Executive Short Program

Managing global and key accounts

The recipe for long-term success

Is achieving profitable and long-term business with your global and key accounts one of your major objectives? If this is the case, the key to success is the co-creation of value. In this program our goal is to help you acquire a more in-depth understanding of your clients’ business models and develop a strategic approach to account handling.

 

 
‘‘

 

 

Opportunities don't happen. You create them." 

– Chris Grosser

Objectives

Objectives

The program will enable you to:

Develop a strategic approach to global and key account management

Define, structure and negotiate the co-creation of value with global and key accounts

Acquire the necessary skills and know-how to successfully manage global and key accounts

Academic Director(s)

Cécile Viniane

Adjunct Professor, HEC Paris

Discover the program outline

Discover the program outline

Program Content

Consists of two modules of 3-4 days

Module 1

Strategic framework

Understanding the business models of your key accounts and defining a strategy of co-development, implementing a dynamic of co-creation of value and building a global and key account plan.

Module 2

Operational roll-out

Developing a communication road map and negotiating with your key accounts, increasing your awareness of the fundamentals of cultural intelligence and individual key account plans. 

Customize your learning journey

  • management
    3 days - essential

  • +
  • marketing
    3 days - expert

  • +
  • management
    4 days - excellence

  • =
  • hec paris executive education certificate

2 years

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.

Find out more from the brochure

The program is aimed at:
Sales Directors and Managers, Key Account Managers, Key and/or Strategic Client Managers.

Training costs

6190 € excl. VAT

Next session

2017 / 2018
  • Module 1
  • Module 2

Explore funding options

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

Download the brochure
 

 

 

The Marketing Director of HEC Paris Executive Education collects this data in order to provide you with information about our training programs and the events that we organize. References in this form followed by an * must be filled in, but the absence of information in the optional fields will have no impact on the processing of your request. The information will be used by the different services of HEC Paris and its subsidiaries. They will be kept as long as you do not unsubscribe. In compliance with the amended law of 6th January 1978, you have the right to access, delete, rectify and object to information by contacting cil@hec.fr.

For further information, please contact :

Aurélie Lever

Program Advisor

More than just a pretty place

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.

Board

Library

Sport

 

 

 

IN-HOUSE SHORT PROGRAMS: THE FLEXIBLE WAY TO TRAIN YOUR TEAMS

 

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 interprivilege@hec-crc.fr, 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.

 

REGISTRATION

Register for the program

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

Apply here