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MILANO | ITALYBARCELONA, MADRID | SPAIN
EXECUTIVE MASTER IN MARKETING & SALESEMMS
14 MONTHS | 2017-2018
GET MORE JUICE FROM YOUR TALENT
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EXECUTIVE MASTER IN MARKETING & SALES EMMS2
WHY EMMS?
PROGRAM
IS IT YOU?
CLASS PROFILE
2 LIFETIME ALUMNI NETWORKS
DEDICATED FACULTY
CONTENTS
Get more juice from your talent.
EXECUTIVE MASTER IN MARKETING & SALES EMMS3
WHY EMMS?
Video
EMMS is a unique program predicated on the specifics of learning: the acquisition of knowledge, the exercise of imagination and the reframing of a practice.
JORDI BRUNAT | Executive Director, ESADE Executive Education
Specializing means acquiringmore in-depth knowledge of a sector or a work function,consolidating your skills andimproving how you apply themin order to go further.
BRUNO BUSACCA | Dean, SDA Bocconi School of Management
MADRIDBARCELONAMILANO
EXECUTIVE MASTER IN MARKETING & SALES EMMS4
EXECUTIVE MASTER IN MARKETING & SALES EMMS11TH EDITION
EMMS is a winning learning experience for forward-thinking managers who are really devoted to achieve marketingand sales excellence in dynamic,challenging business environments.MARCO AURELIO SISTI | EMMS Co-DirectorKey Facts
EXECUTIVE MASTER IN MARKETING & SALES EMMS5
If we ask participants to commit weeks of theirtime to focus on a rigorous marketing and sales
management program, they should expect superb schools and locations. And that is what they will get.
The EMMS program is run by two renownedbusiness schools in Europe.
Located in cities that top anyone’s list of exciting,innovative centers of commerce, their flavor
is distinctly international, with a touch of Mediterranean style.
FOR EXECUTIVES MOVING FORWARD
EMMS is for those marketing and salesexecutives who are ready to challengethemselves in an intense learningjourney and ready to be change agentsin their companies.
MICHELE QUINTANO | EMMS Co-Director
Samsung Italia @SamsungItalia
Today, we are welcoming @SDABocconiand the Managers from the #EMMS MasterProgram for an interactive day at#SamsungDistrict.
An unforgettable life experience. Not just a great career opportunity but also a challenging change of mindset. Students agree that there is a before and after EMMS.
LLUÍS MARTÍNEZ-RIBES | EMMS Faculty
EXECUTIVE MASTER IN MARKETING & SALES EMMS6
EMMS A UNIQUE EXECUTIVE PROGRAM
Students in the program boost their skills and self-confidence, grow fast and become more substantialcontributors to their companies, as well as stronger and more internationally-oriented business leaders.
EMMS Program
2 SCHOOLS
1 MASTER
3 CITIES
EXECUTIVE MASTER IN MARKETING & SALES EMMS7
EMMS participants develop a deeper knowledge of the marketing and sales fields and a more strategic mindset; without having toleave their job, they start opening doors they never even knew were there, and meet their goals successfully:
Systematizemarketing andsales skills and grasp newperspectives.
Become amarketing andcommunicationmanager in an internationalcompany.
Achieve a deeperunderstanding of customerbehavior and marketingtechniques.
Be able to take on a sales or marketingdirector position.
Gain theoreticalmarketingknowledge andpractical salesdirection.
Become betterprepared to facenew challenges in professional life.
1 2 3 4 5 6
A TRANSFORMATIONAL PROFESSIONAL AND PERSONAL EXPERIENCE
Are any of these goals similar to yours? Is it You?
As a project manager, I needed to think aboutthe bigger picture. The 50% face-to-face and 50% distance learningformat is a good balance to both keep your joband to have an Executive Education.
INBAL COHEN | EMMS 2015-2016Nationality: Israeli | Project Manager, Broadcom
EXECUTIVE MASTER IN MARKETING & SALES EMMS8
�50%FACE-TO-FACE SESSIONS
EMMS MAKES THE DIFFERENCE
�50%DISTANCE LEARNING SESSIONS
Most Masters programs require you to put your career on hold. EMMS is different. Its modular structure means that you'll only needto take leave from your employing organization for limited periods, allowing you to apply the new insights immediately in yourworkplace. You will also be boosting your skills and self-confidence, rapidly becoming a more substantial contributor at work as wellas a stronger and more internationally oriented business leader.
FOR MAXIMUM EFFECTIVENESS, THE PROGRAM COMBINES TWO DELIVERY STYLES:
EXECUTIVE MASTER IN MARKETING & SALES EMMS9
FACE-TO-FACE
A typical F2F week
I was recently appointed to a global marketing role.EMMS helped me get a broad view on valuablemarketing activities and advance faster on key projects. The learning was very practical and applicable to my business.
PHILIPPE MARTY | EMMS 2015-2016 Nationality: FrenchEMEA/APAC Marketing & Commercial Excellence Director, GREIF
Residency modules take place at ESADE Business School in BARCELONA and MADRID,and SDA Bocconi School of Management in MILANO.
Participants will undertake seven face-to-facemodules stretching from January 2017 through to February 2018. The residency modules are rigorous. They consist of classroom timein these three cities with leading professors from ESADE and Bocconi.
Participants will interact with accomplishedexecutives outside the school, and takeadvantage of opportunities to get to know andwork with fellow participants from a multitude of backgrounds and nationalities. Participants will enhance their understanding of marketing and sales management, through theory and practice.
In 15 COURSES � they will study topics such as Brand Management, Marketing Research,Sales Management, Channel Management andFinance for Marketing in great depth. As a result they will be in a position to offerprofound contributions to their field, able to seizeopportunities and develop superior strategies well ahead of their competitors.
In EMMS, we learn to draw the bigpicture and to think big while analyzingall the different slices of the cake.
VALESKA MERTENS | EMMS 2014-2015Nationality: German Online and Marketing Manager, Sony Music
EXECUTIVE MASTER IN MARKETING & SALES EMMS10
Distance Learning modules are a continuation of the one-week classroom sessions.
Lasting for SIX WEEKS AND FOLLOWINGEACH RESIDENCY MODULE, these modulesallow participants to return home and continue in their job while researching topics started in the residential phase in greater depth. The combination of working and studyingsimultaneously, allows participants to put whatthey learn into immediate practice.
The distance learning modules are as rigorous as those that are conducted face-to-face, but the program’s intuitive, EASY-TO-USEONLINE PLATFORM enables participants to move at their own pace.
No special software is required, simply a connection to the internet.
DISTANCE LEARNING
A typical DL schedule
� Live online classes � Assignments, both
individual and group � Discussion forums
� Faculty-guided business games
� Video lectures � Online cases
� Readings � Participant-created
blogs � Participant networking
� Interaction with participant teams via groupware
� IM, forums,announcements
THE ONLINE MODULES FEATURE
I am working full-time as a General Manager at Casamona International, a Real Estate Agency in Barcelona. It was important for me to join an Executive Master so that I could keep my job while at the same time having a high level of education in marketing and sales.
RALUCA TRONARU | EMMS 2015-2016Nationality: RomanianGeneral Manager, Casamona International Real Estate
EXECUTIVE MASTER IN MARKETING & SALES EMMS11
IS IT YOU?
When you want to:
➦ be an executive with enhanced perspectives
➦ make a leap forward in a global context with a broadened mindset
➦ fuel both your career and your executive education
➦ experience top ranked Schools with connections worldwide
and you have
➦ a university degree (in any discipline)
➦ minimum 4 years of work experience (not necessary in Marketing or Sales)and at least 27 years old
➦ TOEFL or equivalent English proficiency test
your goals match ours, then yes, IT’S YOU!
Apply NowClass Profile
EXECUTIVE MASTER IN MARKETING & SALES EMMS12
PROGRAM
More
JANUARY 2017 � FEBRUARY 2018 5Fundamental Courses
10Advanced Courses
4 Face-to-faceworkshops
Business Project
Individual ExecutiveCoaching
DEGREE AWARDED
Executive Master in Marketing and Sales Double Degree: Qualification degree by ESADE Business School/Ramon Llull University and specialization certificate by SDA Bocconi School of Management.
PART-TIME
Each course will start with a face-to-face residential session,continue online and end with a final exam in the next face-to-face session.
The first two modules are devoted to Fundamental Courses that ensure a solid, common base.
Other modules are dedicated toAdvanced Courses.
The program ends with the Business Project.
EXECUTIVE MASTER IN MARKETING & SALES EMMS13
Part-time commitment, mixing 50% distance learning sessions with 50% face-to-face sessions.
PROGRAM STRUCTURE
January 2017 March 2017
■ MarketingManagement
■ ChannelManagement
■ F2F WorkshopAnthropologyof Consumption:A culturalapproach.
March 2017May 2017
■ Marketing Research
■ Brand Management
■ Going to the Market
May 2017July 2017
■ Price Strategy andManagement
■ Sales Management 1
■ Strategic Marketing
September 2017November 2017
■ Sales Management 2
■ F2F Workshop:NegotiationSkills
■ CRM andBusinessIntelligence
■ F2F Workshop:Leading andManagingPeople
November 2017 January 2018
■ MarketingCreativity andInnovation
■ IntegratedMarketingCommunication
Winter BreakDec. 23-Jan. 7
February 2018
■ F2F Workshop:Presentation Skills
■ Top ManagerAddress
■ Business Projectpresentation
Graduation Ceremony
■ 5 Fundamental Courses ■ 10 Advanced Courses ■ 4 Face-To-Face Workshop
MODULE 1
MILANO9 - 14 January
BARCELONA6 - 11 March
13 March - 6 May
MILANO8 - 13 May
15 May - 1 July
BARCELONA3 - 8 July
10 - 29 July16 August - 9 Sept.
MADRID11 - 16 September
18 Sept. - 4 Nov.
MILANO6 - 9 November
13 Nov. - 22 Dec.8-14 January
FACE-TO-FACEResidency
DISTANCELEARNINGOnline
INDIVIDUAL EXECUTIVE COACHING
MODULE 2 MODULE 3 MODULE 4 MODULE 5 MODULE 6 MODULE 7
16 January - 4 March
FundamentalCourses 1
FundamentalCourses 2
AdvancedCourses 1
AdvancedCourses 2
AdvancedCourses 3
AdvancedCourses 4
GraduationModule
JANUARY 2017 - FEBRUARY 2018
SDA Bocconi and ESADE Busines School reserves the right to make any changes to the contents of this brochure (rules, curriculum, courses).
More
July 2017September 2017
■ InternationalMarketingManagement
■ Finance forMarketing &Sales
■ Digital Enablers
Summer Break 30 July - 15 Aug.
BARCELONA14 - 16 February
EXECUTIVE MASTER IN MARKETING & SALES EMMSI
MORE EMMS
I had high expectations for the EMMS program,and what I got from SDA Bocconi and ESADE isactually even better. The quality of the courses andthe faculty is simply exceptional. The program is demanding, and I am already usinglessons in my day to day work. All in all, I think Ihave made one of the best decisions of my life. TODOR LESOV | EMMS 2013-2014 | Nationality: Bulgarian Retail and Channel Partner Manager Bulgaria& Macedonia,Microsoft Bulgaria
Running a herbal/natural personal carebusiness requires global exposure alongwith sufficient amount of marketing andsales skills and tools. I found in theEMMS program sufficient flexibility tobalance my student and working life.
AJIT CHAUHAN | EMMS 2010-2011Nationality: IndianManaging Director, Krauter Healthcare Ltd., India
The knowledge and tools gained from the EMMSprogram have proven invaluable in undertaking my newbusiness venture - especially in regard to determiningthe positioning of the products and understanding asmuch as possible about the customer!
ANTONY NARDONE | EMMS 2013-2014 | Nationality: AmericanVice President, Finance Operations at Spirit AeroSystems
SECTOR
PRODUCTS 14%
INFORMATION & COMM. TECH. 31%
FINANCE/CONSULTING 17%
E-BUSINESS/DIGITAL 7%
ENERGY 7%
OTHERS* 17%
EXECUTIVE MASTER IN MARKETING & SALES EMMSII
CLASS PROFILE 2016
Companies Represented
AGE
<31 28%
31-33 24%
34-36 14%
>36 34%
DEGREE
TECHNOLOGY 17%
ECONOMICS 59%
HUMANITIES 24%
WORK EXPERIENCE
3-6 28%
7-9 10%
10-14 31%
>15 31%
COUNTRIES REPRESENTED 19
AUSTRIA, BELARUS, BOSNIA, BRAZIL, CANADA, COLOMBIA, GERMANY, ITALY, LEBANON, NIGERIA, POLAND,RUSSIA, SLOVENIA, SPAIN, SWITZERLAND, THE NETHERLANDS, UNITED ARAB EMIRATES, UK, USA.
NUMBER OFPARTICIPANTS
29
AVERAGE AGE
35
AVERAGE WORK EXPERIENCE
12
WOMEN
10
*RETAIL, SALES&DISTRIBUTION, LEISURE, FREELANCE, UNEMPLOYED
EXECUTIVE MASTER IN MARKETING & SALES EMMSIII
EMMS: POSITIONS OF ANY KIND
� Managing Director
� Key AccountManager
� Senior MediaAnalyst
� Department Head-Private Label
� Marketing Director
� Senior CustomerProject manager
� International BuyingManager
� Manager
� Market DevelopmentManager
� BusinessDevelopmentManager
� Founder & CEO
� Head of Finance & HR
� Area Sales Manager
� Deputy ProcurementDirector
� Sales AccountManager
� International Sales & Marketing Director
� Regional SalesManager
� Marketing Director
� Strategy ProjectsManager
� BPO Manager
� New BusinessDirector
� CEO
� Senior AccountManager
� Product Manager
� Account ExecutiveCommodity Trading& Retail
� Deal Lead
� Pre-sales Leader and BusinessDevelopment
� Head of SalesIndustry & Media Solutions
� Strategic consultant
EMMS. You can be different from the others.
CLASS 2016
EXECUTIVE MASTER IN MARKETING & SALES EMMSIV
2 LIFETIME ALUMNI NETWORKS
BAA BOCCONI ALUMNI ASSOCIATION
Alumni are one of the greatest assets of business schools throughout the world.Bocconi Alumni Association (BAA) brings together more than 95,000 Alumniwho have acquired a Bocconi Degree. Over 12,000 come from SDA BocconiMBA and Master’s Programs.
ESADE ALUMNI ASSOCIATION
ESADE has more than 50,000 alumni who are also a fundamental part of ourinternational network. 10,000 alumni live and work outside Spain in a networkspanning 115 countries. The ESADE Alumni Association is extending the networkby developing 32 chapters.
EMMS participants develop an international professional network second to none - being Alumni from two prestigious internationalBusiness Schools, they enhance their worldwide reach.
ESADEAlumni
BOCCONIAlumni
EXECUTIVE MASTER IN MARKETING & SALES EMMSV
DEDICATED FACULTY
The EMMS Directors represent the love of teaching, dedication on to a high quality of life that characterize the program’s faculty.
The work of the EMMS faculty is grounded in research, publishing, teaching andconsultancy with some of the most famous companies in the world.
EMMS is ideal for energetic, forward-thinking executives who want to reach out and acquire a global mindset. ALESSANDRO ARBORE | EMMS Faculty Faculty
LearningModel
PROGRAM DIRECTORS
Marco Aurelio Sisti �EMMS Co-Director, SDA Bocconi School of Management
Michele Quintano �EMMS Co-Director, ESADE Business School
EXECUTIVE MASTER IN MARKETING & SALES EMMSVI
KEY FACTS
� fee: € 35,500*
� start: 9 January 2017
� end: 14 February 2018
� application deadline: 28 November 2016
� infoline: +39 02 5836.3115
� admissions.emms@sdabocconi.it
� www.sdabocconi.it/emms
With SDA Bocconi and ESADEget more juice from your talent.
Apply Now
*An "early bird fee" of € 30,500 will be granted to candidates that have been admitted and paid the deposit fee before 19 September 2016.
• 1st instalment of € 9,000, upon registration.
• 2nd instalment of € 9,000 within 31 January 2017.
• 3rd instalment of € 9,000, within 31 March 2017.
• 4th instalment of € 8,500, within and not later than 29 September 2017.
More about the Tuition Fee
We thank our Students and Alumni for their suggestions,testimonials and photographs contained in this bro chure.
EXECUTIVE MASTER IN MARKETING & SALES EMMSVII
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SDA Bocconi School of Management | Masters Division
Via Bocconi 8 - 20136 Milano, Italy | tel +39 02 5836 3115 | fax +39 02 5836 3272Email: admissions.emms@sdabocconi.it | www.sdabocconi.it/emms
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CFA program partner ofCFA InstituteMCF program accredited
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European Foundation for Management Development
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Community of European Management Schools andInternational Companies
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The Italian Association for Management EducationDevelopment Full-Time MBA accredited
SDA BOCCONI RANKINGS
Financial Times
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The Economist - Which MBA?
Forbes
Espansione
QS
SDA BOCCONI SCHOOL OF MANAGEMENT
The leading School of Management in Italy and the only Italian Schoolpresent in all of the most important International rankings (FinancialTimes, Bloomberg Businessweek, The Economist, Forbes), SDA Boc-coni has established itself as a European leader in education.
SDA Bocconi School of Management is part of Università Bocconi, thefirst Italian University to grant a degree in economics. For over acentury, Bocconi has played a leading role in Italy’s social and
economic modernization. SDA Bocconi has been engaged in the promotion and organizationof executive education since 1971, with an International approach. The School’s vision ofempowering life through knowledge and imagination lies behind its program offerings:Executive Education Open and Custom Programs, MBA and Master Programs, for thedevelopment of individuals, companies, institutions and economic systems.
Choosing SDA Bocconi and coming to Milano means choosing a vibrant environment, theentrepreneurial, financial and industrialized center of Italy, a doorway to Europe. In short, awealth of international contacts and opportunities. And Milano, of course, is culture, fashion,design, food and the art of living.
SDA Bocconi strong international outlook translated into the foundation of the India-basedMISB Bocconi, Mumbai International School of Business Bocconi. The School is an initiativeof SDA Bocconi and has been launched in response to the growing competitive challenges onthe global stage.
ESADE BUSINESS SCHOOL
EXECUTIVE EDUCATION, YOUR PARTNER FOR GLOBAL LEARNINGESADE Business School, since its inception, has managed to createand maintain a high value-added link between business and academia,ensuring that organizations and companies improve their management policies and becomemore and more competitive and socially responsible. Today, ESADE Business School offerscompanies an advanced learning model and effective solutions to their growing training needs;rigorous research in the pursuit of innovation and a meeting place for executives, professionalsand entrepreneurs to exchange ideas, experiences and reflections.
GLOBAL INFLUENCEESADE Business School has grown to become a world leader in Executive Education thanksto its unique way of creating and transmitting knowledge, being faculty the key to itssuccess. As renowned experts in their respective fields, our faculty members are in closecontact with the business world. ESADE professors take a global approach toward shapingtoday's and tomorrow's management practices.