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Commercial Excellence – Dare to Grow

How to Achieve Breakthrough Business Performance?

How to run a successful growth strategy for a well-established company that is already doing well? Even a market leader should constantly evaluate and rethink their success factors for the future. How do my products and services satisfy my customers' needs? Do our competences and processes match our strategic goals? What does this take from leadership? How do I lead my organization and the whole network over the silos and ensure operative competence? 

This program is about commercial excellence and growth. It gives you perspectives and concrete tools to reassess your commercial strategy and success factors for the future. Program develops your capabilities in commercial excellence and gives knowledge on how to hack your company to grow.

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According to program target group Top 3 commercial skills to excel are 1) Pricing strategies 2) Conceptual skills 3) Customer and market development.

This program focuses on closing these most critical skill gaps to make your company to thrive.

Each element in this training is planned so that you will be able to seek growth and commercial excellence on a global scale.

Benefits

This program updates the mindset and perspectives to commercial growth and success. Align your organizational competences to match the strategic growth goals and gain insights on how an established company can run a successful growth strategy. We will introduce structures, tasks and tools for implementing value-based thinking in marketing, sales and account management processes.

Learn how to position your procuts and services for a desirable portfolio
Understand the possibilities of various revenue and pricing strategies
Learn how to lead your growth strategy to competences in your daily leadership work

For

This program is for the growth seeking leaders who aim to shift their mindset on how to develop their organizations’ commercial processes and competences. The Program is suitable for Business Unit Directors, Heads of Sales & Marketing, Commercial Directors, Heads of Business.

Excelling in business today requires outstanding capabilities in commercial excellence and knowledge on how to hack your company to grow. Learn how to run a successful growth strategy for a company that is already doing well. Gain perspectives and concrete tools to reassess your commercial strategy and success factors for the future.

Contents and Schedule

This program focuses on implementing the customer centric growth mindset and value-based thinking in marketing, sales and account management processes. You will gain a holistic view and concrete tools for implementing your customer driven growth strategy.

Program themes cover

  • Commercial concepts and target groups, competitive advantage through purpose and positioning

  • Value pricing and value communication – marketing and selling the value

  • Revenue and pricing strategies, and how to change them in practice

  • Leadership styles for transformation to pass through the existing silos

During the modules participants will acquire knowledge from a variety of examples from both business and consumer markets in a comprehensive manner using interactive expert lectures, practical workshops and strategy simulation, visiting industry repesentatives and company cases.

Program Structure

Pre-module period

Individual preparation and assignments

Two-day modules

Intensive and interactive learning sessions with Aalto EE instructors and peers

Post-module period

Assignments and application to practice

Modules

Faculty

Nermin Hairedin

Nermin Hairedin is a digital, data, and marketing professional. She is currently board executive in SOK (S Group), Örum, VR-yhtymä, and Delipap Oy. In addition, she serves as an advisor, keynote speaker, and investor.

Hairedin has an extensive background in digitalizing businesses for over 20 years. She has a background from successful turnarounds and growing businesses exponentially, both greenfield and M&A. She has been part of founding Fonecta and worked as one of the pioneers in setting up data-driven businesses. She has held several senior management positions at Nokia, the latest being globally responsible for digital marketing operations. Her latest corporate position until August 2019 was as the Finnish CEO of marketing agency giant Dentsu, where she, together with her team, multiplied profit and grew turnover over 70% in the stagnant market.

Hairedin has practical knowledge of global markets, with a special emphasis on China and SEA. Business experience covers services, telecom, media, retail, sales, data&analytics, and marketing. She has specialized in digital transformation, which is all about organizational culture, as well as driving marketing to be a strategic asset for growing company value.

She holds an M.Sc. degree from Aalto University (Helsinki School of Economics and Business Administration) and has university studies also from France, Turkey, the USA, and Sweden. 

Pekka Mattila

Dr. Pekka Mattila is a specialist in strategic management and agility, strategy co-creation, business model innovation, executive leadership, top team dynamics, change management, organizational culture and strategic marketing. 

Dr. Mattila works frequently with European, Asian and North American as well as African executive audiences and is a much-requested speaker at corporate and other events around the world. Over the years, he has frequently visited a number of prestigious European and Asian universities teaching management, organizational behavior, marketing, and sociology. 

In addition to his academic activities Dr. Mattila has conducted an active business career. Currently he serves as the Chairman of the Board or as a Member of the Board at a number of innovative companies: e.g. media, construction technology, payments, lighting as well as food and beverage industries. Previously he served in executive, management and senior staff positions in the Nordic financial services industry. From 2012 till 2014 he served as a board member at a leading Finnish bank. Currently he serves as a Member of the Board of The Finnish National Gallery. From 2009 till 2017 he served as the Chairman of the Board for the foundation operating the renowned Helsinki Festival. He is a Founding Member of Nordic Institute of Business and Society and the Chairman of the Board for Helsinki Advanced Interaction Studies Institute. 

Dr. Pekka Mattila is the Group Managing Director and Associate Dean of Aalto EE and serves as a Professor of Practice at the Aalto University School of Business. He holds a D.Sc. in sociology from the University of Helsinki and an Executive MBA at London Business School. 

 

Mikko Laukkanen

Mikko Laukkanen is Post-Doctoral Researcher at Aalto University School of Business and Academic Director at Aalto University Executive Education.

Dr. Laukkanen specializes in customer experience management, service design and service business, strategic marketing, business model innovation, and innovation management.

He has an extensive background of consulting and research projects with large international firms, and is a well-liked lecturer and sought-after public speaker. He has pioneered a number of experiential teaching methods in his executive and university teaching.

At Aalto University Executive Education, Dr. Laukkanen works as the Academic Director, and is responsible for the academic quality of Aalto EE’s extensive portfolio of programs.

Mikko Laukkanen has a Doctor of Science in Economics and Business Administration from Aalto University School of Business.

Olli-Pekka Kauppila

Olli-Pekka Kauppila is Assistant Professor in Organization and Management at Aalto University School of Business, Department of Management Studies.

His key areas of expertise and research are leadership, organizational behavior and commitment, strategy implementation, strategy process, innovations and innovative behaviors.

He has studied the impacts of leaders, analyzing effective leadership styles and how authentic leaders behave. Transformational leadership and creativity are also areas which he is interested in, as a teacher and researcher. Kauppila focuses on proactiveness & ambidextrous behavior at the individual’s level; and, strategy-making, knowledge-sharing, social exchange-relationships, and brokerage-behavior.

Olli-Pekka Kauppila a Ph.D. in Organization and Management from Aalto University School of Business and a M.Sc. in Business Administration and Management from Turku School of Economics.

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