Course Information

Chief Commercial Officer (CCO)

Chief Commercial Officer Program

Develop senior commercial leadership capability across revenue strategy, sales organization, market development, customer management and cross-functional business execution.

Instructor facilitating communication skills for corporate management teams

Instructor presenting in a training class

Participants joining a training activity

Discussion in a corporate training program

Instructor guiding participants through practice

Group activity during the training course

Participant group photo at the end of the course

Table of Contents

Course Introduction
Learning Objectives
Target Participants
Course Content
Training Methodology
Class Information
Learning Materials & Certification
Training Faculty
Masterskills Profile
Representative Clients

1. Course Introduction

Chief Commercial Officer (CCO) is increasingly important as organizations need practical capability that connects strategy, daily execution and measurable results. Without a structured approach, teams often rely on experience alone, making outcomes inconsistent and difficult to sustain.

This course provides the concepts, tools and practice needed to strengthen commercial leadership. Participants learn how to analyze current situations, select appropriate methods and apply them to realistic workplace cases.

The program is designed for practical application. Through discussion, exercises and guided reflection, participants build a clear action orientation and prepare to transfer learning into their own work environment.

2. Learning Objectives

Explain the core principles and business value of commercial leadership.
Analyze current practices, gaps and risks related to commercial leadership role and strategic mindset.
Use practical tools and templates to apply market and customer portfolio analysis in workplace situations.
Coordinate with relevant stakeholders and communicate expectations clearly during implementation.
Handle common obstacles, deviations or resistance without losing focus on objectives.
Build an action plan to apply, monitor and sustain improvements after the course.

3. Target Participants

Sales Representatives and Business Development TeamsNeed to approach customers, understand needs, communicate value and improve conversion quality.
Sales Managers, Supervisors and Team LeadersManage targets, coach sales behavior, monitor pipelines and improve team performance.
Account Managers and Customer-Facing ProfessionalsDevelop relationships, handle objections, coordinate service and grow customer value.
Business Owners and Commercial LeadersNeed a practical sales management foundation to improve revenue systems and execution discipline.

4. Course Content

The six-part course content covers commercial leadership role and strategic mindset, market and customer portfolio analysis, revenue strategy and sales organization design, channel, account and customer experience management, commercial performance governance and leadership roadmap and business growth initiatives, moving from foundation to practical workplace application.

PART 01 Commercial Leadership Role And Strategic Mindset

Define commercial leadership role and strategic mindset and its role in commercial leadership.
Clarify key concepts, terms and expected outcomes.
Identify common challenges and failure points in real work.
Connect the module content with team performance and business results.
Use a practical checklist or framework to analyze the situation.
Review workplace examples and discuss lessons learned.
Practice applying the method through a job-relevant case.
Summarize key takeaways and actions for implementation.

PART 02 Market And Customer Portfolio Analysis

Define market and customer portfolio analysis and its role in commercial leadership.
Clarify key concepts, terms and expected outcomes.
Identify common challenges and failure points in real work.
Connect the module content with team performance and business results.
Use a practical checklist or framework to analyze the situation.
Review workplace examples and discuss lessons learned.
Practice applying the method through a job-relevant case.

PART 03 Revenue Strategy And Sales Organization Design

Summarize key takeaways and actions for implementation.
Define revenue strategy and sales organization design and its role in commercial leadership.
Clarify key concepts, terms and expected outcomes.
Identify common challenges and failure points in real work.
Connect the module content with team performance and business results.
Use a practical checklist or framework to analyze the situation.

PART 04 Channel, Account And Customer Experience Management

Review workplace examples and discuss lessons learned.
Practice applying the method through a job-relevant case.
Summarize key takeaways and actions for implementation.
Define channel, account and customer experience management and its role in commercial leadership.
Clarify key concepts, terms and expected outcomes.
Identify common challenges and failure points in real work.

PART 05 Commercial Performance Governance

Connect the module content with team performance and business results.
Use a practical checklist or framework to analyze the situation.
Review workplace examples and discuss lessons learned.
Practice applying the method through a job-relevant case.
Summarize key takeaways and actions for implementation.
Define commercial performance governance and its role in commercial leadership.

PART 06 Leadership Roadmap And Business Growth Initiatives

Clarify key concepts, terms and expected outcomes.
Identify common challenges and failure points in real work.
Connect the module content with team performance and business results.
Use a practical checklist or framework to analyze the situation.
Review workplace examples and discuss lessons learned.
Practice applying the method through a job-relevant case.

PHAN 07Nguyen tac Xay dung He thong phan phoi

Summarize key takeaways and actions for implementation.
Define leadership roadmap and business growth initiatives and its role in commercial leadership.
Clarify key concepts, terms and expected outcomes.
Identify common challenges and failure points in real work.
Connect the module content with team performance and business results.
Use a practical checklist or framework to analyze the situation.
Review workplace examples and discuss lessons learned.

PHAN 08Ho tro Thuong mai

Practice applying the method through a job-relevant case.
Summarize key takeaways and actions for implementation.
SWOT analysis for commercial opportunities.
Mo hinh ho tro thuong mai quoc te.
Cac thoa thuan thuong mai thanh cong.
Bai thuc hanh: Mo phong dam phan thuong mai.

PHAN 09Team Management

Managing and developing the commercial team.
Lanh dao va dong vien nhom.
Performance evaluation and people development.
Mo hinh lanh dao tinh huong.
Xay dung va duy tri mot doi ngu kinh doanh.
Bai thuc hanh: Cai thien Teamwork Skills.

PHAN 10Sales Coaching and Training

Cac phuong phap huan luyen va dao tao ban hang.
Developing sales and product consulting skills.
Mo hinh dao tao va phat trien nhan vien online/ offline.
Xac dinh nhu cau, thiet ke va thuc hien chuong trinh dao tao.
Cac chuong trinh dao tao ban hang thanh cong.
Bai thuc hanh: Thiet ke va thuc hien buoi dao tao ban hang.

PHAN 11Chuyen de hoi thao

Market Trends and Their Impact on Sales Strategy.
Communication and Negotiation Skills in Sales.
Applying Technology in Sales.
Managing and Developing the Sales Team.
Marketing and brand strategy.
Customer Care and Relationship Building.
Legal and Ethical Issues in Sales.
Risk management and strategy adjustment.
Optimizing the Sales Process and Growing Revenue.
Innovation and Creativity in Sales.
Telephone and Online Selling Techniques.
Analyzing and Evaluating Sales Performance.

PHAN 12Danh Gia Va Tot Nghiep Chuong Trinh

He thong hoa kien thuc va cong cu quan tri kinh doanh da hoc.
Hoan thien de an cai tien hoac phat trien hoat dong kinh doanh.
Trinh bay muc tieu, du lieu, giai phap va ke hoach trien khai.
Phan bien tinh kha thi, nguon luc, rui ro va chi so danh gia.
Tiep nhan gop y va dieu chinh de an theo boi canh doanh nghiep.
Thuc hien bai danh gia tot nghiep chuong trinh.

5. Training Methodology

The class is delivered in small groups with a learner-centered approach. The instructor presents concise concepts, facilitates discussion, leads case practice, provides feedback and helps participants convert knowledge into applied workplace behavior.

Group Discussion Individual Exercise Group Presentation Brainstorming Techniques Guided Practice with the Instructor Experiential Project In-Class Activities Role-Play Activities Class Presentation

6. Class Information

Expected Opening Date	Schedule	Training Hours	Location	Tuition Fee	Register
To be updated	Saturday – Sunday	08:30 – 16:30	Ho Chi Minh City	VND 4,500,000	Register
To be updated	Monday – Thursday	18:00 – 21:30	Hanoi	VND 4,500,000	Register

10% discount for early registration at least 15 days in advance, groups of three or more participants, or loyal clients.Reserve a Seat

Note:The opening schedule is tentative and may be adjusted based on the number of registered participants, class delivery conditions and the actual training plan. Masterskills will confirm the official schedule with participants before the opening date.

Duration:2 days / 4 sessions; maximum 35 participants per class.
Ho Chi Minh City:224 Dien Bien Phu, Ban Co Ward, Ho Chi Minh City.
Hanoi:51 Le Dai Hanh, Hai Ba Trung Ward, Hanoi.
Corporate In-House Training:Delivered at the office or factory; pricing is based on design scope, delivery location and class size.
Additional Costs:Instructor travel and accommodation costs are determined by the delivery location, if applicable.

7. Learning Materials & Certification

Participants receive copyrighted course materials prepared by Masterskills, practice handouts, self-assessment forms and reference materials aligned with business situations.

Copyrighted Course MaterialsStandardized content updated according to course objectives.

Practical ToolsChecklists, handouts, feedback templates and personal action plans.Explore the Toolkit

Mau chung nhan hoan thanh khoa hoc cua Masterskills

Certificate of Course Completion

Participants who meet attendance and practice requirements are awarded a Masterskills certificate of course completion.

8. Training Faculty

Masterskills instructors and experts have practical management, consulting and training experience in areas relevant to the program content.

MBA. Nguyen Duy Kha

Business strategy and market development expert. Sales strategy, distribution channels, business management and execution leadership.

GS. Augustine Ha Ton Vinh

Strategy consulting and international management expert. Development strategy, organizational restructuring, public-private investment and project finance.

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9. Masterskills Profile

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Masterskills training capabilities, areas of expertise, delivery methodology and experience partnering with organizations.

Nhan xet cua khach hang sau khi tham gia khoa hoc Masterskills

Client Feedback

“The Chief Commercial Officer (CCO) course provides practical content, work-relevant practice activities and clear facilitation. The instructor helps participants use suitable tools, analyze situations and build options that can be applied after the program.”

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