IESEG School of Management

What you'll study

This executive Mastère Spécialisé focuses on the commercial management lifecycle: market analysis, customer strategy, sales management, negotiation, key account management, digital commercial tools and performance measurement. The programme balances strategic frameworks with applied workshops, case studies and project-based learning to enable immediate workplace impact.

• Core modules: commercial strategy and market intelligence; customer behaviour and segmentation; value proposition design; pricing strategy; sales force organisation and incentive systems.
• Sales & negotiation: professional and complex negotiation techniques; key account management; relationship management in B2B and B2C contexts.
• Digital & data-driven commercial approaches: CRM and sales automation; digital marketing for commercial teams; analytics for sales forecasting and pipeline management.
• Operational excellence: territory management; commercial processes, contracts and legal considerations; project management for business development initiatives.
• Leadership & soft skills: commercial leadership, coaching sales teams, stakeholder management and cross-functional collaboration.
• Capstone and applied work: an individual or team consultancy project with a company, focused on a live commercial challenge or new business development plan, supported by faculty and industry mentors.

Teaching methods include interactive lectures, real-company case studies, role-plays, simulations, guest lectures from industry professionals and a practical commercial project that consolidates learning.

Entry requirements

The programme is aimed at professionals with prior higher education and relevant work experience. Typical applicants hold a bachelor’s degree (or equivalent) and several years of professional experience in sales, marketing, business development, consulting or related functions. Candidates with strong professional track records but different academic backgrounds may also be considered.

Selection is based on a combination of academic transcripts, a CV demonstrating relevant experience, a motivation letter outlining career objectives and professional references. Shortlisted applicants may be invited to an interview (in person or online). Proficiency in English is required; evidence may be requested through qualifications, work experience in English-speaking environments or recognised language tests.

Career prospects

Graduates typically move into senior commercial roles where strategy and execution intersect. Common career paths include:

• Head of Sales, Regional Sales Director or Sales Manager
• Business Development Director, New Business Manager or Growth Lead
• Key Account Manager or Client Director for strategic accounts
• Commercial Director / Chief Commercial Officer in SMEs and scale-ups
• Consultant specialising in commercial transformation, go-to-market strategy or sales effectiveness

The programme’s applied project and corporate interaction also support transitions into industry sectors such as technology, manufacturing, professional services, healthcare and retail.

Why study at IESEG School of Management

IESEG is a well-established business school with a strong focus on combining academic rigour and professional relevance. The school offers international exposure through a diverse cohort, industry-focused faculty and frequent involvement of executives who bring current commercial practices into the classroom.

Studying this Mastère Spécialisé at IESEG provides direct access to a network of corporate partners, a practical approach to learning through live projects and career support tailored to experienced professionals. The school’s campuses and alumni community offer continued opportunities for collaboration, mentoring and career advancement in international commercial roles.