Executive Short Program
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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
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
Adjunct Professor, HEC Paris
Consists of two modules of 3-4 days
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.
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.
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.
Teaching language: English
Find out more about possible funding options for the program you have chosen.