Executive Short Program
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Building a winning strategy with key accounts clients is no easy task as it entails understanding the client’s strategy, identifying growth opportunities and ensuring sales profitability. Our aim is to help you to define a profitable business plan with key accounts and focus on co-creating value.
Strategy is about making choices, trade-offs; it's about deliberately choosing to be different.”
– Michael Porter
The program will enable you to:
Define, implement and negotiate the co-creation of value with key accounts
Provide you with working methods to handle key accounts on a strategic and operational level
Adjunct Professor, HEC Paris
Consists of two modules of 3-4 days
Develop a growth strategy plan, and integrating the financial stakes of key accounts.
Running your network, understanding the role of purchasing, negotiating, developing your personal charisma.
Obtain an HEC Paris certificate
You can personalize your study path according to your own needs and resources. You will be awarded an HEC Paris Executive Education certificate after a total of 10 days of training. This can be spread out over 3 intensive programs during a 2-year period. You can also join the HEC Executive Community.
The program is aimed at:
Sales Directors and Managers
Key Account Managers, Key and/or Strategic Client Managers.
Find out more about possible funding options for the program you have chosen.
Fields marked with an asterix are obligatory and are essential in the follow-up of your request. The absence of information in the optional fields will not impact your request. HEC Paris, whose Head Office is located at 8 Avenue de la Porte de Champerret, 75017 Paris, collects your data in order to manage your documentation request and to suggest other programs to you. Your data will be kept for a duration of 3 years and are reserved to the use of HEC Paris and will under no circumstances be communicated to a third party. In accordance with the Freedom of Information Act, you benefit from the right to access, rectify or delete your data by sending an email to exed-hec at hec.fr
You may also oppose the use of your data, with a legitimate reason. You may only exercise this right with regards to your own personal data by contacting us at HEC Paris, Data Protection, 1 rue de la Libération, 78350 Jouy en Josas, France or via email at donnes-personnelles at hec.fr with the subject line “Data Protection” and by adding in an attachment a copy of your photo ID.
HEC Paris Le Château is more than a neoclassical landmark. It is the perfect place in which to take a step back and improve yourself with concrete training which you will put into application as soon as you return to your company.
We deliver our short programs when and where you choose
With our in-house short program offer you can train your teams whenever and wherever suits you best.
Contact us at firstname.lastname@example.org, and we will arrange for the academic team to come to the location of your choice and deliver the same content that is taught on campus.
Discover the experiences of current and former participants.
General Manager - Spectra Oil
La formation a été magnifique, j’ai appris tant de choses que j’aimerais partager à mon tour avec mes collaborateurs."
Ingénieur technico-commercial - DOMETIC SAS
Très bonne formation permettant de découvrir entre autres l’envers du décor du client. La partie comportementale est très intéressante."