Chief Sales Officer Leadership Development

Program Days:

May 17, 19, 21, 24, 26, 28, 31, June 2, 4, 7, 9, 11, 2021

1:30 PM to 5:00 PM (GMT+08) on all dates

FEES
PHP 75,000.00 or USD 1,500.00
*USD 1 = PHP 50.00

Program Overview

There is a saying that “you can’t save your way to prosperity.” A strategic growth plan anchored on sustainable and profitable sales volume is imperative to prosper in these turbulent times.

As the world struggles to get back on its feet from the pandemic, there is increasing but cautious optimism among consumers and businesses about the future. With the vaccine rollout on the horizon and clamor for the government to open the economy and recover from the recession, companies are planning how to regain market position, sustain growth, and make the business thrive under a more volatile and complex environment.

Business heads and sales leaders in organizations may ask:

  • What will it take for my business to get back to its pre-pandemic level of sales volume, revenue, and profitability?
  • How will my business pivot through innovation and adapt to new consumer behavior, a digital marketplace, and emerging distribution models?
  • How will my sales organization be structured, and its benefits aligned to strategy?

The Chief Sales Officer Leadership Development Program aims to address these challenging questions. The program will equip business leaders with the needed tools, frameworks, and mindset to navigate these challenging times and position the organization for continued growth and competitiveness. It examines competitive marketplace strategy and focuses on the theory, analytical tools, and practice of market planning, analysis, development, and implementation. Further, the course offers a business approach that is agile, nimble, and flexible in the context of uncertainty.

Program Objectives

This interactive online program aims to develop the capabilities of business leaders who are responsible for revenue growth and business profitability, equipping them with the right tools, frameworks, and mindset to ensure continued competitiveness for the company amidst challenging times.

By joining the program, participants will:

  • Gain a holistic perspective of the sales function as it relates to corporate strategy and other functions
  • Understand the principles of Revenue Growth Management as a value creation model for topline growth and increased profitability
  • Learn new frameworks for business innovation, exploring market opportunities, and executing the strategy
  • Appreciate the role of technology in the sales planning and forecasting process
  • Understand and apply leadership and change management principles
  • Enhance the participants’ capability to design an effective sales organization
  • Recognize the importance of financial management for profitable sales
What You Will Learn

DAYS 1-2: Revenue Growth and Management

DAYS 3-4: Ensuring Business Growth, Exploring New Spaces, Going Beyond Current Demand

DAYS 5-6: Pivoting to a New Business Model and Sustaining the Culture of Innovation

DAY 7: Social Media, Marketing Communication, Market Research

DAY 8: Data Science and Technology for Decision-making

DAY 9: Sales Force Management and Organizational Design

DAY 10: Leadership and Change Management

DAY 11: Sales Financials: Pricing, Trading Terms, Margins, and Cost Management

DAY 12: Wrap-up and Action Planning

Key Benefits

Well-Structured Program and World-Class Faculty

The online program offers a venue for high-impact learning with real-time, experiential, and interactive online sessions. Participants will learn from AIM’s world-class faculty and its network of industry leaders and practitioners.

Gain a Strategic and Holistic Mindset of Growth and Profitability in Organizations

The program will help develop the participants’ leadership skills and instill in them a growth and profitability mindset. They will better understand organizational design and sales force motivation, resulting in better and adaptive sales management, strategies, and executions.

Enhanced Sales Strategies and Executions Amidst Challenging Times

The program enables participants to immediately apply new sales generation and distribution models, marketing innovation, and digital adaptation and transformation. They will be able to take advantage of data science and business analytics in effecting strategic change in their organization.

Who Should Attend

General Managers, Business Unit Heads, Marketing Managers, Trade Channel Managers, Area or District Sales Managers, Entrepreneurs, and other business leaders responsible for revenue growth and business profitability

Functional Managers who need to expand their framework of thinking and understand and appreciate the dynamics of managing business recovery and growth in turbulent times.