Business Development Business Development
Program overview
The Sales sector has always been an important source of job creation, but due to the technical and cultural impact of digitization these positions are increasingly new ones. With this context in mind, the program focuses not only on the opportunities and on the challenges specific to commercial strategy and implementation, but also examines their consequences in terms of the human resources management of sales teams and customer relations. The fields of commerce and growth are at the heart of this certificate.
Business Development
The program is aimed at:
- Managers with a business development responsibilities wishing to better understand and adapt their role.
- Managers of business units, which have adopted a customer centric strategy, in search of methodological and operational insights.
- Individuals entering the sales profession wishing to become fully operational rapidly.
* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change.
Objectives
Deepen the key concepts and methods of commercial professions and establish the link between these professions and the evolution of strategies
Organize and lead commercial teams in this context, taking into account sectoral or territorial particularities
Master approaches and techniques for acquiring new customers and fostering loyalty
Develop a commercial action plan with its key indicators
Program
Structure the reflection on the transformations to be implemented in a new environment, address the most urgent challenges, acquire new knowledge and apply it in the company.
Identification of strategic centers of commercial action, and implementation of actions on various development levers. Value stream mapping, customer loyalty, key account management.
A comprehensive approach to 360° management of sales teams from a business development perspective.
Capitalisation 
This Business Development certificate is eligible for capitalization towards the Global Executive Master In Management (GEMM) Major in Marketing, Sales & Business Development.
Learning methods
We recruit participants who wish to share and enhance their skills and experiences. The diversity of backgrounds and personalities will be integrated into a program that respects a balance in diversity: practical and methodological, professors and professionals, listening and speaking, group and individual work, case studies, testimonials, simulations. All under the benevolent rigor that characterizes HEC Paris and this program.
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Tell us a little more about yourself
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This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Funding
Find out more about possible funding options for the program you have chosen.
Eligible program
RNCP : Degree title: Directeur (trice) Marketing et Commercial (fiche 35147)
