Introduction
Program Details
Program Code: 2046
School: The Business School
Credential: Ontario College Graduate Certificate
Program Type: Graduate Certificate program
Program Length: 1 year/ 2 semesters
Start Date: Fall, Winter, Summer
Location: Online
Program Overview
Centennial College's Marketing – Corporate Account Management program will prepare you for an exciting and financially rewarding career as an account manager/sales professional in the business-to-business (B2B), business to Consumer (B2C), government and institutional marketplaces.
In this business graduate certificate program, you'll learn that because today's customers are well informed and expect more customized solutions, account managers must have a solid foundation in all areas of sales, marketing, and service. This includes prospecting, networking, relationship building, closing, and post-sales activities.
As such, in interactive and practical courses, you'll learn how to put the customer first with an entrepreneurial mindset that adapts to diverse customer needs while you develop and practice skills in:
Conducting competitive and marketplace analyses that lead to understanding customer needs and behaviors.
Verbal and written communication.
Selling and presentation (storytelling and practical methodologies).
Using analytics and customer relationship management (CRM) tools.
Business and financial literacy to create compelling customer value propositions.
Engaging buyers and influencers through digital content and omnichannel marketing.
Identifying diverse working environments and adapting communication styles to ensure clear and effective communication with buyers.
Understanding negotiations from the buyer’s perspective.
Purpose-driven leadership (understanding your motivations and next career steps).
If you're goal-oriented, organized, inquisitive, and persistent with above-average communication skills, consider a career in the industry diverse world of professional sales, account management, and many other customer-facing roles.
Program Highlights
Thanks to the Corporate Account Management program's hands-on training in the Salesforce CRM platform automation software, you will be able to make a smooth transition into the workplace.
Business School professors have extensive experience in sales and account management in business-to-business settings.
Interactive learning environments allow you to connect with faculty members and your fellow peers.
Learn to thrive under pressure and develop excellent interpersonal, listening, and oral communication skills.
Program Outline
Semester 1
Semester 2
BUSN-702 Coop/Employment Preparedness
MKTG-716 Marketing
MKTG-723 Solution Selling I
MKTG-750 Account Management Essentials
MKTG-755 Business Ethics & Negotiation Skills
MKTG-756 Strategic CRM
MKTG-731 Customer Experience Design
MKTG-741 Case Analysis and Marketing Metrics
MKTG-747 Digital Marketing Strategies
MKTG-751 Solution Selling II
MKTG-752 B2B Marketing
MKTG-754 Account Management and Leadership
Semester Note:Graduation requirements: Program GPA of 2.0 (C grade) or higherThis program has a Co-op option - Program Code: 2866.
Program Vocational Learning Outcomes
Program Vocational Learning Outcomes describe what graduates of the program have demonstrated they can do with the knowledge and skills they have achieved during their studies. The outcomes are closely tied to the needs of the workplace. Through assessment (e.g., assignments and tests), students verify their ability to reliably perform these outcomes before graduating.
Conduct research into potential clients and their environment in order to identify their needs.
Plan and deliver collaborative sales presentations and written proposals that identify with the audience’s needs.
Create and communicate the value of a product or service for a targeted customer.
Develop and apply a systematic trust-based relationship selling process tailored to meet each customer’s unique situation.
Develop customer value models based on different customer needs, buyers, influencers, and decision-makers by applying fundamental financial and accounting concepts.
Build a comprehensive corporate account management strategy that delivers both customer and organizational value.
Develop trust and mutual respect by practicing ethical selling and decision-making.
Utilize social media and web-based customer relationship management (CRM) products and processes to enhance customer value.
Develop strategies for ongoing personal and professional development to enhance work performance in a corporate account management role.
Career Options, Academic Pathways, and Partners
Career Outlook
Account Manager
Account Executive
Sales Coordinator
Sales Representative (Inside/Outside/Commercial/Government)
Sales Consultant
Business Development Representative
Financial Services Representative
Territory Sales Representative
Areas of Employment
Hardware and software sales
Telecommunications
Financial Services
Pharmaceutical companies
Packaged goods companies
Mid-to-large sized business-to-business (B2B) organizations with their own salesforce
Medical and dental technology firms
Admission Requirements
Academic Requirements
University degree or a three-year college diploma in any discipline from a recognized institution
We will consider applicants who have a two-year college diploma or partial (minimum 75%) university degree completion and who have a minimum of two years work experience relevant to the program (transcript and resume review required)
Additional Requirements
English language proficiency
Co-op Option
The co-op option in this program will provide you with the opportunity to gain hands-on experience while you complete one work term as an employee in the field. This experience not only allows you to put classroom learning into practice but will also provide valuable contacts for your future career.
To participate in this co-op option, you will need to complete an application process in the first semester. If academically qualified, you may be admitted to the co-op program. When you graduate, your diploma will highlight the co-op credential
Co-op Requirements
A minimum cumulative GPA of 3.0 at the end of semester one
Successful completion of 100% of semester one courses
Achieve a minimum grade B (GPA 3.0) in BUSN-702
Students must be legally eligible to work in Canada
Students who meet the above prerequisites will apply to transfer to the co-op program as scheduled
Note: Meeting the minimum co-op program requirements does not guarantee admission into the co-op program.
