This program has been designed for students or young professionals looking to complete their engineering or science backgrounds with training in project management, business management and commercial engineering.
In today’s competitive workplace, companies seek agility and flexibility by organising themselves in a ‘project mode’ with a project director who acts like a true conductor of an orchestra. In a demanding global environment, companies have realized that boosting their project management capacities is essential for gaining a competitive advantage.
As a result, they look for candidates with ‘hybrid’ backgrounds: professionals who are comfortable with both the technical as well as the marketing and sales aspect of their products and services.
Our MSc Commercial Engineering & Project Management is designed to respond to their needs by preparing our students to master both sales and purchasing techniques, as well as project management at an international level.
All classes are conducted in English by professionals and experts in their field.
This program delivers a title of Trade and Marketing Manager, certified level I by the CNCP.
Ce programme délivre le titre MANAGER MARKETING ET COMMERCIAL INSCRIT AU RNCP AU NIVEAU 1 SOUS LE CODE NSF 312N, ARRÊTÉ DU 6 MAI 2015 PUBLIÉ AU JOURNAL OFFICIEL LE 27 MAI 2015.
Cette certification est accessible par la VAE.
Directeurs de programme
Tulio AVOLIO DOS SANTOS
Lyon
Didier COUTTON
Bordeaux
« Prepare young professionals for jump-starting their career in Sales and Project Management »
Today’s pace of changes is accelerating. Driven by globalization, digitization, demographics and security, businesses and non-profit organizations all around the world are forced to adapt and innovate through strategic initiatives. These initiatives have fundamental commonalities: they are project based, chartered by a business case and they involve deal making. As a consequence, ability to lead projects and to engineer value-based commercial agreements in an international environment, are the top skills on which organizations worldwide focus when searching for talents.
The Customer Engineering and Project Management program (CEPM) is a top tier International MSc designed to prepare young professionals for jump-starting their career in sales and project management. Built around three pillars — General management, Business engineering and Project management — animated by a team of international experts and practitioners, the CEPM program gathers a diverse group of students, both in terms of backgrounds and career objectives, and equips them with real learning from the real world: case-studies, team work, and leadership development. A “must do” if you plan to go into account management, project management or business development.
Cours
Administration & Management
MANAGEMENT AND COMPANY STRATEGY
Understand the challenges and the strategic approach to ensure the durability of a company in a risky environment that is constantly evolving. Analyse the identity, the organisation and the resources of companies with a view to directing them towards sustainable development. Carry out a diagnosis of the company environment, knowing how to appreciate its ability to face up to competition and adapt to the evolutions in the business world. Define and bring its competitive advantages into play.
INTERNATIONAL AND BUSINESS MARKETING STRATEGIES
Audit the business strategy to be able to make relevant decisions. Establish a marketing and business plan by making the most of the company’s competitive advantages. Understand the particular characteristics and the strategic importance of international marketing. Discover the specificities of the international environment: Europe, America, Asia/China. Develop a marketing plan. Create strategies for penetrating the markets.
STRATEGY FOR KEY ACCOUNTS
Develop a commercial approach centered on the client; understand the psychological mechanisms involved in the buying decision and the behaviour of the players in the buying cycle. Learn the techniques for developing key accounts through the use of tools, role-playing and simulations.
SUPPLY CHAIN MANAGEMENT
Discover the purchasing function in companies. Understand purchasing strategies. Carry out sourcing and e-sourcing. Know the techniques of production management. Manage a supply chain in an international environment.
INTERNATIONAL METHODS OF MANAGEMENT
This course will help students gain essential, and strategic knowledge of current trends facing HR professionals in the field of international HRM. Working in teams, participants will learn to analyze data and transform HR strategy into plans of action.
INTERNATIONAL BUSINESS LAW
Implement business law in an international environment. Provide a legal framework for investments made abroad. Understand the particular characteristics of public procurement law. Ensure the protection of intellectual property rights within an international context. Resolve legal disputes in the case of international business Learn about the main elements in contract law.
Business Engineering
CUSTOMER ENGINEERING
Set up a customer-orientated organisation. Implement CRM tools. Establish business plans of action. Select and reply to invitations to tender. Construct a negotiation strategy.
BUSINESS ENGINEERING AND MANAGING TENDERS
Know the assignments and functions in business engineering. Describe the tools which enable the development of business actions. Prepare a written proposition in response to an invitation to tender. Implement the resources to respond to the invitation to tender. Analyze a consultation. Make a study of the financial feasibility. Follow up the work done in response to an invitation to tender. Analyse a complex sale taking the competitive advantages and the company strategy into consideration.
COMPLEX SALES
Master the technical approaches and the preparation for negotiating key accounts. Gather and analyze customers information to know them better. Build a relational key-account network. Identify the stakeholders in the decision-making process.
MANAGING A SALES FORCE
Set up an effective sales force organisation. Measure and manage results. Evaluate and motivate the sales force.
INDUSTRIAL MARKETING, PROCUREMENT MARKETING
Understand the specificities of the B to B market and the specificities in the sale of products and industrial services. Learn the typologies of markets. Define price policies. Discover the advantages of trade marketing. Develop a communication policy. Control the purchasing policy and sub-contracting. Measure and manage commercial performance.
Project Management
PROJECT MANAGEMENT
Define and negotiate the costs, quality and deadline objectives. Breakdown a project (WBS, PBS). Set up competitive engineering. Organiser a project (OBS). Define the tasks and responsibilities. Carry out a project and manage the human and financial resources.
PLANNING
Breakdown a project into tasks. Create PERT and GANTT charts. Reduce deadlines. Smooth resources. Use MS Project software. Manage a project by means of its deadlines.
PROJECT FINANCING
Establish and monitor a budget and a financing plan. Set up analytical accounting. Calculate the profitability of a project. Analyse a dossier using a business plan. Set up a pre-study leading to its consideration by an investment committee.
COSTING AND ESTIMATION
Select and apply the best adapted means for estimating costs. Measure the costs as the project advances. Manage the project by means of its costs. Decide to undertake the project or to sub-contract it.
NEW TECHNOLOGIES PROJECT
Know the different phases of an innovative project. Organize suitable human resources. The respective roles of the project leader and the business engineer. Financial and documentary aspects of a project.
THE PROJECT AND THE QUALITY APPROACH
Know the principles of quality, the ISO outline and its application. Diagnose dysfunctions in the process. Develop a plan for improvements.
Découvrez toutes les formations Management & Business Development en M1 à Bac+4 de l'INSEEC
- International Management (100% anglais)
- Management Commercial
- Management International (50% anglais / 50% français)
- Retail & Management de la Distribution
Découvrez aussi toutes les formations Management & Business Development en M2 à Bac+5 de l'INSEEC
- Achats Internationaux & Supply Chain Management (50% anglais / 50% français)
- Business Development & Ingénierie d'Affaires
- Business Innovation & Digital Marketing (100% anglais)
- Consulting & Business Development
- Entrepreneuriat & Start-Up
- International Business Management (100% anglais)
- Management de Projet & Ingénierie Commerciale
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