Courses
Overview of courses taught (In French and English)
My main field of teaching expertise is (BtoB) marketing and sales, in the context of the global firm :
Postgraduate
(MBA/ DBA and PhD)
Leadership and organizational change
Building strategic customer relationships
(Master level)
– Digital transformation :
BtoB Digital Transformation and Communication
E-marketing in BtoB/ Digital transformation in BtoB
« Digitalisation of procurement and BtoB sales »
– Business development :
« Customer centricity »
« Quand l’entreprise est aussi un client »
Key Accounts – Accounts’ Plan and Strategy negotiation
Introduction to Key Account Management
Leveraging performance in BtoB (operational marketing)
Global marketing (in BtoB) : focus on vertical relationships
Manager commercial en BtoB
Sales leadership
Sales and strategic customer management
– Management :
Management and Global Management
Management of the global firm
– Purchasing/ Procurement :
Information and Purchasing
Purchasing and stakeholders
Purchasing management
Procurement
Les fondamentaux des achats
Achats durables
Masters of Science/MSc
– Marketing :
Strategic Marketing
Business to Business Marketing (included Services in B to B)
– Procurement :
Strategic purchasing
Purchasing and innovation
– Management :
Change Management Leadership and Ethics
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Global Executive MBA
Digital transformation in BtoB
Transversal courses :
The multi-national company (MNC) : Management/Strategy/Marketing
Management of the global firm
Global account management
Global marketing (in BtoB) : focus on vertical relationships
Global vs local / Understanding the global firm
Undergraduate
(Bachelor level)
– Marketing :
Fundamentals of marketing
Global marketing
Industrial marketing
B to B & Services Marketing
– Business development :
International Trade
Key Account Management
Sales and Negotiation skills
Quand l’entreprise est aussi un client
Management de la force de vente
Relationship Marketing (within a two-year undergraduate course)
– Management :
Management (Chartered Accountants Program)
Course coordination :
Négociation (cours de base à avancé)
Complex negotiations
Executive Education
– Programs tailored for company internal trainings :
Key Account Management :
Did you say « partnership » ? or Key Account idiosyncrasies
Optimising the value proposition
Aligning seller-buyer objectives
Negotiating at high level
Marketing/ Business development :
« Re-thinking marketing »
Managing Customer value
– Inter-company programs
L’analyse des marchés (for SMEs)
« High level negotiations with Key Accounts »
« Le Métier de Key Account Manager »
Quelques commentaires/évaluations des étudiants sur mes cours