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Executive Education

Direction commerciale

Direction commerciale

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


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



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


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.

Academic Director

Laurent Maruani
Emeritus Professor, HEC Paris

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.

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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

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. 



This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.


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 331337. 

RNCP : Degree title: Directeur (trice) Marketing et Commercial Bloc A1, A2 et A4 de la fiche 35147 

Christine Collongues
Program Advisor