GSK changes sales representative incentive programme

Issued: London, UK

We are announcing changes to our incentive programme for sales representatives in certain countries. These changes reflect the growing shift in GSK’s portfolio to innovative Specialty Care products, including oncology. They will allow the Company to attract and retain the best sales force talent, enhancing the quality of our dialogue with healthcare professionals (HCPs) and helping them better serve patients. The changes uphold our ethical and values-led approach to HCP engagement, in full compliance with laws and policies, whilst supporting delivery of strong performance.

Changes will be made to our incentive programme for our Pharmaceutical and Vaccines sales representatives to better recognise and reward individual effort. Specifically in Specialty Care, the capped variable pay element of a sales representative’s compensation will be evaluated on the basis of individual sales targets.

These changes will be applied initially in the US, UK and Canada from July 2019 and a comprehensive training, control and monitoring framework will be put in place to ensure implementation of the new programme is fully aligned with GSK’s values-based approach to HCP engagement.

For further details on the changes we are making to our incentive programme for sales representatives, please visit

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