To make an effective contribution to the organisation’s commercial functions, professionals must be able to dissect and diagnose data. Beyond this they must understand what lies behind data and be able to harmonise, clean and group data – so that it yields insights from which conclusions can be drawn and plans developed.
This module will provide a rapid introduction to data analysis, and its use in procurement and other commercial functions. Emphasis will be placed on understanding how to convert data into useful information using Excel.
It is critically important for suppliers to the retail and foodservice sector, in light of Brexit and other global challenges, to build successful customer relationships. This module will provide students with the necessary tools to implement an organisational structure for strategic customer management in these areas, placing particular emphasis on how sales and marketing can be integrated to maximum effect. It will also allow students to position their own skills and expertise in relation to a strategic customer management initiative. During this module, attention will be paid to both the context of small to medium- sized enterprises and to that of larger firms in the retail and foodservice sectors in an international environment.
At the end of the module students should be able to demonstrate their understanding of how the supply chain functions from an account management perspective, differentiate between sales and account management, and linking account management to the organisational structure.
Purchasing, marketing and commercial managers need to plan, control and make decisions to achieve organisational objectives; in purchasing this most often involves the lever of cost saving in a particular scenario.
The purpose of management accounting is to assist management in achieving these organisational objectives by providing the relevant financial and non-financial information. The Management Accountant plays a pivotal role in the success of your organisation.
Topics will range from an understanding of cost behaviour, cost estimation and cost-volume- profit analysis, through to costing systems including activity-based costing to budgetary planning and control, plus standard costing and variance analysis. The focus is on decision support.
Negotiation is the art and science of securing agreements between two or more parties who are interdependent and seek to maximize their outcomes. We negotiate daily with potential employers, co‐workers, bosses, landlords, merchants, service providers, partners, parents, children, friends, roommates, and many others. Although we negotiate often, most of us know little about the strategy and psychology of effective negotiation. As a manager you need not only analytical skills to solve problems, but also strong negotiation skills to get your solutions accepted and implemented.
The primary learning method we will use is experiential. You will prepare for and simulate a variety of negotiations. The skills you develop will serve you in both your personal and professional life. Unlike real life, you will have access to three unique sets of data:
- How you performed, relative to others who had the same role, information, and objectives,
2. How successful you were in maximizing the “pie” in the negotiation, relative to what was objectively available, and
- How you were perceived by the other party.
If you had this information every negotiation you faced, imagine how quickly you could improve your negotiation skills and your performance. Expect to become a much better negotiator in this class.
The module is designed to provide fellows with an in-depth understanding of emerging and potential strategic shifts in the global food industry. With a strong emphasis on dynamic strategy, fellows will benefit by developing insights into the details of the challenges they face and how innovative organisations have been responding, thus increasing their effectiveness as organisational path-finders. The medium of learning employed is contemporary case studies on firms that are thought to be at the cutting edge of major issues. Each of the cases used in the programme has been published within the previous year. Many of the cases used are written by the instructor and bring additional insight and benefits to the classroom experience.
This module covers the following essential elements of programme listed in the ITT: innovation and strategic food marketing.
This module covers the following desirable elements of the programme listed in the ITT: Food consumer in global markets.
The ever-evolving repertoire of customer data facilitates unprecedented insights on consumers and markets. This also presents challenges around strategically leveraging data into actionable and timely intelligence for planning and resource allocation – both at campaign and at firm level. The aim of this module is two-fold: To provide a comprehensive understanding of customer data sources and also to detail its analysis process. Participants will learn to apply key analytical techniques to evaluate both quantitative and qualitative data, as well as deriving key actionable insights and recommendations.
Futher details to follow
Futher details to follow
The Professional & Career Development module focuses on developing leadership and management potential, through a process of practice, reflection and continuous performance improvement. With ongoing support, participants examine their career ambitions and work to develop a set of leadership and management relevant competencies.
Futher details to follow
Meet the Faculty
UCD Michael Smurfit Graduate Business School has one of the most highly regarded faculties of any business school in the world and the most productive researchers in the country. Rigorous, interactive, and dynamic, they present topics via a range of engaging methods, including case studies, simulation exercises, self-assessment and small group discussions. The programme’s faculty offer a blend of academic excellence, real-world relevance and practical application that provides participants with unparalleled opportunities to expand their capabilities
Damien McLoughlin is Anthony C. Cunningham Professor of Marketing at UCD Michael Smurfit Graduate Business School in Ireland. He has previously served as a visiting faculty at the S.C. Johnson Graduate School of Management at Cornell University and at the Indian School of Business. Since 2011 he has been a faculty member and researcher on the Harvard Business School Agribusiness seminar. His most recently published case studies have been C-suite case studies of Ocado and Nestlé; current cases cover areas of global food that is most significantly affected by innovation, including global sports nutrition, snacks and confectionery, breakfast cereals and home meal kits. Since 2014 he has been a visiting professor at the Stern School of Business at New York University. In 2015 and 2017 Damien was a faculty member on the Purdue University Food and Agribusiness Executive Summit. Damien has published more than seventy papers and two books on strategy and marketing issues. He has also written more than 25 case studies, mainly relating to leadership and strategy issues in global food and agribusiness, covering all geographies and major sectors.
Damien has consulted and led executive programmes in Europe, North America, Asia and Africa, while working with some of the world’s leading organisations including Alltech, Allianz, Aurivo, Bobst, Bord Bia, Charoen Pokphand Group (CP), Dairygold, DeLaval, Dawn Farm Foods, EY, Eversheds, Google, Hewlett-Packard, Independent News & Media, Microsoft, Rabobank, Ridley, Ryanair, Smurfit Kappa Group and Zespri. He is also an experienced board member, having served public and private sector organisations as a director and consultant. Damien holds a Bachelor of Business Studies degree from Dublin City University, a Master of Business Studies degree from University College Dublin and PhD in Marketing from Lancaster University (UK).
Mary holds a Bachelor of Science Degree in Chemical Engineering with High Distinction from the University of Kentucky and an MBA with Distinction from Harvard Business School, where she was awarded a Dean’s Doctoral OGA for research in economics and marketing.
Professor Shelman was Director of Harvard Business School’s Agribusiness Programme. She leads the annual Agribusiness Seminar in Boston which is attended by more than 200 CEO’s and senior managers from the world’s leading agribusiness firms. She has led similar programmes in Europe, Latin American and Asia. Mary is past President of the International Food and Agribusiness Management Association (IFAMA).
Mary is known as a strategic pathfinder in the global agribusiness sector. She offers a particular competency in identifying and diagnosing the forces of change shaping global agribusiness. Actively engaging with these themes she has served as Chairman of the Board of RiceTec, Inc., a fully integrated agribusiness and packaged food company headquartered in Alvin, Texas, and on the boards of RiceTec AG, Stiftung Fürst Liechtenstein, and the USA Rice Millers’ Association.
She has also authored more than 50 case studies highlighting situations of strategic change in leading global agribusiness firms. She is a member of the editorial board of the International Food and Agribusiness Management Review.
Kamran graduated with an MBA from the University of California, UCLA, and gained his Doctorate in Business Administration at Harvard Business School. He is Professor of Marketing and Global Strategy at IMD Business School, Switzerland. He teaches topics in marketing, brand building, global strategy and international management. His special interests span across industrial, businesstobusiness, and consumer marketing. Kamran has worked as a consultant and management educator with a large number of international companies including: ABB, Avon, CibaGeigy, Citibank, Coopers & Lybrand, Electrolux, General Electric, HewlettPackard, Honeywell, Merck, Medtronic, Nestlé, Orkla, Philip Morris, Reuters, Richardson Vicks, Sandoz, Sulzer, Uponor, Tetra Pak. He has written extensively on the subject of marketing and global strategy. His publications have been translated into more than a dozen languages around the world. He is the winner of several awards for best paper and case writing. Kamran’s current research centres on marketing innovation and innovative marketers.
Paul is Senior Lecturer in Finance at UCD Smurfit School. He is currently Director of the MSc in Finance Programme and was a member of the Governing Authority of UCD from 2001-2005. Paul has worked extensively with industry and has consulted and delivered executive education programmes. His clients include Bord Bia, InterTrade Ireland, ICON, Irish Insurance Federation, Chartered Institute of Bankers in Scotland, Egyptian Banking Institute, Ethiopian Banking Institute, ACCA Ireland, the Arts Council and Enterprise Ireland. Prior to joining UCD in 1990 Paul trained and qualified as a chartered accountant with PricewaterhouseCoopers.
Conor has over 20 years of management experience; 14 of which saw him responsible for the design and delivery of executive talent development and business development support programmes. These industry career programmes focus on attracting and nurturing Ireland’s best prospective industry leaders.
Conor has been accountable for over 1,300 industry-based action learning assignments, delivered as a core component of executive action learning programmes. Over 600 of these assignments were on behalf of Irish food industry clients, across key international markets.
In addition to executive talent development, Conor has operated within the following industry sectors: market research, FMCG-food (at Boyne Valley Foods Group), construction and property development.
His key areas of expertise include: strategic development for the food industry; action learning and professional talent development; executive programme development, career coaching; client management; marketing and export business development.