

B2B Management

Esade Business School
Esade Business School — formally Escola Superior d'Administració i Direcció d'Empreses — was founded in 1958 in Barcelona by the Society of Jesus, with a founding mission rooted in humanistic management education: developing leaders who are technically excellent and ethically grounded. Affiliated with Universitat Ramon Llull, Esade operates as a private institution with campuses in Barcelona and Madrid. The Jesuit intellectual tradition is not ceremonial here — it runs through the curriculum in a genuine commitment to critical thinking, social responsibility, and the integration of law, business, and public policy in ways that most standalone business schools struggle to replicate. Accreditations and Rankings Triple Crown Accredited AACSB EQUIS AMBA Fewer than 1% of business schools worldwide hold all three accreditations simultaneously. Selected Rankings Financial Times European Business Schools ranking: #8 in Europe (2023) Financial Times Executive Education Open Programs: Top 25 globally (2023) Financial Times Executive Education Custom Programs: Top 25 globally (2023) QS Global MBA Rankings: Top 50 globally (2024) Financial Times Global MBA: Top 50 (2023) Executive Education at a Glance Esade Executive Education has built a strong reputation particularly in leadership development, innovation management, digital business, and general management for senior professionals — areas where the school's research depth and faculty practitioner networks add clear value. The portfolio divides into open enrollment programs aimed at individual executives and custom programs designed for corporate clients, with the latter representing a substantial and growing share of Esade's executive education activity and including long-term partnerships with major multinationals operating across Southern Europe and Latin America. Open programs span formats from intensive on-campus immersions in Barcelona to blended and online modalities, with durations typically ranging from two days for focused workshops up to several months for flagship leadership journeys. The Senior Management Program (PDG) — Esade's flagship general management program — has been running for decades and draws participants primarily from mid-to-large corporations across Spain, Latin America, and the rest of Europe. The Executive MBA and shorter open programs in areas such as digital transformation, sustainable business, and family business governance consistently appear in participant and alumni surveys as among the school's most distinctive offerings. Open program fees generally range from approximately €2,000 for shorter modules to €20,000 and above for extended flagship programs. Campus and Facilities Esade's main Barcelona campus is located in the Sant Cugat del Vallès area, with additional executive education activity conducted at its Sant Gervasi campus closer to the city centre — a 19th-century building that blends period architecture with modern teaching infrastructure, including tiered case-study rooms, breakout collaboration spaces, and executive residence facilities. The Madrid campus, located in Pedralbes and near the financial district, extends the school's reach into Spain's capital and allows participants to engage directly with one of Europe's most active corporate hubs. Barcelona itself is a significant asset: as a global technology, design, and innovation capital — home to the Mobile World Congress and a dense startup ecosystem — it gives executive programs a living laboratory quality that purely academic campuses in smaller cities simply cannot offer. Faculty and Research Esade's faculty numbers around 400, drawn from over 40 countries, and the school has deliberately recruited scholars who bridge academic publishing and applied business challenges — a profile that is particularly relevant for executive participants who quickly lose patience with pure theorists. Research strengths with direct executive education relevance include leadership and people management, digital innovation and technology strategy, entrepreneurship and venture creation, and business ethics and governance — the last being an area where Esade's Jesuit roots produce genuinely distinct scholarship rather than box-ticking corporate social responsibility content. The Esade Institute for Social Innovation and the Esade Entrepreneurship Institute are among the school's most active research centres, and faculty from both regularly teach in executive programs, ensuring participants get exposure to live research rather than settled textbook knowledge. Student Body, Alumni, and Career Outcomes Executive education cohorts at Esade are notably international for a school based in Southern Europe, typically drawing 40–60% of open program participants from outside Spain, with particularly strong representation from Latin America — a reflection of Esade's decades-long investment in that region and its status as a preferred destination for executives from Brazil, Mexico, Colombia, and Argentina seeking a European credential with genuine cultural and linguistic proximity. The alumni network numbers over 60,000 professionals globally, with particularly dense concentrations in financial services, consumer goods, technology, and professional services across Spain, Latin America, and increasingly the European Union institutions. Alumni regularly cite the network's practical value — Esade graduates in senior roles across Iberian and Latin American multinationals tend to maintain active engagement with the school through guest lecturing, mentorship, and recruitment, which gives executive program participants access to a living, functional network rather than a dormant database.
Available Cohorts
Choose your preferred start date
All-inclusive program fee
Duration
12 days
Format
in-person
Topic
Strategy
Language
Spanish
About This Program
Why Esade Business School?
Your Profile
- Propietarios de empresas, consejeros delegados (CEO), directores generales, fundadores de start-ups/scale-ups y responsables de ventas de empresas B2B que quieran transformar sus organizaciones para hacer mejores negocios, más predictibles y escalables.
Benefits
- ¿Por qué B2B Management? - Señalar las principales diferencias entre B2B y B2C permite reflexionar sobre la necesidad de un modelo de gestión y una cultura especÃficos para las empresas B2B.
- Crear una estrategia de crecimiento B2B - Los fundamentos que debes conocer para mejorar el desempeño, a partir de la construcción de una propuesta de valor necesaria para B2B.
- Competir con un negocio de personas - Aprender a crear una ventaja competitiva mediante unas metodologÃas B2B orientadas al talento: al fin y al cabo, las personas de que dispones son las que marcan la diferencia ante tus clientes y tu contexto define tus necesidades concretas.
- Tener a las personas adecuadas en el lugar adecuado - Tu equipo es tu primera lÃnea, por lo que resulta fundamental tener en la empresa a los perfiles más adecuados y preparados, debidamente retribuidos, para lograr el éxito.
- Considerar las relaciones B2B como un proceso - Entender que B2B es una relación para ayudar a resolver un problema, gestionando las polÃticas por el lado del cliente, y considerando que ello requiere seguir un método y un proceso para ser más predictibles.
- Alinear el marketing y las ventas B2B - Crear un sistema de generación de la demanda requiere desarrollar las estrategias de marketing adecuadas que contribuyan a reforzar las relaciones B2B y alinearse con las necesidades de realización de ventas.
- Entender el punto de vista del cliente - Entender qué espera la alta dirección de la relación B2B nos obligará a reflexionar sobre los comportamientos de nuestro equipo.
- Basarse en herramientas de productividad para incrementar los ingresos - Para aumentar la productividad y el desempeño de tu equipo de ventas, debes contar con la tecnologÃa que ayudará al equipo a lograr sus objetivos, maximizar sus habilidades comerciales y minimizar las tareas tediosas.
- Establecer una comunicación efectiva en las relaciones digitales B2B - Ser plenamente conscientes de la importancia de la comunicación en B2B y saber crear confianza y comunicar efectivamente en nuestras relaciones con los clientes actuales y futuros, tanto online como offline.
- Liderar el Equipo de Facturación B2B - Los altos directivos deben crear las condiciones para que los responsables de ventas forjen a vendedores . Por tanto, deberemos reflexionar sobre cuál es el rol del responsable de ventas, cómo desarrollar a los miembros del equipo utilizando los datos, y cómo prepararlos para que logren ser más predictibles y escalables.
What You'll Learn
- Por qué B2B Management
- Estrategia de crecimiento B2B
- El negocio de personas
- Contratación, incorporación y compensación
- Proceso de relaciones B2B
- Alineación de marketing y ventas en B2B
- Visión de los clientes
- Instrumentos de productividad para aumentar los ingresos
- Comunicación para las relaciones B2B digitales
- Liderar el equipo de facturación B2B
- Liderando el Cambio B2B Management