MSc Sales & Business Development

The MSc Sales & Business Development was developed with 14 leading international companies, including Amazon, L’Oréal, Microsoft, Thales, Salesforce and Danone. These partners help define the skills taught, ensuring that the programme meets real market needs. This approach places companies at the heart of the learning experience and prepares students to meet employer expectations.

Members of the exclusive consortium: Air Liquide, Amazon, Danone, Hilti, Lactalis, L’Oréal, Mantu, Michael Page, Microsoft, Nestlé, Procter & Gamble, Pernod Ricard, Salesforce and Thales.

Students attend in-person negotiation classes at KEDGE, taught by professors from the Program on Negotiation (PON) at Harvard Law School, and receive a certificate upon completion. They develop advanced skills in strategic negotiation, managing complex situations and influencing others — all essential for success in business development.

Salesforce and Microsoft experts come to KEDGE to teach students in person. The programme includes CRM and artificial intelligence training taught by Salesforce experts, leading to a Salesforce certification, alongside a bootcamp on AI applied to sales, taught by Microsoft experts. Through these sessions, students learn to use data, CRM tools and generative AI to improve sales performance and accelerate business growth.

Throughout the programme, students work on real sales challenges set by partner companies. Expert-led masterclasses, case studies, business challenges, negotiation simulations, an evening of negotiation exercises and immersive company site visits connect academic learning with business practice and develop skills students can apply immediately.

Through the direct involvement of partner companies, students benefit from exclusive recruitment events and opportunities to meet professionals from industry, technology, consumer goods, consulting and services. These interactions help students secure internships, international assignments through the French VIE programme, and their first jobs in France and abroad.

The MSc prepares students for careers in B2B business development, complex sales, sales management and key account management. It combines negotiation, leadership, geopolitics, artificial intelligence and sales strategy to develop professionals who can grow businesses in international and multicultural environments.

Identify new market opportunities and sources of growth.

Develop a B2B growth strategy aligned with the company’s strategic priorities.

Integrate financial, economic and geopolitical factors into business decisions.

Conduct complex commercial negotiations in France and internationally.

Build value propositions tailored to the needs of key accounts.

Present and justify commercial proposals, persuade stakeholders and negotiate lasting agreements in competitive environments.

Master CRM tools, including Salesforce, to manage sales activities.

Use generative artificial intelligence to optimise business development processes.

Analyse sales data to anticipate trends, identify opportunities and guide strategic decisions.

Manage, motivate and support sales teams in achieving their objectives.

Develop your public speaking, persuasion and communication skills.

Build lasting customer relationships and improve customer loyalty and satisfaction.

Adapt sales practices to international cultural and geopolitical contexts.

Understand the legal and contractual issues involved in B2B commercial relationships.

Develop relationship-building and intercultural skills to collaborate effectively with international partners.