healthcare• Consumer products

Healthcare products:• Augmentin• Amoxil• Zenacif• Valosif• Calpol(syrup)

Consumer products:• Horlicks• ENO• Iodex(pain reliever)• Glaxos D• Sensodyne• Mclenes• Panadol

ORGANIZATIONAL STRUCTURE:GSK is a decentralized organization.

Regional Heads

Regional Heads

Regional Heads

Regional Heads

GM (Asian)

Vice President (Local)

Head SBU

Sales manager Zone1

Sales manager Zone2

Sales manager Zone3

Sales manager Zone4

Regional Sales Manager

Medical Service Executives

Trade Sales Executive

CEOCEO

PERSONNEL PLANNING:GSK ensures that they have right people and decide which positions to be filled and how to fill them.

SUCCESSION PLANNING:

• Forecasting method used for personnel planning• Avoid external hiring for the upper level positions.• GSK’s employee turnover rate is Low.• GSK employees work in a high performance work system.

COMPETITORS:Healthcare competitors:AbbottNovatisMerckGutzHilton Highmount

Consumer product competitors:NestleUnileverEngro foods

JOB DESCRIPTION AND SPECIFICATIONS:

Methods used for data collection and the parties involved:

• Questionnaires• Interviews

RECRUITMENT DRIVE:• External and internal hiring • External hiring is more abundant• GSK has centralized recruiting

METHODS USED FOR EXTERNAL HIRING:• Newspaper ads(twice a year)• Own website• Reference hiring

INTERNAL HIRING:For internal hiring they use a comprehensive intranet system by which willing employees apply, the basis for this are coaching assessment marks and quiz marks.

SELECTION PROCESS: TEST CONDUCTED:• IQ and aptitude tests• Job related tests(group discussions)

INTERVIEWS:• Initial interview• Final interview

BACKGROUND INVESTIGATION:

MEDICAL TEST:• Eye sight check• Blood pressure• Breathing• Hepatitis

INDUCTION AND ORIENTATION OF NEW HIRING:• Selected employees are requested to report at Karachi head office.• All expenses of travelling and accommodation is paid by GSK.• Different quizzes are conducted.• Those who fail in 3 quiz out of 4, they have 6 month probation.• Normal probation period is of 2 months.

HR POLICIES:Leaves:• Privilege (26 days with pay / no daily allowance)• Casual (5-6 per year with pay / daily allowance)• Medical (2 without showing medical report. After that you have to

show medical report but they are paid)• Maternal leaves( for female employees 3 months prior to the birth of

child/ also paid)• Paternal leaves(for male and female employees 7 days post child

birth)

COMPENSATION:

SHORT TERM:• Daily allowance/ working day• TADA( travelling allowance, Mileage allowance)• Parking allowance• Mobile balance (1000/month)• Internet devices• I-pads• Vehicle

LONG TERM:• EOBI reduction ( 1000/ year , maturity @ 60 years)• Provident Fund

HEALTH/SAFETY:

• Medical insurance of whole family( spouse and children) by Allianz insurance company• Medical OPD claims(postpaid)• Medicine of 2000Rs without showing prescription to accounts department• All the indoor medical facilities for employee and family

TRAINING AND DEVELOPMENT:

• Refresher courses• Quarterly arranged zonal refresher courses

PERFORMANCE APPRAISALS:

There are two appraisal reports which are being published in a year.

FACTORS:

• Growth factors• Area coverage• Quiz marks• Developmental courses• Refresher courses results

• TSEs should be hired permanently as they are members of direct sales force team, by hiring them will ensure their full commitment and build their trust for GSK.

• Internal hiring for middle level positions also, should be promulgated.• Rather than leaving the rating 5 employees at their own frequent trainings

should be given to them for improvement in performance.• The services of providing research facilities to Pakistan’s medical college must

also be started.