Overview of the BTS Operational Commercial Management
The BTS in Operational Commercial Management trains future managers capable of leading and motivating a team, ensuring the smooth operation and forward-looking management of a retail or commercial unit.
Graduates gain expertise in stock and supply management, budgeting, and customer relationship skills to attract and retain clients.
They learn how to enhance the commercial offer, create attractive sales spaces, and leverage information technologies to conduct market studies and optimize commercial information systems.
LEARNING OBJECTIVES
MODULE 1: Customer Relations Development & Advisory Sales (200 hours)
- Monitor and analyze commercial information
- Conduct market studies
Sell products and services - Maintain customer relationships
Assessment methods - Continuous assessment (CCF): for students, apprentices, and continuing education learners (authorized centers).
- Final oral exams: for independent candidates, distance learners, VAE (validation of prior experience), or non-authorized centers.
MODULE 2: Managing and Promoting the Commercial Offer (200 hours)
- Continuously design and adapt product/service offerings
- Organize the sales area
- Improve sales area performance
- Design and implement commercial communication
Evaluate commercial actionsAssessment methods
- Continuous assessment (CCF): for authorized institutions (public, private under contract, or approved training centers).
- Final oral exam: for non-authorized institutions, independent candidates, distance learners, or VAE.
MODULE 3: Operational Management (200 hours)
- Manage day-to-day operations
- Forecast and budget activities
- Analyze performance
Assessment methods - Final written exam: for all candidates, regardless of institution or status.
MODULE 4: Sales Team Management (160 hours)
- Organize the sales team’s work
- Recruit staff
Motivate and lead the team - Evaluate team performance
Assessment methods - Continuous assessment (CCF): for authorized institutions (public, under contract, or approved training centers).
- Final written exam: for non-authorized institutions, independent candidates, distance learners, or VAE.
Learning Objectives & Curriculum
LEARNING OBJECTIVES
Oversee the operational management of a physical and/or digital commercial unit.
Develop customer relationships through advisory sales, service quality, and loyalty-building.
Manage and promote the commercial offer by showcasing products/services and leading promotional actions.
Oversee the sales space: layout, supplies, stock, internal/external communication.
Drive commercial activity using objectives, KPIs, budgets, and reporting.
Manage the sales team: organize tasks, recruit, train, motivate, and evaluate staff.
Use digital tools to enhance the customer experience and coordinate sales channels.
Adapt to changes in omnichannel commerce and propose innovative differentiation strategies.
SKILLS DEVELOPED
Conduct commercial monitoring and studies to support decision-making.
Sell and manage customer relations in an omnichannel environment.
Continuously design, adapt, and enhance product/service offerings.
Organize and optimize the sales area for better performance and attractiveness.
Design and implement internal and external commercial communication.
Manage daily operations: supplies, budgets, performance monitoring.
Lead and organize the sales team, from recruitment to evaluation.
Analyze commercial and team performance to identify improvement opportunities.
TRAINERS FROM THE FIELD
All our instructors are experienced professionals in sales, retail management, and team leadership. They share their expertise through case studies, real-world scenarios, and hands-on projects directly inspired by day-to-day retail activities. Their dual expertise — technical know-how and active teaching methods — ensures practical training that perfectly matches the demands of the sector and the evolution of omnichannel commerce.
STATE-RECOGNIZED CERTIFICATION
Professional title “Operational Commercial Management” – Level 5 (EU) – NSF Code: 310 & 312 – Registered with the RNCP (No. 38362) by decision of France Compétences on 11-12-2023 – Issued by the Ministry of Higher Education and Research.
KEY INFORMATION
Program duration
2 years after high school diploma (BAC)
Start date:
September
Prerequisites
High school diploma (any stream)
Study format
Work-study only
3 days in company
2 days in school
WORK-STUDY PROGRAM
- Intakes: September 1, September 15, September 22, October 13, and November 24
- Schedule: 3 weeks in company / 1 week in school
- Tuition fees: €9,000 per year
DISABILITY & ACCESSIBILITY
Dedicated Disability Advisor: Sami CHAIEB
- Adaptations available for exams and learning materials
- Accessible facilities and inclusive digital tools
- Trained faculty to adapt teaching practices
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sami.chaieb@keos-bs.fr
CAREER OPPORTUNITIES
Upon graduation, students may earn an annual salary ranging from €30,000 to €40,000, depending on role and experience.
They may also pursue further studies, such as a professional bachelor’s degree or an academic bachelor’s degree (LMD) in the commercial field.
