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Executive Education

Stratégie commerciale BtoB

Stratégie commerciale BtoB

Program Overview


Develop sustainable and profitable business with strategic customers and key accounts

This program provides Key Account Managers with the key methodological and practical tools to decipher their client's strategy, identify their underlying needs and detect growth opportunities. The primary aim is to galvanize your business relationships with key accounts in a mutually beneficial way.

accélérer sa croissance avec les grands compte

Executive short program Stratégie commerciale BtoB

Format: In-class
Duration: 4 days
Language: French
Next start:
Cost: 5400 €*
Place: France

This program is aimed at :

Sales Directors and Managers, Key Account Managers and Managers in charge of major clients and/or strategic clients.

Download the brochure



Develop a strategic commercial reflection, structure their value proposition and commercial policy

Identify their strategic customers, decipher their organizations and challenges.

Develop their network and build a lasting and fruitful relationship with them

Engage their team in the implementation of their strategic roadmap


Growth strategy with key accounts.

Developing your network and influence with key accounts.

Financial aspects and legal issues.

Value creation and developing a key account plan.


Cécile Viniane
Adjunct Professor, HEC Paris



A 360° approach to Key Account Management that integrates the key financial, legal and negotiation issues with buyers. The program also features a session for the participants to present their key account plans.

Download the brochure



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Fill in the form to check your eligibility and start the registration process.



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 options

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

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Priscila Quincey
Priscilla QUINCEY
Sales Development Manager