Master in Sales Management and Commercial Leadership
The Master in Sales Management and Commercial Leadership, with a Master's degree in lifelong learning, provides the necessary knowledge to lead and manage the sales department and implement a successful sales strategy. The programme covers aspects of strategy, leadership and motivation of sales teams, marketing intelligence and economic management.
This programme has been recognised in the TOP 3 in Spanish in the Retail Sales Management & Business Development category of the Eduniversal Best Masters Ranking.
- 12 months
- 60 ECTS
- OCTOBER 2024
- Online
- SPANISH
- 7500 €
Get a double degree from our academic partner, the reference university in Catalonia and Spain with more than 560 years of history behind it.
We are the first 100% online Business School in the world to receive the QS Stars rating, obtaining the highest distinction, five QS Stars, in the Online Learning category.
The Master in Sales Management and Commercial Leadership is in the TOP 3 in the Retail Sales Management & Business Development category of the Eduniversal Ranking.
Objectives
OBJECTIVE 1
MARKET RESEARCHAcquire the most up-to-date knowledge and tools for market analysis in order to know how to adapt to new trends and tendencies.
OBJECTIVE 2
TEAM MANAGEMENTLearn about current strategies for team management and leadership in order to achieve maximum effectiveness in the achievement of objectives.
OBJECTIVE 3
NEGOTIATION AND COMMUNICATIONWork on negotiation skills, essential for all sales management professionals, and learn how to communicate effectively.
OBJECTIVE 4
CONTROL AND PLANNINGLearn how to draw up a short and medium-term action plan to achieve the objectives set by the company, designing the necessary strategies and supervising their application.
Master's Degree in Sales Management and Sales Leadership Syllabus
Our programme is structured in 2 blocks and culminates with the Master's final project. In addition, during the programme there will be three voluntary bootcamps and different additional activities.
Block 1. The sales department
Block 2. Interdepartmental relations
Master's Final Project
Bootcamps and Additional Activities
1. The Sales Department
In this course the student will become familiar with everything related to business and commercial strategy, at the same time as developing a global vision of the business, establishing an initial board on which to place, like puzzle pieces, the information from the rest of the courses of the master's degree in a coherent way in order to obtain a final image that makes complete sense. Students will be introduced to the Lean Start Up methodology.
Professor: Mariano A. Hernández, Senior Manager Business Value Consulting at Salesforce
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The aim of this subject is to introduce the student to the sales process and sales management. Students will learn the fundamentals for the development of a sales plan, fundamentals that will be complemented module after module; as well as the keys to be able to manage the sales department and to do so, in addition, with advanced and innovative digital techniques.
Professor: Oriol Bel, Marketing Manager at InboundCycle.
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In this course the student will receive the basic knowledge for the correct management of a sales team, for example, how to carry out an effective selection process, how to lead a sales team, how to motivate the sales team and how to motivate the sales team.
Professor: Santiago Tintoré Codina, National Accounts Manager at Frit Ravich.
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This subject provides the student with the key knowledge to make decisions regarding distribution channels. In this subject, students will study in depth topics such as logistics operators, procurement, storage, stock management and back office, among others.
Professor: Sergio Aparicio, Deputy Managing Director-Business Development & Strategy at TVS scs
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2. Interdepartmental relations
In a sales department, the sales manager must have knowledge of finance in order to be able to correctly draw up the budget and analyse the results obtained by the sales team he/she manages. This course will cover topics such as the interrelation between the financial department and the sales department, the balanced scorecard, the setting of KPIs, the analysis of sales metrics, among others.
Professor: Jordi Andreu Corbatón, Lecturer at Universitat Rovira i Virgili.
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The aim of this subject is to provide the basics of marketing, so that the student is able to understand the tools used in this department. It covers topics such as branding, communication, operational marketing, direct and indirect marketing and eCommerce, among others.
Professor: Lorena Mercedes, Senior Marketing Director Iberia at Salesforce.
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In this course the student will acquire a set of knowledge and tools that will allow him/her to create a complete picture of the company's situation in the market (customer, problems, competition, and new products and services).
Professor: Nacho Somalo, Founder of Lonesome Digital.
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In this subject, the student will learn how to manage key accounts; they will learn how to analyse the client portfolio, select target clients and develop strategies for collaboration with clients. Thus, they will study in depth the analysis of the client portfolio, commercial segmentation and the strategic and operative management of the client portfolio.
Professor: Oriol Bel, Marketing Manager at InboundCycle.
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The objective of this course is to provide the student with the different tools that will help him/her in the development of the commercial communication policy and process. Topics such as commercial communication, public relations and sponsorship, among others, will be covered.
Professor: Rafael Braza, Responsable de Marketing (Trade Marketing y Comunicación en Telefónica.
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The first part of the course aims to provide the student with the key tools to be able to carry out the whole process of commercial negotiation. The second part provides the student with the basis to know how to distinguish, prioritise and manage the accounts of a company.
Professor: Mariano A. Hernández, Senior Manager Business Value Consulting at Salesforce.
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Master's Final Project and Additional Activities
This programme is designed to complement the content of the thematic blocks with the necessary training to achieve their internalisation. The training is conceived from a threefold perspective: technical assistance, personal support and individual and group challenges that are necessary to achieve the objectives set.
Pre-Masters Bootcamps
The student will have the opportunity to take 3 Pre-Master Bootcamps that will be opened progressively and can be taken at any time. Once the course has been completed and passed, a certificate of completion will be awarded.
- Bootcamp 1. Personal Branding
- Bootcamp 2. Data Storytelling
- Bootcamp 3. Creative thinking and innovation
Introductory workshop | Campus Training
On the other hand, students will also have the opportunity to take these pre-masters courses; however, these are only available in english:
- Building Your Professional Brand for Employability and Career Success
- Finance Fundamentals
Introductory workshop: Campus training
Before the start of the academic year, students will have the opportunity to attend an introductory workshop on the Campus where they will be provided with the tools and knowledge necessary for the correct use of the platform during the academic year.
Professional Development Programme (PDP)
Two weeks before the start of the academic year, students will be able to participate in a professional development programme where they will work hand in hand with a teacher to develop different skills such as time management, productivity and stress management and emotional intelligence. Upon completion of the workshop, and provided that the relevant activities have been carried out, a certificate of completion can be obtained.
For 6 months, students will participate, in teams, in the development of an imaginary case that will allow them to put into practical context what they have learnt in all the courses of the master's degree. A tutor will supervise the work. The work, global and structured, must be defended before an examining board composed of the tutor and two other lecturers from the faculty.
Professor: Mariano A. Hernández, Senior Manager Business Value Consulting at Salesforce
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The Master's in Sales Management and Commercial Leadership is complemented by conferences, bootcamps and seminars that are given in each of the blocks. These additional activities are carried out by renowned professionals in business management who, through videoconferences, present their experiences and practical cases.
Bootcamp: Role Play
In this bootcamp, students develop the presentation skills of a commercial director. Aimed at designing and executing an effective presentation that captures the attention of the members of the TFM panel and convinces them that the project is solid, viable and profitable.
Professor: Genoveva Purita, Director of Positioning at CEO Solutions in Argentina.
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Bootcamp: Simulator
Students will have the opportunity to carry out a simulation in which they will assume the role of a sales manager in a fictitious company and in a fictitious but mouldable context.
Professor: Jorge Tuñón, Lecturer at the Carlos III University of Madrid.
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Bootcamp: Job to be Done
This bootcamp is a customer action methodology that describes the mechanisms that make a customer adopt an innovation, applying the methodology to the casuistry of the commercial world to better plan commercial actions aimed at success.
Professor: Jesús Pérez Balaguer, Systems Engineer Manager at Apple.
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Bootcamp: Internal Commercial Leadership
This bootcamp aims to provide participants with a set of essential knowledge and skills in the field of Sales Management and its relationship with the rest of the departments in a company. Throughout this bootcamp, we will explore the internal relationships within a company and address the day-to-day challenges faced by sales professionals. In addition, we will learn how to develop effective solutions to these challenges.
Professor: Pablo Perlado Delgado, Director regional de ventas IQVIA.
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Virtual Exchanges and COILs
During the course of the programme, students will be able to participate in a COIL (Collaborative Online International Learning) with students from TEC Monterrey and CENTRUM Peru*.
*Places for both activities are limited to a maximum number of participants.
Company visits
During the course of the programme, students will have the opportunity to attend synchronous videoconferences with professional experts in the area of the programme. They will share their experience and provide best practices in the sector.
Webinars
Most of the training is done asynchronously, that is, the exchange of knowledge is done through a platform that allows sharing written texts without the need for people to be connected at the same time. Additionally, in each of the modules, synchronous sessions or 'webinars' are organised, where all participants are connected at the same time through an application, which allows the exchange of knowledge in 'real time'.
Students taking the Master of Lifelong Learning in Sales Management and Sales Leadership will have the opportunity to prepare for the Scrum Certification (Product Owner & Scrum Master)*.
*The cost of the certification, as well as the preparation course, is not included in the price of the programme.
Methodology
OBS has an online methodology where the core is the student. Always backed by active and internationally renowned lecturers, who share their knowledge to enhance the professional development of students through a flexible, collaborative method with personalised monitoring. The aim is to create a unique educational experience that allows the assimilation of knowledge in a practical way.
Student ON's fundamental pillar is the student and, for this reason, throughout the course students have their Programme Manager, an academic figure who accompanies them in a personalised way.
Diploma
After successfully completing the Master's degree, and having completed the relevant procedures, you will receive the Master's degree from OBS Business School. In addition, and provided that you meet the established academic and administrative requirements, you will obtain a Lifelong learning Master's degree from the Universitat de Barcelona (UB).
In order to obtain it, you must have a university degree. In the exceptional case of not having this degree and having passed the Master's evaluations, you will obtain a Higher University Diploma from the University of Barcelona (UB).
At OBS Business School we are committed to having our own degree, which allows us to quickly update and adapt the programmes in each edition to be at the forefront of the educational level demanded by companies today. Our programmes are designed for professionals who want to strenghten their management skills and learn through an international experience.
Admissions Process
The fundamental aim of our admissions process is to ensure the suitability of candidates. All participants should get the most out of this learning experience, through a context in which it is possible to develop long-term relationships with classmates, faculty and alumni.
After completing the application form for one of our programmes, you will receive an e-mail with information about the School and a member of the Admissions Department will contact you to start the admission process. Once you have successfully passed the personal interview, you must submit all the required documentation to continue the admission process and certify that you meet the requirements of the student profile. After the Admissions Committee, if it is positive, you will be able to register and enrol in the programme you have applied for.
Student Profile
Our Master in Sales Management and Commercial Leadership students are looking to take a step further in their professional careers to lead the sales teams of the present and the future.
