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GSK changes incentive program for sales representatives

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GSK changes incentive program for sales representatives

GlaxoSmithKline PLC said it is making changes to its incentive program for sales representatives in certain countries.

The U.K.'s largest drugmaker said the changes, to initially take place in the U.S., U.K. and Canada starting July, reflect the growing shift in the company's portfolio to specialty care products, including oncology.

CEO Emma Walmsley had vowed to change the culture of GlaxoSmithKline when she took over the company about two years ago. She inherited a company that had been fined 3 billion yuan, or roughly $479 million at the time, for a bribery and corruption scandal in China in 2013, which took place on the watch of former CEO Andrew Witty.

The Brentford, London-based pharmaceutical giant said changes will be made to its incentive program for pharmaceutical and vaccines sales representatives to better recognize and reward individual effort. In specialty care, the capped variable pay element of a representative's compensation will be evaluated on the basis of individual sales targets.