{"id":7562,"date":"2022-06-28T15:55:23","date_gmt":"2022-06-28T13:55:23","guid":{"rendered":"https:\/\/isga.ma\/isga\/?p=7562"},"modified":"2022-07-28T13:20:30","modified_gmt":"2022-07-28T11:20:30","slug":"fiche-metier-ingenieur-commercial","status":"publish","type":"post","link":"https:\/\/isga.ma\/isga\/fiche-metier-ingenieur-commercial\/","title":{"rendered":"Fiche m\u00e9tier Ing\u00e9nieur commercial"},"content":{"rendered":"

[et_pb_section fb_built=\u00a0\u00bb1″ fullwidth=\u00a0\u00bbon\u00a0\u00bb module_class=\u00a0\u00bbde-inner-page-header\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7″ background_color=\u00a0\u00bbrgba(6,22,47,0.6)\u00a0\u00bb background_enable_color=\u00a0\u00bboff\u00a0\u00bb background_image=\u00a0\u00bbhttps:\/\/isga.ma\/isga\/wp-content\/uploads\/2022\/06\/sales-manager-scaled.jpg\u00a0\u00bb parallax=\u00a0\u00bbon\u00a0\u00bb][et_pb_fullwidth_post_title meta=\u00a0\u00bboff\u00a0\u00bb featured_image=\u00a0\u00bboff\u00a0\u00bb text_color=\u00a0\u00bblight\u00a0\u00bb admin_label=\u00a0\u00bbPage Title\u00a0\u00bb _builder_version=\u00a0\u00bb4.4.1″ title_font=\u00a0\u00bb|300|||||||\u00a0\u00bb title_font_size=\u00a0\u00bb60px\u00a0\u00bb parallax=\u00a0\u00bbon\u00a0\u00bb parallax_method=\u00a0\u00bboff\u00a0\u00bb title_font_size_tablet=\u00a0\u00bb50px\u00a0\u00bb title_font_size_phone=\u00a0\u00bb40px\u00a0\u00bb title_font_size_last_edited=\u00a0\u00bbon|phone\u00a0\u00bb parallax_effect=\u00a0\u00bbon\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb][\/et_pb_fullwidth_post_title][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1″ admin_label=\u00a0\u00bbsection\u00a0\u00bb module_id=\u00a0\u00bbcourse-overview\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7″ background_enable_color=\u00a0\u00bboff\u00a0\u00bb custom_css_main_element=\u00a0\u00bb box-shadow: 0px 0px 30px rgba(0, 0, 0, 0.2);\u00a0\u00bb transparent_background=\u00a0\u00bboff\u00a0\u00bb make_fullwidth=\u00a0\u00bboff\u00a0\u00bb use_custom_width=\u00a0\u00bboff\u00a0\u00bb width_unit=\u00a0\u00bbon\u00a0\u00bb][et_pb_row _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4″ _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_text admin_label=\u00a0\u00bbTitre 1″ module_class=\u00a0\u00bbde-special-heading\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7″ header_2_font=\u00a0\u00bb|600||on|||||\u00a0\u00bb header_2_font_size=\u00a0\u00bb50px\u00a0\u00bb header_2_letter_spacing=\u00a0\u00bb2px\u00a0\u00bb header_3_font=\u00a0\u00bb|300||on|||||\u00a0\u00bb header_3_text_color=\u00a0\u00bb#000000″ header_3_font_size=\u00a0\u00bb40px\u00a0\u00bb header_3_letter_spacing=\u00a0\u00bb1px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb header_2_font_size_tablet=\u00a0\u00bb40px\u00a0\u00bb header_2_font_size_phone=\u00a0\u00bb30px\u00a0\u00bb header_2_font_size_last_edited=\u00a0\u00bbon|desktop\u00a0\u00bb header_3_font_size_tablet=\u00a0\u00bb30px\u00a0\u00bb header_3_font_size_phone=\u00a0\u00bb20px\u00a0\u00bb header_3_font_size_last_edited=\u00a0\u00bbon|desktop\u00a0\u00bb]<\/p>\n

Connaissez-vous ces missions principales ? Les qualit\u00e9s requises pour exercer ce m\u00e9tier ? Ainsi que les tendances et facteurs d’\u00e9volution du m\u00e9tier ?<\/h1>\n

On vous dit tout dans cette fiche m\u00e9tier !<\/h2>\n

[\/et_pb_text][et_pb_blurb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1″ _builder_version=\u00a0\u00bb4.9.7″ header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576″ header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556″ body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb]On le nomme aussi complex sales manager ou encore ing\u00e9nieur d\u2019affaires. L\u2019ing\u00e9nieur commercial assure la vente de produits ou de services dans des domaines bien sp\u00e9cifiques qui demandent une ma\u00eetrise technique (a\u00e9ronautique, m\u00e9canique, syst\u00e8mes informatiques\u2026). Il d\u00e9veloppe la client\u00e8le, la fid\u00e9lise et reste son interlocuteur privil\u00e9gi\u00e9 pendant toute la relation commerciale. [\/et_pb_blurb][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4″ _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_blurb title=\u00a0\u00bbPr\u00e9sentation et missions principales du complex sales manager\u00a0\u00bb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1″ _builder_version=\u00a0\u00bb4.9.7″ header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576″ header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556″ body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb]Commercial hypersp\u00e9cialis\u00e9 dans un domaine d\u2019activit\u00e9, il fait le pont entre son entreprise et les clients ou prospects. Entre technicit\u00e9 de pointe et strat\u00e9gie commerciale pointue, il a la charge d\u2019un march\u00e9 pr\u00e9cis et d\u2019une zone g\u00e9ographique d\u00e9finie. Le directeur commercial est son sup\u00e9rieur hi\u00e9rarchique. L\u2019ing\u00e9nieur d\u2019affaires travaille sa strat\u00e9gie de prospection en \u00e9tudiant sa cible, ses concurrents et son march\u00e9. Il identifie les besoins des clients pour leur proposer une offre adapt\u00e9e. Il ma\u00eetrise la particularit\u00e9 des produits et\/ou des services qu\u2019il commercialise et peut ainsi r\u00e9pondre \u00e0 toutes les questions et objections. Son action peut \u00eatre li\u00e9e \u00e0 son d\u00e9marchage ou faire suite \u00e0 un appel d\u2019offres. Il argumente en pla\u00e7ant son offre dans un contexte pr\u00e9cis en tenant compte des enjeux de l\u2019entreprise cliente. Son r\u00f4le implique une mission de conseil dans laquelle il pourra convaincre par son expertise. En fonction du cahier des charges, il r\u00e9dige des propositions commerciales sur-mesure et haute couture. Il suit la relation commerciale \u00e0 chaque \u00e9tape : il s\u2019assure du bon d\u00e9roulement de la prestation, de la tenue des d\u00e9lais et de la satisfaction de son client d\u00e8s la livraison et pendant l\u2019usage. Son objectif est de d\u00e9velopper le chiffre d\u2019affaires de son entreprise sur son segment de march\u00e9. [\/et_pb_blurb][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1″ admin_label=\u00a0\u00bbsection\u00a0\u00bb module_id=\u00a0\u00bbcourse-overview\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7″ background_enable_color=\u00a0\u00bboff\u00a0\u00bb custom_css_main_element=\u00a0\u00bb box-shadow: 0px 0px 30px rgba(0, 0, 0, 0.2);\u00a0\u00bb transparent_background=\u00a0\u00bboff\u00a0\u00bb make_fullwidth=\u00a0\u00bboff\u00a0\u00bb use_custom_width=\u00a0\u00bboff\u00a0\u00bb width_unit=\u00a0\u00bbon\u00a0\u00bb locked=\u00a0\u00bboff\u00a0\u00bb collapsed=\u00a0\u00bboff\u00a0\u00bb][et_pb_row column_structure=\u00a0\u00bb1_2,1_2″ _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_column type=\u00a0\u00bb1_2″ _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_blurb title=\u00a0\u00bbComp\u00e9tences et qualit\u00e9s de l\u2019ing\u00e9nieur commercial\u00a0\u00bb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1″ _builder_version=\u00a0\u00bb4.9.7″ header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576″ header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556″ body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb]L\u2019ing\u00e9nieur d\u2019affaires peut compter sur une grande connaissance des produits et des solutions qu\u2019il vend. Il effectue une veille constante sur le march\u00e9 et se tient \u00e0 jour de toutes les innovations de son domaine. Il conna\u00eet parfaitement le secteur d\u2019activit\u00e9 dans lequel il \u00e9volue et dans lequel s\u2019inscrivent ses clients (en majorit\u00e9 des industriels). Il sait g\u00e9rer un projet dans sa globalit\u00e9 en toute autonomie, m\u00eame si son activit\u00e9 lui offre des collaborations avec d\u2019autres services (techniques, marketing, production, maintenance, gestion\u2026). Son relationnel est excellent. Sa force de conviction est grande. Son esprit d\u2019analyse lui permet de comprendre rapidement les tenants et les aboutissants d\u2019une relation commerciale. Il cultive son r\u00e9seau. L\u2019anglais est souvent n\u00e9cessaire pour sa fonction. Les d\u00e9placements peuvent \u00eatre nombreux, selon le p\u00e9rim\u00e8tre de sa zone g\u00e9ographique. [\/et_pb_blurb][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_2″ _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_blurb title=\u00a0\u00bbTendances et facteurs d’\u00e9volution pour le m\u00e9tier d\u2019ing\u00e9nieur commercial\u00a0\u00bb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1″ _builder_version=\u00a0\u00bb4.9.7″ header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576″ header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556″ body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb]La double comp\u00e9tence technique et commerciale est un atout sur le march\u00e9 de l\u2019emploi. La complexit\u00e9 de certains produits ou services et leur d\u00e9veloppement imposent une adaptation constante qui \u00e9largit le savoir et le savoir-faire du m\u00e9tier. Les nouvelles technologies ont besoin de commerciaux sp\u00e9cialis\u00e9s pour faire conna\u00eetre et d\u00e9ployer les solutions aupr\u00e8s du \u00ab commun des mortels \u00bb. Une opportunit\u00e9 pour ces profils aiguis\u00e9s.
\nLa plupart des complex sales managers sont sp\u00e9cialis\u00e9s dans un domaine d\u2019activit\u00e9 particulier.
\nLe poste d\u2019ing\u00e9nieur d\u2019affaires peut conduire aux fonctions de directeur commercial, d\u2019ing\u00e9nieur commercial grands comptes ou de consultant en strat\u00e9gie commerciale. [\/et_pb_blurb][et_pb_testimonial admin_label=\u00a0\u00bbaxe1″ _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb]<\/p>\n

Entre talent relationnel et expertise technique, le c\u0153ur du m\u00e9tier d\u2019ing\u00e9nieur commercial ne balance pas. Ces deux moteurs propulsent sa performance au sommet de la relation client. <\/strong> <\/p>\n

[\/et_pb_testimonial][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1″ _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb background_color=\u00a0\u00bb#1c9576″ locked=\u00a0\u00bboff\u00a0\u00bb collapsed=\u00a0\u00bboff\u00a0\u00bb][et_pb_row admin_label=\u00a0\u00bbrow\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7″ background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb make_fullwidth=\u00a0\u00bboff\u00a0\u00bb use_custom_width=\u00a0\u00bboff\u00a0\u00bb width_unit=\u00a0\u00bbon\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4″ _builder_version=\u00a0\u00bb4.9.7″ custom_padding=\u00a0\u00bb|||\u00a0\u00bb custom_padding__hover=\u00a0\u00bb|||\u00a0\u00bb][et_pb_cta title=\u00a0\u00bbPour faire ce m\u00e9tier l\u2019\u00e9tudiant doit s\u2019inscrire \u00e0 l\u2019ISGA dans la fili\u00e8re \u201cSyst\u00e8me d\u2019Information et Management d\u2019Entreprise\u201d, option \u201c Syst\u00e8me d\u2019Information Marketing et Commerce\u201d\u00a0\u00bb button_url=\u00a0\u00bbhttps:\/\/isga.ma\/isga\/management-cursus-et-specialisations\/#mancursusup\u00a0\u00bb url_new_window=\u00a0\u00bbon\u00a0\u00bb button_text=\u00a0\u00bbEn savoir plus\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7″ _module_preset=\u00a0\u00bbdefault\u00a0\u00bb background_color=\u00a0\u00bb#1c9576″][\/et_pb_cta][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"

On le nomme aussi complex sales manager ou encore ing\u00e9nieur d\u2019affaires. L\u2019ing\u00e9nieur commercial assure la vente de produits ou de services dans des domaines bien sp\u00e9cifiques qui demandent une ma\u00eetrise technique (a\u00e9ronautique, m\u00e9canique, syst\u00e8mes informatiques\u2026). Il d\u00e9veloppe la client\u00e8le, la fid\u00e9lise et reste son interlocuteur privil\u00e9gi\u00e9 pendant toute la relation commerciale. <\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","content-type":"","footnotes":""},"categories":[67],"tags":[],"class_list":["post-7562","post","type-post","status-publish","format-standard","hentry","category-commerce-et-developpement"],"yoast_head":"\nFiche m\u00e9tier Ing\u00e9nieur commercial - ISGA Institut Sup\u00e9rieur d'Ing\u00e9nierie & des Affaires<\/title>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Fiche m\u00e9tier Ing\u00e9nieur commercial - ISGA Institut Sup\u00e9rieur d'Ing\u00e9nierie & des Affaires\" \/>\n<meta property=\"og:description\" content=\"On le nomme aussi complex sales manager ou encore ing\u00e9nieur d\u2019affaires. 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