Professional Bachelor Business Development Manager
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Entry requirements
This course is designed for:
- students with a Technical University Diploma, an Advanced Vocational Training Certificate or an equivalent diploma (two years of higher education)
- students who have completed two years of a Licence degree and wish to take a course with a professional focus that will open the door to the world of work after three years of higher education.
- professionals who wish to validate professional experience.
Benefits of the program
Quality teaching by experienced professionals and faculty.
This work-study programme is based on a long-standing partnership with CFA Descartes, a recognised apprentice training centre for higher education courses.
Extensive support for students (methodology, support workshops, finding an apprenticeship, pedagogical monitoring, etc.).
Acquired skills
Graduates of this professional Licence are able to:
- define a sales policy and the means of its implementation;
- develop customer relations management as part of a strategy to build customer loyalty and/or win new customers:
- coordinate and develop sales networks, channels and distribution circuits, facilitating the producer/consumer relationship;
- develop marketing decision-making tools and methods;
- organise and coordinate the activity of sales teams;
- ensure their actions are in line with the company’s overall strategy and understand the environmental factors that influence the market and, in particular, be familiar with and understand the challenges of the digital transformation in their activity;
- contribute to increasing the profitability of the business.
Capacities
112
Course venue
Your future career
This professional Licence aims to open the door to employment.
Graduates can aspire to the following positions:
- business development manager,
- marketing manager,
- sales manager,
- account manager,
- sales and/or purchasing administration manager,
- etc.
Study objectives
Train sales managers capable of coordinating a company’s sales and distribution network.
Develop skills in the field of negotiation and sales and the construction and follow-up of commercial relationships in a BtoB or BtoC context.
Acquire and retain customers.
Lead and motivate a team of sales people.
Calendar
In initial training, the work placement period is a solid block of 12 weeks.
The schedule of a work-study programme is 2 days of training / 3 days in the company.
Courses | ECTS | CM | TD | TP |
---|---|---|---|---|
ANIMER ET DEVELOPPER UN RESEAU COMMERCIAL | 10 | |||
Stratégie : B to C / B to C
Identify and qualify the different types of commercial strategies. Be able to use creative tools to innovate. Know how to implement an innovative and consistent commercial strategic plan. Be able to initiate an innovative commercial approach within a team.
Teaching language FRANÇAIS / FRENCH | 3 | 10h | 18h | |
Communication & promotion
Manage and optimise the company's communication strategy. Know how to implement and follow a communication plan. Be able to measure the impact (risks) of the company's communication strategy on the various media (o/w social networks and websites). Know how to manage crises situations. Be able to act as the main contact with the company’s providers network as regards communication.
Teaching language FRANÇAIS / FRENCH | 2 | 10h | 18h | |
Marketing & Intelligence économique
Understand key marketing concepts. Understand the challenges of economic intelligence. Acquire a strong knowledge of the economic intelligence’s techniques and tools. Understand the value for a company to know its market environment (customer need, consumer behavior, competitive environment…). Be able to implement a business intelligence process within an organization. Know how to disseminate and use the information collected.
Teaching language FRANÇAIS / FRENCH | 2 | 10h | 18h | |
Négociation (approfondissement)
Understand the context of a negotiation, to analyze what is at stake and the bargaining power of each entity, Choose a strategy adapted to each situation of negotiation, Assimilate the techniques and tools to carry out a negotiation interview, Adapt one’s behavior to the negotiation situation Know how to manage emotions and stress.
Teaching language FRANÇAIS / FRENCH | 3 | 7h | 14h | |
GERER UNE ENTITE COMMERCIALE | 10 | |||
Gestion de la relation client (approfondissement)
Understand the challenges of customer relationship (context, concepts). Have a good knowledge of customer relationship management (CRM) and know how to optimize it. Be conversant in the use of client retention’s techniques. Be able to conduct a sales interview. Understand the challenges of a pricing policy.
Teaching language FRANÇAIS / FRENCH | 3 | 10h | 18h | |
Gestion et financement d'une structure commerciale
Be able to draw up sales documents in accordance with the legislation. Be able to calculate costs, profitability for a product/service. Be able to produce a cash flow budget. Know how to build and measure sales activity through dashboards. Know how to sustain future growth and develop the structure by selecting the appropriate source of funding.
Teaching language FRANÇAIS / FRENCH | 4 | 14h | 28h | |
Gestion de projet : méthodologie et conduite
Know how to implement project management tools in a real-life situation. Be able to draw up consultation rules (response for proposals) / requirements specification. Be able to estimate project costs and optimize cost/quality/schedule. Be able to organize and lead a project/project team. Be able to report on the progress of the project.
Teaching language FRANÇAIS / FRENCH | 3 | 15h | 29h | |
MANAGER UNE EQUIPE COMMERCIALE | 9 | |||
Management d'équipe
Understand the team manager’s main functions (recruitment, development, team’s leading and motivation, management of conflicts, change management). Understand the specificities of the missions of a sales team’s manager. Acquire the management tools to achieve results with a sales team. Develop leadership to make your team more responsive in a competitive and ever-changing environment. Be aware of issues related to stress of sales people and, more generally speaking, to psychosocial risks.
Teaching language FRANÇAIS / FRENCH | 3 | 10h | 18h | |
Analyse et pilotage de la performance commerciale
Understand and know how to analyze financial indicators and ratios. Know how to leverage on the gap analysis to drive strategic performance. Understand and analyze non-financial indicators and key performance indicators (KPIs). Be able to establish the link between these indicators (financial and non-financial) and the company’s performance. Be able to build and deploy dashboards/scorecards.
Teaching language FRANÇAIS / FRENCH | 4 | 14h | 28h | |
Posture managériale
Be able to manage your behavior within your professional environment (line manager, staff and colleagues). Know how to identify the different managerial postures adapted to the situations (to allow the development of skills, to motivate, to manage conflicts and to avoid psychosocial risks ...). Develop leadership by understanding and applying the mechanisms governing behavior, interpersonal relationships, team management. Know how to behave as an ambassador (to convey the company’s culture and values ).
Teaching language FRANÇAIS / FRENCH | 2 | 10h | 18h | |
MAITRISER LES OUTILS TRANSVERSAUX | 10 | |||
Anglais
Be able to communicate effectively in English in various professional situations (sales relationship, negotiation, conflicts or claims....). Understand professional writings in English. Be able to conduct a professional interview, a meeting, in English. Assimilate the lexical fields of sales and marketing. Achieve the B1 Level by the end of the programme (TOEIC or any equivalent certification).
Teaching language ANGLAIS / ENGLISH | 3 | 14h | 28h | |
Approfondissement des outils de communication
Be able to write out high quality professional writings. Acquire the ability to communicate efficiently in a professional situation: meeting, job/client interviews, ... Have a strong knowledge of the communication techniques and know how to use them according to profiles / situations. Develop active listening and empathy’s skills. Acquire “good practices” in terms of communication on social networks/internet (incl. risks – reputation… - and constraints – regulation…).
Teaching language FRANÇAIS / FRENCH | 2 | 7h | 14h | |
Outils informatiques du manager & web
Acquire a solid knowledge of the most common IT applications / tools supporting sales activities (Word, Excel, Powerpoint, Access, Publisher, Outlook ....) Measure the achievement of sales objectives using IT tools. Organize collaborative work. Be able to present sales development / results using IT tools. Understand the new means of communication (internet, social networks) within the professional environment and their associated risks.
Teaching language FRANÇAIS / FRENCH | 3 | 10h | 25h | |
Outils juridiques du manager
Be able to apply common legal concepts in the professional environment and to put into practice methods of conflict resolution. Know how to enforce a contract.
Teaching language FRANÇAIS / FRENCH | 2 | 10h | 25h | |
PROJET TUTORE | 10 | |||
Projet tutoré
| 10 | |||
MISE EN SITUATION PROFESSIONNELLE | 10 | |||
Mémoire professionnel
| 10 |
SOENEN Fabienne
JAYET Claude
Florence BLANC
Partners
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