Executive Certificate
Business Development
- Paris – Jouy-en-Josas Campus
- Apr 20 2026
- 12 days
- French
- 17900 €*
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Executive Short Program
Stratégie commerciale Stratégie commerciale
Environmental disruptions (digital transformations, new buyer behaviors, pandemic, artificial intelligence, etc.) are challenging existing commercial strategic orientations. This program will help you structure your thinking to revisit your commercial strategy in this new context, address the most urgent challenges, acquire new tools and knowledge, and apply them in your company.
Place(s):
Paris – Jouy-en-Josas Campus
Duration:
4 days
Format:
In-class
Next start(s):
Apr 20 2026 - Complete,
Sep 28 2026
Language(s):
French
Cost:
6 100 €*
Objectives
- Identify high-impact strategic commercial decisions in B2B markets and integrate evolving market and stakeholder expectations.
- Understand the challenges of value selling, taking technological and competitive developments into account.
- Manage key accounts by assessing risks and opportunities in targeted markets.
- Implement a Business Development strategy.
- Align sales and marketing through technological convergence and evolving customer expectations.
- Adopt AI to revisit sales processes and adapt to market transformations.
- Engage teams and foster a culture of commercial performance.
- Conduct diagnostics and prepare a commercial action plan considering market challenges and risks.
- Build a strategic and competitive intelligence system to anticipate changes and adapt commercial decisions.
Programme
Focusing resources on high-potential clients/actions
Value selling, customer orientation
Role and organization of Business Development
AI to accelerate technological convergence
Relevance of a key account strategy
Emphasizing meaning in action
Capitalization
This program is credited towards obtaining the Executive Certificate Business Development from HEC Paris Executive Education.
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.
Prerequesities & Admission Criteria
Five years of professional experience as an executive, director, manager, etc.
Participant Satisfaction and Success Rate
4,7 / 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 Rouziès
Professor in Marketing
Looking to boost your commercial performance? We have the program you need to revisit your sales strategy.
Pedagogy and evaluation methods
Teaching methods: The combination of various teaching approaches (interactive conceptual input, simulations, case studies from diverse companies, and co-development workshops based on your own company) is directly applied in drafting a commercial action plan related to your business.
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* : "Diplôme de gestion des entreprises pour dirigeants", reference no 37720BC01 ; (registration date in the RNCP: 11-07-2023; 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, AI & Data
maitre@hec.fr
