Area manager
Gestire strategicamente l'area di vendita
Managing the sales area with skills and vision
The Area Manager plays a strategically important role in linking Sales Management with the territory, a key driver of good management and economic, competitive and relational results in the marketplace. Recent market challenges have greatly increased the Area Manager’s responsibilities, requiring an increasingly modern and pragmatic market vision and evolved managerial skills.
The course provides pragmatic support to the Area Manager aimed at integrating and refining one’s knowledge of key management and sales roles in the face of the many challenges of the markets, but also the skills needed to successfully manage one’s own sales area. With this in mind, the three intense classroom days offer an interesting mix of methods, tools and executive experiences useful for analyzing and governing one's sales area and sales associates in a planned manner.
Who should apply
The program is aimed at professional who wish to develop and hone their skills in the marketing area.
The course is, in fact, designed for all those who have Area responsibilities and also for those about to assume them: Area Managers/Area Heads, District/Zone Managers, Sales Managers, Key Account Managers, Salespeople undergoing role changes, roles to support sales planning on the Area.
SDA Bocconi Executive Education Certificate
To navigate the evolution of the macroeconomic landscape and organizations, it is essential to broaden your managerial skills. Education plays a central role in this process. Together with our Program Advisors, you can design the learning path that best suits your needs, choosing from various formats to shape your professional growth.
Program Advisory
Learning is never a linear journey—it is a path built together, combining specific learning needs with practical tools tailored to individual challenges. Contact our team of Program Advisors, and together we will design the ideal learning path for you or your team, ensuring alignment with your goals.
Your benefits:
A dedicated orientation meeting, either in-person or remotely, to identify learning needs and create a customized plan. Throughout the course, you will experience a tailored welcome to introduce you to the program and foster networking between participants and instructors. Upon completion, your evaluation will become a valuable contribution for continuous improvement of the offering.
How your organization benefits:
Advisory on the program with HR managers to analyze organizational needs and develop personalized projects. Ongoing progress monitoring and a final follow-up to share results and gather feedback, ensuring constant alignment with pre-set goals.
Get in touch with Cristina Popescu
Structure and contents
The program consists of 3 days, totaling 24 equivalent hours and is built on 3 pillars.
Business challenges for the Area Manager
Analysis and Planning in the Sales Area
Evaluating and managing the Sales Area
Calendar and information
Via Sarfatti 10, 20136 Milano
Calendar
- 20 - 22 maggio 2026On campus07:00 - 16:00
Fees
€ 3,200 + VAT
The fee is net of VAT but includes teaching materials and working lunches.
Special payment terms
Bocconi Alumni
Bocconi Alumni are entitled to a 20% reduction on participation fees. To take advantage of the discount, please enter your Alumnus status when registering by indicating “ALUMNI 20” in the notes section. Remember that without this indication, the discount will not be applicable.
Women are good for business
To foster and contribute to women’s professional development, SDA Bocconi School of Management offers them until 8 March 2027 a 20% discount on the participation fee for all Executive Open Programs and Executive Online Programs.
Multiple enrollments
Companies, institutions and public bodies that enroll at least 3 participants in a single program are granted a 20% discount for each registration fee. The concession is not applicable for personal enrollment and must be formalized by the start date of the course.
Corporate education programs
In the case of learning needs involving several resources of the same company enrolled in more than one program, it is possible to define a customized plan from the specific needs of the organization. In this case, our Program Advisors are available to build with the client organizations ad hoc training plans with special pricing.
Partnerships and channel agreements
SDA Bocconi offers the possibility to initiate collaborations that allow them to expand the portfolio of educational trainings to be offered to their members. In this case, the School is available to evaluate partnerships and channel agreements so as to respond in a timely manner to the specific needs of the organization.
By attending at least 80% of the classes, you will receive a certificate of participation in the program and a digital badge to share with your network on LinkedIn.
Program Direction
The buying processes and the needs of business customers in the digital age and in the 'post-Covid new normal' are transforming very rapidly. They require, on the one hand, new and more refined sales skills in the Networks, and, on the other hand, superior skills in analysis, planning and management...
