Offered by Indian Institute of Management Calcutta
A one-year, live-online executive programme (with two campus immersions) for mid–senior marketing and sales leaders that combines AI/ML-enabled marketing analytics, integrated sales strategy and leadership modules to prepare you for C‑suite roles.
Indian Institute of Management Calcutta
IIM Calcutta’s Advanced Programme for Marketing and Sales Professionals is a one‑year executive programme delivered primarily as live online sessions with two campus immersion modules. It is designed for experienced marketing and sales professionals who must balance work while upgrading strategic, analytical and leadership capabilities.
The curriculum covers end-to-end marketing and sales topics — from segmentation, pricing and brand management to sales force planning, omni-channel retailing, and AI/ML-driven marketing analytics — and includes case discussions, roleplays and a capstone project to enable practical application. Two campus immersions provide concentrated time with faculty and peers for networking and deeper reflection.
By the end of the programme participants develop stronger commercial judgment, the ability to build data-driven marketing strategies, and leadership skills required to move into senior sales, marketing or business‑unit leadership roles.
Key highlights and core differentiators that set this program apart.
IIM Calcutta Executive Education Alumni Status
Live online delivery with two on‑campus immersion modules
AI/ML curriculum for marketing analytics
One‑year format with weekend live sessions (Select Sundays)
Case-based learning, simulations and a capstone project
Core capabilities, strategic skills, and managerial frameworks you will acquire.
Essential delivery mode, timeline, and candidate eligibility at a glance.
Comprehensive breakdown of course modules, masterclasses, and hands-on projects.
- Understanding Key Constructs: Need, Want, and Demand
Understanding Value and Pricing Strategies
Segmentation, Targeting and Positioning Basics
Consumer Decision-Making Principles
Marketing Research Framework
A Primer on Qualitative and Quantitative Research Methods
Understanding Key Business and Financial Performance Indicators
Understanding Cash Flows
Understanding and Managing Outstanding Cycles
Understanding Cost Structures (Direct, Indirect, Variable Costs) and Their Business Impact
NPV, IRR
Leading and Managing Large-Scale Teams
Practising Value-Centric Leadership
Mastering the Art of Negotiation
Communicating with Influence and Impact
Collaborating Effectively Across Culture
Design Thinking for New Product Development
Driving Innovation Across Marketing Functions
Managing Products Through a Portfolio and Lifecycle Lens
Managing Services Effectively
Managing and Scaling Brand Portfolios Effectively
Aligning Sales Strategy with Organisational Objectives
Multi-Channel and Omni-Channel Management
Sales Force Planning, Allocation, Recruitment, Mentoring, and Incentivising for Success
Data-Driven Demand Forecasting and Sales Planning
Sales Management Across B2B, B2C, D2C, Rural versus Urban Contexts
Managing Retailing
Crafting Effective Go-to-Market Strategies
Navigating Digital and Traditional Advertising Landscapes
Managing Relationships with Advertising Agencies
Embracing Organisational Change through Digital Transformation
Marketing in a Digital Environment
Tracking the Digital Customer Journey
Acquainting with the Digital Marketing Landscape
Measuring Success of Digital Marketing Campaigns
Driving Business Outcomes through Customer Focus
Designing and Understanding the Customer Journey
Understanding Customer Value: Lifetime Value, Referral Value, Influence Value
Understanding Customer Engagement and Experience
Developing Partnerships and Strategic Alliances
Managing B2B Relationships
Key Account Management
Building Blocks for Marketing Analytics
Advanced Marketing Analytics
AI/ML for Marketing
Shaping Competitive Markets
Building and Sustaining Long-Term Competitive Advantage
Ethical Marketing Practices and Sustainability Considerations
Format, class schedules, campus immersion details, and evaluation criteria.
Sunday · 10:00 AM – 1:00 PM · Select Sundays / weekly · IST; live online sessions
Experience structured, in-person learning within IIM Calcutta’s collaborative and intellectually rich environment.
Spend time on IIM Calcutta's campus through two planned immersion modules. The first is a 4-day visit towards the end of the programme's first module, while the second is a 6-day immersion at the conclusion of the programme, providing an opportunity to reflect on your learning, engage more deeply with faculty, and strengthen your professional network.
These sessions give you time away from routine—to think, engage, and absorb ideas in person. You will be learning alongside peers, in an environment designed for thoughtful growth. If conditions change, alternate arrangements will be made to ensure the experience remains valuable and aligned with your journey.
Live Online Lectures
Eligibility criteria, work experience requirements, and admission steps.
Educational Qualifications
Work Experience
Internships and training experiences will not be considered as full-time work experience.
Graduates gain official alumni recognition and lifetime networking privileges.
Key application deadlines, batch commencement dates, and intake schedules.
| Application Deadline | 1 November 2026 |
|---|---|
| Program Start Date | 29 November 2026 |
Campus immersion dates and formats are subject to change due to unforeseen circumstances (e.g., pandemic); alternative arrangements may be provided to ensure learning objectives are met.
Tuition fees, flexible installment schedules, and available financing options.
| Fee or instalment | Amount | Due date / terms | Notes |
|---|---|---|---|
| Processing Fee / Registration Fees | ₹20,000 | — | Processing/Registration fee as per fee table; included in total where indicated |
| Total Course Fee (Including Processing Fee) | ₹5,39,500 | — | Total course fee; GST extra as applicable; payable to Times Edutech and Events Limited (TEEL) |
| Instalment I | ₹1,29,875 | Within one week of offer roll out | First instalment amount shown in instalment table; GST will be added as applicable |
| Instalment II | ₹1,29,875 | 6 January 2027 | Second instalment date per FeesPaymentContent table (6th January, 2027); GST as applicable |
| Instalment III | ₹1,29,875 | 6 March 2027 | Third instalment date per FeesPaymentContent table (6th March, 2027); GST as applicable |
| Instalment IV | ₹1,29,875 | 6 May 2027 | Fourth instalment date per FeesPaymentContent table (6th May, 2027); GST as applicable |
- Processing/Registration fee: ₹20,000 (processing fee / registration fee shown in fee tables). - Total course fee (including processing fee): ₹5,39,500; GST applicable extra at prevailing rates.
Common queries about the program, admissions, curriculum, and policies.
This programme by IIM Calcutta is suitable for Mid to senior-level executives in sales and marketing from both product and service organisations who want to upskill themselves and move further in the corporate ladder.
Any candidate holding a Graduate or Post-Graduate degree with an aggregate 50% marks and currently working with a minimum of 8 years of work experience is eligible for the IIM Calcutta Advanced Programme for Marketing and Sales Professionals. Please note that those candidates who have less than 50% marks in graduation but have more than 50% marks in post-graduation are also eligible for the programme. Internships and training experiences will not be considered as full-time work experience.
Candidates can apply for the IIM Calcutta Advanced Programme for Marketing and Sales Professionals by clicking the ‘Enrol Now’ button and filling in their Full Name, Phone number, email ID and other required details. Click submit, and you will receive a call from our programme advisors with detailed instructions.
In case the admissions are closed or to be announced, please fill in the Enquiry Form by clicking the ‘Enquire Now’ button. Our programme advisors will then call you to brief you further.
This comprehensive, advanced programme for Marketing and Sales Professionals by IIM Calcutta is 12 months long.
The IIM Calcutta Advanced Programme for Marketing and Sales Professionals is a live course and sessions will be conducted by IIM Calcutta using a state-of-the-art interactive (IL) learning platform directly accessible on your Desktop, Laptop or Tablet.
Completing the Advanced Programme for Marketing and Sales Professionals from IIM Calcutta opens up various career opportunities. Here are some potential paths for you:
Marketing Manager/Director: Oversee marketing strategies, campaigns, and teams, managing brand positioning and market growth.
Product Manager: Manage product lifecycle, from development to marketing, focusing on product strategy and market fit.
Digital Marketing Specialist: Focus on online marketing channels, including SEO, SEM, content marketing, and social media.
Brand Manager: Develop and implement brand strategies, ensuring brand consistency and growth.
Market Research Analyst: Conduct research to understand market trends, consumer behaviour, and competitive landscape to guide marketing strategies.
Consultant: Offer expertise in marketing strategy and execution to various businesses, helping them improve their marketing efforts.
Sales Manager: Oversee sales strategies and teams, driving revenue through effective marketing and sales alignment.
Business Development Manager: Identify and develop new business opportunities, partnerships, and market expansion strategies.
Sales & Business Growth Leadership: Driving forecasting, territory strategy, and client growth across B2B, B2C, D2C, and multi-channel contexts.
The IIM Calcutta Advanced Programme for Marketing and Sales Professionals in India is a comprehensive offering designed to elevate marketing professionals' skills and strategic thinking in today's dynamic business landscape. Through a blend of cutting-edge curriculum, industry-relevant case studies, and expert faculty guidance, the programme equips participants with advanced marketing techniques, customer-centric strategies, and competitive insights. Key areas covered include digital marketing, market analytics, branding, and customer experience management. Participants gain practical knowledge to drive marketing excellence, enhance brand value, and stay ahead of market trends. The programme empowers you to lead successful campaigns, make data-driven decisions, and achieve strategic marketing objectives.
IIM Calcutta's Advanced Programme for Marketing and Sales Professionals stands out as a premier choice due to its esteemed faculty members who bring a wealth of practical experience and cutting-edge research to the programme. The curriculum is meticulously designed to provide a holistic understanding of marketing strategies in today's dynamic business landscape. Furthermore, the emphasis on real-world case studies and hands-on projects ensures that participants gain practical skills that can be immediately applied in their professional roles. The programme's reputation for excellence, coupled with the opportunity to network with industry leaders, makes IIM Calcutta an unparalleled choice for marketing professionals looking to advance their careers and stay ahead in the competitive market environment.
Successful candidates who meet attendance requirements and pass the evaluation will be awarded a Certificate of Successful Completion from IIM Calcutta. Participants who meet attendance criteria but do not complete the programme successfully will receive a Certificate of Participation. (All certificate images are illustrative and may change at IIM Calcutta's discretion.)
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About the primary institute
The Indian Institute of Management Calcutta (IIM Calcutta) is India's oldest IIM and an Institute of National Importance known for rigorous management education, research and industry engagement. Established in 1961 in collaboration with MIT Sloan, the Ford Foundation, the Government of West Bengal and Indian industry, the institute offers flagship postgraduate, doctoral and a wide portfolio of executive programmes and long-format management courses.
IIM Calcutta combines strong academic scholarship and case-based pedagogy with extensive corporate linkages and global partnerships. The Joka campus — a landscaped, residential campus on the outskirts of Kolkata — houses advanced research centres, a Financial Research & Trading Lab, a large library collection and dedicated executive facilities, supporting both immersive residential programmes and modular executive formats.