The programme delivers a carefully curated learning experience for professionals aspiring to transition into C-suite positions or shift into senior marketing and commercial leadership roles. For mid- and senior-level executives, the integration of sales and marketing has emerged as a critical driver of sustainable growth and competitive advantage. What was once simple coordination has evolved into a disciplined, data-driven partnership that converts strategic vision into measurable results, optimises resources, and strengthens organisational market positioning.
Across sectors, organisations are reconfiguring their commercial functions around data, digital platforms, and AI-enabled decision-making. Global studies point to a sharp increase in the adoption of AI tools within marketing teams, alongside a significant transformation in the skills demanded for marketing and sales roles, underscoring the importance of continuous upskilling. Concurrently, advisory firms highlight that Chief Sales Officers and senior commercial leaders now operate in an environment where human judgement, digital capability, and customer-centric thinking must work together to fuel growth. In this context, investing in advanced education for marketing and sales talent has become a strategic necessity rather than an optional initiative.
The programme integrates the core principles of sales and marketing into a single strategic framework, encouraging participants to establish shared objectives, aligned metrics, and seamless processes, while embedding a customer-first mindset into leadership practices and organisational culture. It supports professionals in sharpening their strategic formulation and execution skills, analysing the interdependencies within the marketing mix, and crafting resilient responses to evolving market dynamics, ensuring sustained relevance in complex and demanding business environments.
Commenting on the launch of the 16th batch, Prof. Suren Sista, Marketing Faculty, IIM Calcutta, said, “This programme reflects IIM Calcutta’s commitment to nurturing commercially astute leaders who can interpret and respond to market complexities. Through rigorous thinking, real-world application, and peer learning, we enable experienced professionals to strengthen their strategic perspective, lead high-performing teams, and progress into senior and C-suite roles with clarity, confidence, and measurable impact.”
Sridhar Nagarajachar, Business Head, TimesPro, added, “Our collaboration with IIM Calcutta allows working professionals to access world-class executive education through a flexible, technology-enabled format. This programme empowers marketing and sales leaders to enhance their strategic, analytical, and digital competencies while learning from distinguished faculty and peers, helping them remain competitive and prepared for critical leadership transitions.”
Previous batches of the Advanced Programme for Marketing and Sales Professionals have seen participation from a wide range of industries, including automotive, aviation, biotechnology, energy, chemicals and pharmaceuticals, construction, manufacturing, and allied sectors. Participants have included senior professionals from roles such as CXOs, business owners and heads, directors, assistant directors, general managers, assistant vice presidents, senior managers, managers, and senior product managers.
The curriculum is structured across nine modules, covering leadership; management of products, services, and brands; sales management and retailing strategy; strategic marketing perspectives; strategic integrated marketing communications; marketing in the digital era; building customer-centric organisations; and marketing analytics for informed decision-making. In addition, participants will complete a capstone project that integrates learning across modules and requires them to address real-world strategic and tactical challenges in marketing and sales.
Eligibility criteria require applicants to have a minimum of eight years of professional experience, along with at least 50 per cent aggregate marks in an undergraduate or postgraduate degree from a recognised university. The programme is delivered by IIM Calcutta faculty through live online sessions, featuring case discussions, projects, assessments, and simulations hosted on TimesPro’s interactive, direct-to-device learning platform.
The learning experience also includes two on-campus immersion modules at the IIM Calcutta campus, providing opportunities for immersive classroom interaction, peer networking, and engagement with the institute’s academic ecosystem. Upon successful completion, participants are awarded a Certificate of Completion from IIM Calcutta and gain IIM Calcutta Executive Education Alumni status, becoming part of a global network of over 40,000 professionals.