Online
6 Months
72 Hours of Live Interactive Sessions
18 Hours of Learning
Apply your learnings to a real-world project
Educational Qualification: Bachelor’s degree or equivalent (10+2+3) with at least 50% marks from a recognized university. Diploma holders with relevant experience may be considered with minimum 5 years of work experience.
Work Experience: Minimum of 3 years in sales, marketing, business development, or related fields.
Targeted Roles: Professionals in sales, marketing, digital marketing, or CRM, as well as entrepreneurs and business owners.
The Executive Certificate Program in Strategic Sales & AI-Driven Marketing by IIM Mumbai is a 6-month journey crafted for mid to senior-level professionals, entrepreneurs, and business leaders. Through live online sessions and an immersive 2-day campus experience, you will sharpen your strategic sales acumen, unlock the power of AI-driven marketing, and master customer relationship management with data-backed insights. Real-world case studies, simulations, and industry projects ensure you gain actionable knowledge that can be immediately applied to drive business impact.
Hours of Learning across 6 months
Expert Faculty from IIM Mumbai and Industry Leaders
Future-Ready Program Modules
Capstone Project on Real-World Digital Transformation
Immersive Campus Experience at the Iconic IIM Mumbai Campus
Senior business leaders have deployed AI to enhance or create new revenue streams. Tata Consultancy Services
Increase in conversion rates is achieved through AI-powered personalisation and predictive selling. Boston Consulting Group (BCG)
Sales forecasting accuracy improves by up to 50% when AI-driven analytics are used instead of manual methods. McKinsey & Company
Of Indian CEOs see upskilling as necessary to be future-ready. EY CEO Outlook Pulse Survey 2025
This program is ideal for professionals aiming to lead sales and marketing functions strategically and leverage AI for growth:
The program employs a dynamic and practical pedagogy:
Build the capability to lead sales functions with a strategic, value-driven approach.
Apply AI and machine learning to improve targeting, personalization, and marketing effectiveness.
Strengthen alignment between sales and marketing in an AI-enabled business environment.
Use analytics and performance metrics to drive informed sales and marketing decisions.
Leverage AI insights to enhance customer engagement, retention, and lifetime value.
Develop expertise in strategic sales management and customer relationship building.
Master AI and machine learning applications for personalized marketing.
Enable data-driven decisions through analytics and performance metrics.
Align sales and marketing functions for organizational success.
Provide practical exposure via case studies, simulations, and projects.
Encourage hands-on application of knowledge through a capstone project, enabling participants to tackle real business challenges and demonstrate strategic impact.
Representative Topics
This module enables participants to understand the strategic importance of digital transformation, analyze evolving digital value chains, and assess organizational digital maturity using global frameworks and benchmarks.
Representative Topics
| Why Sales Leadership Is Now a Strategic Imperative |
| Distinguishing Sales Management from Strategic Sales Leadership |
| Foundations of AI-Driven Marketing |
| Reframing the Sales–Marketing Interface in an AI World |
| Customer Value, Trust, and Ethics in AI-Enabled Marketing |
| Strategic Sales Decision Domains |
| Strategic Role of Sales in Firm Value Creation |
| Market Research Techniques |
| Understanding Consumer Behaviour |
| Sales Strategy Formulation and Market Alignment |
| Customer Value Proposition and Consultative Selling |
| Sales Force Architecture and Organizational Design |
| Strategic Sales Talent Management |
| Incentives, Targets, and Sales Performance Management |
| Strategic Sales Leadership Mindset |
| Key Account and Relationship Strategy |
| Strategic Negotiation and Pricing Leadership |
| Leading Sales Transformation and Change |
| Ethics, Governance, and Risk in Sales Leadership |
| Future of Sales Leadership |
| AI companions and digital sales agents |
| AI-Driven Marketing Attribution |
| AI in Market Sensing & Insight Generation |
| AI in Segmentation, Targeting & Positioning |
| AI in Product & Innovation |
| AI in Pricing & Revenue Management |
| AI in Distribution & Channel Management |
| AI in Integrated Marketing Communications |
| Sentiment Analysis & Social Listening |
| Customer Lifetime Value (CLV) Prediction |
| Hyper-Personalization in Customer Journeys |
| Contextual Nudging & Behavioral Triggers |
| Emotion AI, Voice AI, and multimodal CX |
| Managing the personalization–privacy paradox |
| Predictive Churn Analysis & Prevention |
| Developing an AI Marketing Roadmap |
| Data Privacy & Compliance |
| Identifying & Mitigating Algorithmic Bias |
| Human-AI Collaboration Models |
| Measuring the ROI of AI Initiatives |
| Future Trends: Agentic AI & Automation |
Experience a thoughtfully designed on-campus immersion at IIM Mumbai that brings participants back into a dynamic classroom environment. This in-person engagement fosters deeper academic dialogue, meaningful faculty interaction, and peer learning within the ecosystem of one of India’s leading management institutes.
A single campus immersion will be conducted at the end of the program, spanning 1–2 days, offering participants an opportunity to integrate their learning through collaborative presentations and structured academic sessions.
Interactive classroom sessions with program faculty and coordinators, designed to consolidate learning outcomes and encourage discussion-driven insights.
Live interactions with industry experts, offering real-world perspectives and contemporary business insights.
Participant-led group presentations as part of the academic engagement, contributing to overall program attendance.
Access to the Institute’s library and a guided campus tour to experience the academic environment and institutional culture of IIM Mumbai.
The Institute will provide morning breakfast, tea/coffee, lunch, and evening tea during the immersion days.
Travel to and from the IIM Mumbai campus.
Lodging arrangements during the immersion period.
Any incidental or personal expenses incurred during the visit.
Note: The program schedule for the immersion will be shared after the commencement of the program.
Invitation to all Institute events (Annual Alumni Meet)
Alumni Membership Card for easy access to the campus
Offline Library Access (when in campus)
MDP Guest House Stay at Special Rates for Alumni
The assessment includes Online quizzes, assignments, and a capstone project presentations & comprehensive examination of 2 hrs.
The participants will have to secure a minimum pass marks 60% in the overall evaluation components (continuous assessment & comprehensive examination).
A minimum of 75% attendance is a prerequisite for the successful completion of this program.
| Instalment | Installment Date | Amount (₹) |
|---|---|---|
| I | Within 3 days of releasing the offer letter | ₹ 1,00,000 + GST |
| II | By 17th May 2026 | ₹ 1,00,000 + GST |
| Course Fee (₹) | GST 18% (₹) | Total Fee (₹) |
|---|---|---|
| ₹ 1,70,000 | ₹ 30,600 | ₹ 2,00,600 |
| Tenure (Months) | Interest Rate | EMI for Customers (₹) |
|---|---|---|
| 3 | 0.00% | ₹ 66,867 |
| 6 | 0.00% | ₹ 33,434 |
| Tenure (Months) | Interest Rate (Reducing) | EMI for Customers (₹) |
|---|---|---|
| 9 | 17.00% | ₹ 23,905 |
| 12 | 17.00% | ₹ 18,296 |
| 18 | 17.00% | ₹ 12,705 |
| 24 | 17.00% | ₹ 9,921 |
| Tenure (Months) | Interest Rate | EMI for Customers (₹) |
|---|---|---|
| 3 | 0.00% | ₹ 66,867 |
| 6 | 0.00% | ₹ 33,434 |
| Tenure (Months) | Interest Rate | EMI for Customers (₹) |
|---|---|---|
| 9 | 9.50% | ₹ 23,877 |
| 12 | 9.50% | ₹ 18,305 |
| 18 | 9.50% | ₹ 12,733 |
| 24 | 9.50% | ₹ 9,946 |
Marketing Professor, Indian Institute of Management, Mumbai
Assistant Professor, Indian Institute of Management, Mumbai
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