### **Overview** GlaxoSmithKline Pharmaceuticals Ltd (GSK India), a subsidiary of UK-based GSK plc, is a leading biopharmaceutical company in India with over a century of presence in the market. Operating across **three core business verticals**—General Medicines, Vaccines, and Specialty Medicines—the company has established leadership in key therapeutic areas, including anti-infectives, dermatology, and private vaccines. With a workforce of over **3,100 employees**, a state-of-the-art **manufacturing facility in Nashik**, and a distribution network spanning **over 1,400 towns**, GSK India serves approximately **230 million patients annually**. --- ### **Strategic Developments (2024–2025)** #### **1. Strategic Entry into Oncology – New Growth Platform** GSK India launched two transformative oncology assets in **Q2 2025 (August 2025)**, positioning oncology as a key future growth pillar: - **Jemperli (Dostarlimab)**: A **PD-1 antagonist immunotherapy** approved for **second-line treatment of dMMR/MSI-H recurrent or advanced endometrial cancer**. Jemperli is being evaluated in ongoing global trials for other cancers (head and neck, colorectal, lung), with **first-line approval under review** in India. Annual eligible patient pool: ~700. - **Zejula (Niraparib)**: A **PARP inhibitor** approved for **first-line maintenance therapy in advanced or recurrent ovarian cancer**, targeting ~5,000 patients annually. These launches represent a **strategic pivot into specialty care**, following the company’s exit from global oncology in 2014 via an asset swap with Novartis. The **go-to-market model** for both products has been implemented, supported by **dedicated commercial and medical teams** deployed in Q1 2025. #### **2. Vaccines: Leadership and Category Expansion** - GSK maintains a **20.8% market share** in the private pediatric vaccines market and leads in combination vaccines like **Infanrix Hexa** (6-in-1). - **Adult Vaccination Ecosystem**: A major strategic focus, led by **Shingrix**, a recombinant adjuvanted vaccine for **shingles prevention in adults ≥50 years**. - Shingrix, launched in **April 2023**, is available across **7+ medical specialties**, including in immunocompromised patients. - Monthly doses administered have grown from **10,000 (Q4 FY2024) to 20,000**, with **55,000 total doses** delivered by Q1 FY2025 and a long-term target of **300,000–500,000 doses**. - Over **700 Adult Vaccination Centres (AVx)** have been established in partnership with clinics and hospitals. - **VaxiKart**, an online vaccine ordering platform, has onboarded **12,000 pediatricians (80% of India’s pediatricians)** and is a growth engine in the private pediatric segment. - National campaigns like **“7-Star Protection”** reached 26 million parents, promoting childhood immunization. #### **3. General Medicines: Sustained Leadership and Innovation** - **Augmentin** remains the **No. 1 antibiotic brand in India**, with continued relevance due to **responsible antimicrobial use and high susceptibility rates (90–93%)**. - The company launched **Augmentin ES**, a higher-dose formulation for penicillin-resistant infections, achieving **₹50 crore in annual sales**. - **Calpol**, India’s most prescribed brand, faced temporary supply disruptions (May–June 2025) due to a **fire at a contract manufacturer**. Recovery was supported by new **Calpol 650 Plus and 500 Plus** formulations using **OptiGov tech** to enhance lifecycle. - The general medicines portfolio delivered **8% volume growth**, driven by lifecycle innovations (e.g., **Calpol 650+**, **Eltroxin** new strengths) and digital engagement. #### **4. Specialty Medicines: Respiratory Leadership and Expansion** - **Trelegy Ellipta** (FDC inhaler for COPD) and **Nucala** (mepolizumab biologic for eosinophilic conditions) are key growth drivers: - **Trelegy** is the **most prescribed SITT globally**, with **~5.3% value share in India and 1.8x volume growth**; sales exceeded **₹170 crore in 12 months**, with 76% revenue growth in FY24–25. - **Nucala** is approved for **severe eosinophilic asthma (SEA), EGPA, and HES** and achieved **22% revenue growth**; over **2,250 patients treated**, including >1,000 in India. - The **Nucala auto-injector** enables home administration, improving compliance and access. - The respiratory business has become a **high-growth platform**, with over **30,000 patients treated** via Trelegy. --- ### **Commercial and Digital Transformation** - **Omnichannel Engagement**: GSK has realigned its commercial model with **integrated digital and physical outreach**. A dedicated digital team has increased **HCP interactions by 70%**, with **24% YoY rise in digital touchpoints**. - **Sales Force Optimization**: Streamlined from ~3,000 to **~2,200 field personnel**, with reduced focus on metros and **increased deployment in tier 2–6 towns**. - **Brand-Centric Teams**: Restructured into **specialized brand teams** (e.g., Shingrix, oncology) to improve efficiency and commercial precision. - **Technology Use**: Tools like **HCP Persona Tool**, **My Vaccination Hub**, and **VaxiKart** are driving data-led decision-making and stakeholder engagement. --- ### **R&D and Innovation** - GSK India is involved in **15–16 ongoing global clinical trials** with Indian participation, including studies on Jemperli, Zejula, and **gepotidacin** (potential first functional cure for Hepatitis B). - The company leverages GSK’s global pipeline, focusing on **blockbuster assets** with high unmet medical need. - **GSK Global Capability Centre (GCC)** in India, established in 2021, supports global R&D and business operations. --- ### **Manufacturing and Supply Chain** - **Make in India Commitment**: Local manufacturing at Nashik site produces **Eltroxin, Albendazole (for WHO anti-filariasis programs)**, and other key brands. - **20+ Contract Manufacturing Organizations (CMOs)** support production; a fire at one CMO in May 2025 caused temporary stockouts of **Calpol and OvaRex**. - New strengths of **Eltroxin (12.5 mcg and 37.5 mcg)** launched in 2024 with **scavenger packaging** to ensure stability. --- ### **Market Performance and Financial Highlights** - **Market Share Leadership**: - **#1 in private vaccines**, **dermatology**, and **anti-infectives** - **Top MNC in pharma by value**; **top 5 by volume** - **Revenue Streams** (approx.): - **Pharmaceuticals**: 81% - **Vaccines**: 18% - **Specialty Medicines**: 1% - **Key Brands**: 7–11 brands generate over **₹1,000 crore in annual sales** (IQVIA data, Mar 2025). - **Financial Aspiration**: Targeting **8–9% growth in FY2026**, with potential for **double-digit growth**, while maintaining **top-quartile EBITDA margins**. --- ### **Strategic Priorities for 2025–2026** 1. **Launch and scale oncology portfolio (Jemperli, Zejula)** with potential for label expansion. 2. **Expand adult vaccination ecosystem** around Shingrix, targeting 12 million adults in 60 cities. 3. **Strengthen respiratory category** with Trelegy and Nucala, supported by digital and scientific engagement. 4. **Sustain general medicines leadership** through innovation and lifecycle management. 5. **Deepen digital and omnichannel integration** to enhance reach and efficiency. 6. **Pursue inorganic growth opportunities** that align with core portfolios and bring innovation. ---