Skip to main content
About HEC About HEC Faculty & Research Faculty & Research Master’s programs Master’s programs MBA Programs MBA Programs PhD Program PhD Program Executive Education Executive Education Summer School Summer School HEC Online HEC Online About HEC Overview Overview Who
We Are Who
We Are
Egalité des chances Egalité des chances Career
Center Career
International International Campus
Life Campus
Sustainability Sustainability Diversity
& Inclusion Diversity
& Inclusion
Stories Stories The HEC
Foundation The HEC
Coronavirus Coronavirus
Faculty & Research Overview Overview Faculty Directory Faculty Directory Departments Departments Centers Centers Chairs Chairs Knowledge Knowledge Master’s programs Master in
Management Master in
MSc International
Finance MSc International
Masters Specialized
programs X-HEC
programs Dual-Degree
students Visiting
Certificates Certificates Student
Life Student
Stories Student
MBA Programs MBA MBA Executive MBA Executive MBA TRIUM EMBA TRIUM EMBA PhD Program Overview Overview HEC Difference HEC Difference Program details Program details Research areas Research areas HEC Community HEC Community Placement Placement Job Market Job Market Admissions Admissions Financing Financing Executive Education Executive Masters Executive Masters Executive Certificates Executive Certificates Executive short programs Executive short programs Online Online Companies Companies Executive MBA Executive MBA Summer School Youth Programs Youth Programs Summer programs Summer programs HEC Online Overview Overview Degree Program Degree Program Executive certificates Executive certificates MOOCs MOOCs Summer Programs Summer Programs

Program overview

The Sales sector has always been an important source of job creation, but the impact of digitization means that the roles of sales teams are changing. With this context in mind, this 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.

Direction commerciale - card

Executive Certificate Direction commerciale

Format: 3 modules of 4 days
Duration: 12 days
Language: French
Next start:
Cost: 16900 €*
Place: France

The program is aimed at:

 Executives and senior managers who have a business development responsibilities, and who wish to lead a business unit with a strategic customer-centric approach more effectively

Download the brochure



Expand and adapt your knowledge and know-how in sales professions

Find inspiration and prepare to take on greater responsibilities for the expansion of the sales role

Understand and apply this newly acquired knowledge in a strategic way

Alumni Testimonial


       Contact me on  linkedin
       See my feedback youtube-logo_3.png

       In a few words...

"This program was very beneficial for me, as it allowed me to challenge my 20 years of professional experience with more theoretical knowledge and to go out of my comfort zone."

jeremie blanc

Jérémie Blanc

Quality and Development Director 


Academic Director

Laurent Maruani
Emeritus Professor, HEC Paris

A word from the academic director


External content from has been blocked.

Learning methods

This program has been specifically designed for participants who wish to share and develop their skills and experiences. The diversity of backgrounds and personalities of the participants enables us to offer a highly diverse and balanced program: practical application and methodological input, professors and experts, active listening and interactive exchanges, as well as group and individual work. All delivered with the high standards that benevolence that characterize HEC Paris.


The new bases of the commercial activity: the customer is always at the heart of the commercial activity, and the methods used to facilitate and reinforce the effectiveness of this activity are changing rapidly. Digitalization, negotiation, pricing, key account management and its added value, and strategy have all evolved.

The synergy between marketing and sales: digital technology has, to a large extent, removed the dividing line between the two functions. Our goal is to enable you to reconsider any preconceived ideas and to adapt how you work accordingly.

Preparation and defense of an applied and methodological Marketing Action Plan, to capitalize everything you have learned and apply it immediately in the workplace.


Find out more about possible funding options for the program you have chosen.

Explore funding options

CPF eligible program

CPF : Degree title : Directeur (trice) Marketing et Commercial Bloc A1, A2 et A4 de la fiche 20 51 30. 

RNCP : Degree title: Directeur (trice) Marketing et Commercial Bloc A1, A2 et A4 de la fiche 28 346 

*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.

Download the brochure

External content from has been blocked.

External content from has been blocked.


External content has been blocked.

Fields preceded by an * are mandatory. Failure to fill out the correct fields will delay your brochure request. By completing this form, you are giving consent to HEC Paris to collect your data in order to process your request for documentation, offer you its training programs and ensure their follow-up. You have a right to access, modify, oppose, delete, limit, transfer, and to inform us how you wish your personal data to be processed, in the event of your death, by contacting Find out more about the management of your personal data and your rights

Christine Collongues
Program Advisor

Are you interested?

Tell us a little more about yourself

Do you feel that this program could be made for you? In order to get feedback from our admissions teams regarding your suitability for the program, please do not hesitate to fill in our short online form below.