Responsable DU Développement Commercial

Depending on the size of the company and its internal organization, the Business Development Manager takes on more or less extensive responsibilities in the development and implementation of sales strategy, and is responsible for all or part of the inherent activities.

STUDENT PROFILE :

Curious and available, you have solid language skills, a strong sense of responsibility, excellent organizational skills and a talent for negotiation. You also have a good command of sales and marketing techniques, computer skills, initiative and an appreciation of teamwork.

Teaching staff

The teaching staff of the Bachelor’s degree in Business Development is made up of experienced professionals and recognized experts in the field of sales and marketing. These teachers, many of whom are still working for leading companies, bring an up-to-date, practical perspective to teaching. Their in-depth knowledge of the market, sales techniques and business strategies guarantees training that is in tune with professional realities. Thanks to their expertise, students benefit from learning enriched by real-life case studies, concrete projects and innovative teaching methods, effectively preparing future business development managers for the challenges of their careers.

Stéphane Godard

Professor of Entrepreunariat & Business Creation

Stéphane Godard has a wealth of experience, including CEO of S&Go, professor of management at several business schools, and director of an innovative business incubator.

Laurent Bailly

Business Management and Accounting

Laurent Bailly specializes in teaching business management, accounting and financial management, with expertise in international development and start-ups. His professional career includes teaching in BTS MUC, merger/acquisition consulting, and administrative and financial management in the direct marketing sector.

Objectives and skills

ith the internationalization of markets and the inter-connectivity of different activities and economic sectors, small and medium-sized companies alike need skilled people to support them in their economic and commercial development. The aim of this course is to train tomorrow’s international sales managers and operators, preparing them for both the technicalities of the import-export business and the richness and challenges of intercultural exchanges.

The course aims to enable future graduates to :

Understand the corporate environment
Implement a sales strategy: assess the company’s export capabilities and the performance of its employees; implement an export sales development project, proposing a coherent marketing mix; coordinate a sales network in a multicultural context; draw up a communication plan in an effective multicultural context.
Develop and manage an import-export department
Negotiate in a multicultural context
Manage the risks of international operations by implementing appropriate procedures
Manage and adapt to the multi-modality of the different players

BACHELOR PROGRAM Business Development Manager

Manage the operational development of the sales action plan

Carry out a strategic diagnosis of the company, as part of a strategic watch.
Define sales objectives (SMART method) in the form of various means to develop the company's business, as part of a growth plan (internal and/or external).
Draw up the sales action plan, in the form of a sales development roadmap, automating recurring actions, integrating objectives and associated actions to be implemented.
Implement the sales action plan as part of an omnichannel strategy and CSR approach.
Evaluate the company's sales performance using indicators to monitor sales results (KPIs), in a dashboard (sales reporting).
Check and adjust the sales action plan.

Developing the company's growth strategy

Define the company's sales strategy.
Integrate customer typologies into strategy.
Establish a pricing policy that is attractive and consistent with the product or service.
Implement omnichannel sales strategy.
Build a customized sales proposal.
Develop an omnichannel prospecting strategy.
Build a sales negotiation strategy for key accounts within a long sales cycle.
Develop the customer portfolio, by creating a complete database (CRM tool) of customers and their purchasing habits.
Implement a customer loyalty strategy.
Develop a personalized customer relations strategy as part of a digital transformation process.
Set up win-win commercial partnerships.

Managing a Sales Team

Determine the profile of the sales team.
Compose the sales team, by recruiting new sales staff and training them, defining their roles and responsibilities.
Manage the sales process by implementing visualization tools (customer relationship management, CRM) and sales activity management tools (sales funnel), in order to monitor the sales team's missions throughout the sales cycle.
Develop strategies to animate and motivate the sales team, using digital tools and a collaborative platform, sales meetings and regular interviews.
Implement strategies to develop the individual and collective skills of the sales team, through face-to-face training and e-learning - taking into account accommodation needs for people with disabilities.
Coordinate the sales operations of your team, in liaison with the marketing and communications department in charge of content creation, to create value around a product or service.
Evaluate employees' sales performance both individually and collectively, through reporting based on quantifiable sales indicators.
Monitor the sales team's activity, analyzing results and implementing corrective actions to improve performance.

Signed materials

DU RDC tests

Skills Block 1: 2 CCF + Presentation of a strategic diagnosis and sales action plan
Skills block 2: 2 CCF + a negotiation interview and a growth strategy case study.
Skills block 3: 2CCF + presentation of the creation of a virtual sales department
Grand oral: Summary interview designed to assess the skills acquired through professional experience and training.

The third-year internship is the student’s first concrete experience of the professional world, where he or she can put into practice the knowledge he or she has acquired.

Students who are not enrolled in a sandwich course are required to complete an internship lasting at least three months, accompanied by a written internship report.

Admission :
File analysis
Entrance test
Motivational interview
For people with disabilities, please consult our disability advisor (reception@ismac.fr)

Prerequisites :
The “Responsable du Développement Commercial” (RDC) professional certification is aimed primarily at students with a Bac+2 BTS or a level 5 diploma or certification in the field.

EXCEPTIONAL ADMISSION – AUTHORIZED CASES:
Only the following profiles may apply for derogatory admission:
▪ Candidate having obtained at least 8/20 in the BTS
▪ Candidate having validated 2 years of bachelor’s degree
▪ Candidate holding a BAC and justifying 3 full years’ experience in the commercial field.

Any other profile cannot benefit from derogatory admission.

Job opportunities

A Bachelor’s degree in EWC opens up a wide range of career opportunities:

Business development manager, development manager,
Sales manager, sales strategy manager, technical sales manager,
Business development manager,
Sales development manager, sales force manager, sales promotion manager, head of sales, e-commerce manager, sales manager,
Business manager/manager/engineer,
Key account manager / sales engineer, account manager / negotiator,
Business development consultant, business strategy and business development consultant,
Account manager, account executive, customer relations manager,
Sales manager, sales operations manager (SalesOps), sales developpement representative (SDR), responsable grands comptes / key account manager (KAM) / global account manager.

Practical info

Format :

Type of contract:
Professionalization and apprenticeship contracts available from 3rd year only:
Rhythm:
2 to 3 days/week of training and 2 to 3 days/week of on-the-job training

Duration :

18 to 20h per week
1 year old

Tuition fees :

7500€ per year
Application fee: 200€.

Campus : Paris

Language of instruction

French

Start date: September 2025
End of course: September 2026

Level of admission : To enter this Bachelor's program, you need to hold a Bac+2, preferably with a sales/marketing focus.

Diploma/Title awarded :

Responsable du Développement Commercial” professional certification registered for 3 years with the RNCP (N° Fiche RNCP37849) by decision of the Director General of France Compétences on July 19, 2023, at qualification level 6, with NSF code 312, under the title Responsable du développement commercial, with effect until July 19, 2026, issued by IMCP, the certifying body. This certification is made up of 3 skill blocks. Blocks of competencies represent a modular and progressive means of access to certification, as part of a training program or a VAE process, or a combination of these means of access.

Fiche RNCP Code: 37849 Available on the France Compétences website: https://www.francecompetences

Success rates : New training

Ready to join us

BACHELOR Business Development Manager

Developed by professionals and experts, this Bachelor’s degree in Business Development Management stands out for its innovative and operational character, fully in line with market trends and current business practices. The program trains students to become experts in business development, capable of steering effective strategies to optimize company growth and performance.

Students in this Bachelor's program will acquire solid skills in analyzing the company's internal and external environment, defining SMART sales objectives, and implementing structured sales action plans. They will also be trained in managing and leading sales teams, defining customer loyalty strategies, and drawing up customized sales proposals.This Bachelor's degree prepares students for real prospects in careers requiring analytical skills, strategic planning and operational implementation of sales actions. Graduates will be able to meet the needs of companies in different sectors, from SMEs to large corporations, and adapt to regional, national and international market dynamics.

Successful internships: Testimonial from an ISMAC partnership

Objectives

Former des managers opérationnels en 3 ans Acquisition des fondamentaux de l’économie et du management Apprentissage approfondi de la langue et de la culture japonaises Expériences terrains et missions en entreprise

This dual expertise in business and culture gives our students fantastic assets to take advantage of the opportunities offered to them in all positions dealing with Japanese people, in France or in Japan. Sandwich courses available *Contact us to find out more about our training courses with state-approved RNCP certification. LEFT