MSc Business Development & Clients Grands Comptes

Programme objectives

A key account sales manager creates, implements and oversees the commercial strategy with the company’s key customer accounts. The objectives of the programme are organised so students can become experts in high level B to B negotiation techniques. Students will also master cutting-edge digital technologies and acquire management fundamentals for a cross-functional business outlook so that their skills run parallel to the changes in the profession and the market. Its part-time schedule is compatible with professional activity.

Skill sets

This programme is based on four skill fields that managers use to implement and oversee a company’s commercial development strategy focused on key customer accounts.

• Define a development strategy with key customer accounts
• Leading a complex high-level sale
• Negotiate with key account customers
• Coordinate cross-functional and sales project teams

As a common theme that runs throughout the entire programme, students learn to integrate innovation and topics related to environmental, social and governance criteria (ESG), illustrated by numerous company cases and professionals.

This programme is accessible via the « VAE » (awarding a qualification based on relevant professional experience).

The skills blocks of the certification may not be acquired separately. The proposed curriculum covers all skills blocks.

Programme highlights

Conferences on new digital challenges involved in business development

The students meet speakers from major accounts and leading start-up businesses such as Payfit, Sales Force and Nexans who come to present the challenges of commercial transformation.

Leadership seminar at Saint Cyr

This unique seminar has students working on leadership and team building in high-stress situations.

Organised by SCYFCO (Saint Cyr), a specialist in training and coaching managers in crisis management, this extraordinary seminar allows students to work on leadership and team cohesion in extreme situations. The objectives of the seminar in a stressful situation allow students to:

• experience emulation and teamwork
• discover methods and tools for decision-making under stress
• explore leadership and strength of character

The Negotiation Night

During one night and with the participation of companies such as Bouygues Telecom Service, Air Liquide, Orange Cyber or Yago, students are in the shoes of a Key Account Manager. Put in the position of responding to fictitious calls for tender issued by a central purchasing office, they have to show their negotiation skills and their ability to defend the companies’ interests.

Adapted programme for high-level athletes and artists

High-level athletes and artists may benefit from an adapted programme in order to pursue both their studies and their passion.

Masters Dissertation

The Masters dissertation is a project whose purpose is to identify an issue important to companies and respond to it by using a conceptual approach and empirical research. This project must lead to practical recommendations for companies. Its additional purpose is to help students acquire technical expertise while also developing important soft skills for the job market: critical thinking, complex problem resolution, etc.

Evaluation procedures

The programme is recognised through a dual validation:

• Ongoing assessment: evaluations conducted throughout the length of the programme in the form of individual or collective reports to be submitted
• A professional dissertation: submission of a written document and an oral defence before a jury made up of an academic tutor and a company tutor

At the end of the programme and after a validation of the ongoing assessment and professional dissertation, the Level-7 RNCP of Business Development & Key Account Manager degree is awarded to the participants.

If some modules were not validated and thus no credits were earned, the programme participant can redo the evaluation during a period set up for this purpose.

• • Percentage of students sitting final examinations*: 94%
  • Graduation rate*: 100%

Source: ^*2022-2023 Jury

The part-time format allows you to remain at your company and promotes your entry and development in the professional world

Targeted professions

• National/International Key Account Manager
• Social sales manager
• Sales lead manager
• Business Engineer
• Sales Application Engineer
• High-Level Negotiator
• Director of Key Accounts Department
• Sales Manager
• Cross-sector positions supporting key accounts: R&D Departments, Marketing, Purchasing, etc.

Our students positioned in companies

Students from the class of 2023 have part-time contracts in companies such as:

AIR LIQUIDE – BEIERSDORF – CARTE NOIRE – CENTRE E.LECLERC – FRANCE TELEVISIONS PUBLICITE INTER OCEANS – PUMA – SAFRAN SEATS – SALESFORCE.COM – TOTALENERGIES MARKETING – WAVESTONE – etc.

Performance indicators

Eligibility

This programme is intended for young graduates who want to develop a specialisation or earn a double skill and professionals who want to complement their skills.

Entry level	Year 1	Year 2	Degree
Four-year Bachelor’s degree Three-year Bachelor’s + 3 years of professional experience* Level-7 RNCP certification Level-6 RNCP certification International degree equivalent to the required French degrees noted above		Part-Time Master of Science	Master of Science / Level-7 RNCP certification
After a three-year Bachelor’s degree	Preparatory Year	Part-Time Master of Science	Master of Science / Level-7 RNCP certification

*apart from internship and work/study contract.

Nationals of the European Community as well as international students aged under 25 years old and who have been residing in France for at least 12 months are eligible for this programme.

This programme is accessible to people with disability.

Apply

1^st step: Application

You need to fill out the application online.

You must include the required documents:

• CV
• Two letters of recommendation
• Marks from your last two academic years
• Level of English*

*If the applicant does not have results from an English exam (B2 level), the recruitment manager can have the applicant take an online test.

The selection jury will decide on an applicant’s admissibility after reviewing their application.

The applications must be finalised no later than 10 days before the date of the interview.

2^nd stage: Admission tests

Applicants deemed admissible after review of their applications then have a motivation interview.

Definitive admission is communicated to each candidate within 7 days of the date of the motivation interview. Application fee: 100 €

Calendar

Applications are accepted between October and August, subject to availability.

However, given the limited number of places available, we advise applicants to apply as soon as possible.