Executive Certificate
Business Development
- Paris – Jouy-en-Josas Campus
- Apr 20 2026
- 12 days
- French
- 17900 €*
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Executive Short Program
Management des équipes commerciales Management des équipes commerciales
Environmental disruptions (digital transformations, new buyer expectations, pandemic, artificial intelligence, etc.) are challenging the way we approach leadership in sales teams. This program will help you structure your thinking on the transformations to be implemented within sales teams in order to address the most urgent challenges, acquire new knowledge, and apply it in your company.
Place(s):
Paris – Jouy-en-Josas Campus
Duration:
4 days
Format:
In-class
Next start(s):
Nov 17 2025
Language(s):
French
Cost:
5 900
Objectives
- Understand the crucial role of the sales manager in effectively communicating vision and strategic objectives to teams.
- Manage sales teams in the AI era by engaging stakeholders and facilitating the deployment of strategic influence actions.
- Optimize the Sales Management System by integrating a relational approach that promotes understanding and commitment from key players.
- Leverage technological solutions for greater commercial efficiency.
- Establish a motivating sales compensation policy, considering strategic challenges and network dynamics.
- Engage and align stakeholders around differentiated and superior value propositions by developing high-level relationships.
- Adopt artificial intelligence in sales, ensuring its adoption by all involved parties.
- Manage the transformation of the sales organization.
Program
Sales leader as a major lever for performance acceleration, key decisions
Orchestration and efficient use of resources
Supporting sales activities with AI
Strategic alignment and motivation
Managing change
Capitalization
This Executive Short Program is eligible for capitalization towards the certificate: "Business Development"
Profile
Who is this program for? Is it right for you?
Participant Profile
Sales Director, Sales Manager, Commercial Manager, Business Development Manager, Commercial Unit Manager, Customer Relationship Manager, or managers of other functions who are expected to take on commercial responsibilities.
Prerequisites and Admission Criteria
Our program is designed for all executives, senior managers, and functional or operational leaders with at least 5 years of professional.
Participant Satisfaction and Success Rate
4,6 / 5*
*Average satisfaction rating given by participants (on a scale from 1 to 5) over the past year.
100% success rate, recorded during the same period.
100% success rate, recorded during the same period.
Faculty
Dominique ROUZIES
Marketing Professor, HEC Paris
Looking to boost your commercial performance? We have the program you need to mobilize your sales teams.
Learning methods & Evaluations
The articulation of various pedagogical approaches (interactive conceptual inputs, simulations, case studies from diverse companies, co-development workshops on your company's case) are directly applied in drafting a commercial action plan related to your company.
Assessment method: Case studies with individual or group presentations. Practical exercises / simulations
Registration
Would you like to register? We invite you to:
1. Complete your registration form on our platform by clicking the button below. It will only take a few minutes.
Registration
2. You will receive a response within 7 days of submitting your application.
This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Tuition Fees and Funding
The program fee includes tuition and meal costs during training hours (lunch and breaks).
Not included: dinners (except in specific cases), transportation costs, and accommodation costs (except in specific cases).
Program Eligibility:
RNCP* : "Diploma in "gestion et administration des affaires Marketing", reference no 39443BC09 ; (registration date in the RNCP: 25-07-2024; certifying body: Higher Education Institution HEC Paris)
*National Directory of Professional Certifications (RNCP)
Program eligible for Validation of Acquired Experience (VAE)
Funding Options: Depending on your profile and the program you choose, several funding options may be available to you. Visit our funding section for more information.
Download the brochure
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Executive Certificate
Business Development
- Paris – Jouy-en-Josas Campus
- Apr 20 2026
- 12 days
- French
- 17900 €*
*Net price, as HEC Paris is not subject to VAT. The prices indicated may vary depending on the intake dates. When multiple starting dates are available, the price shown corresponds to the first date listed. Program, faculty and course content are also subject to change.
Capucine MAITRE
Program Advisor Marketing, Sales & Business Development
maitre@hec.fr
