MD CI
Master in International Trade Management
OptiOnal STuDy TourS and Double DegreeS
The
Master in International Trade Management, MDCI,
is taught by International Trade experts
from different fields who share their knowledge and experience with the students through accessible,
practical and interactive teaching methods. The programme is developed through:
Updated theoretical presentations to give an overview of the subjects n
Group work to be prepared
before the classes n
Case-studies to be analyzed in small groups during the class n
Feed-back from
the faculty on the case-studies n
Simulation exercises in different areas n
Conferences and lectures
from experts invited to the programme n
Management Skills Development Seminars n
“Mentoring”
sessions offering career guidance to the students in their chosen management area n
A final project
based on a real company and market, guided by tutors.
!
A leading programme.
Supported by its nearly 100 editions, since being founded over 20 years ago.
!
A good position in National and International rankings
of focused Masters
!
A 92% job placement rate, (historically).
!
+3,500 students joining the national and international market
with 570 international projects carried out so far.
!
Faculty includes expert managers and executives
in different areas of international commerce.
!
Hands on practical Master:
case-studies, exercises, simulators and a final project
!
Additional seminars and lecturers
Master in
Inter
national
Tr
ade
Manag
ement
A I M E D A T :
university graduates
Who would like to work as International or Export Department managers
or Sales area managers, responsible for specific geographical areas;
Managers and executives
From Sales, Marketing, Logistics, Back Office and Financial areas,
who wish to gain expertise in the international operations;
entrepeneurs
Who would like to work in international markets; and all those interested in learning how to manage
a company’s international business.
50%
50%
35%
INTERNATIONAL STUDENTS
4
AVERAGE OF YEARS WORK EXPERIENCE MDCI PARTICIPANT PROFILE (Based on historical data)PROGRAMME OBJECTIVES: n
To provide participants with the Vision, knowledge and multicultural approach necessary to lead business
in different international markets, both OECD and Emerging Markets.
n
To develop and master practical skills to manage international trade operations, including market selection,
entry models, logistics, global marketing, financing and insurance, as well as to be able to prepare
an International business Plan.
Master in
Inter
national
Tr
ade
Manag
ement
P R O G R A M M E S T R U C T U R E
The
MDCI
is structured into ten management areas or modules perfectly interconnected together.
Some of them focus on managerial skills, while others offer participants a deep knowledge of International Sales & Marketing,
as well as the international operations related with and supporting them.
Stategic Management & Globalization After the introduction session, It aims to present a clear idea of the management role, together with an overview of globalization and the internationalization process.
Export Diagnosis & Financial Analysis To assess a company export potential through diagnosis, together with the analysis of its financial situation (P&L, Balances, etc.).
How to select Foreign Markets To learn how to select foreign countries for business,
the main factors involved, as well as a presentation of the main world markets characteristics, both OCDE & Emerging markets.
Foreign markets entry modes To get familiar with the different entry modes in foreign markets
and to know real life examples of market access.
International Marketing To plan the different international marketing variables (product, price, promotion, distribution) according to the company’s strategic positioning after a market research. To get to know the use and the potential of the world wide web. To be able to plan and develop an international marketing plan.
International Negotiation To know the basis of negotiation as well as to be able
to negotiate in cross cultural environments. 01
a. Team building and groups dynamics + Introduction b. Strategic Management
c. International Business Environment & Globalization d. SME Internationalization process
e. Assessment M 1 (written report)
02
a. Export potential diagnosis b. Business Financial Analysis c. Investment & Export budget forecast d. Assessment (Exam) M 2
03
a. Country selection & The EU b. The Anglosaxon countries c. The Emerging markets (BRIC)
d. Middle East (Saudi Arabia, U.A.E., other Gulf States) e. Magreb & Turkey
f. Latin America
g. The Asian Markets (except China & India)
04
a. Sales agents & distributors b. Subsidiaries & Branchs c. Joint-Ventures & UTES
d. Franchising & Know How transfer e. Market access Business experiences
f. Assessment M 4
05
a. International Marketing versus Global Marketing b. World Markets Research
c. Digital Foreign Trade
d. Positioning & Penetration Strategies e. Product & Brand Management
f. The Price in International Markets g. International Marketing Planning h. Assessment M 5
06
a. International Negotiation Skills b. Cross cultural Negotiation c. Assessment M 6
International Trade Management To know the details and applications of all administrative, customs, fiscal,
legal and operational regulations involved in Foreign Trade. To understand the importance of logistics in international trade.
International Finance To acquire the financial language needed in international business transactions and to get to know financial markets and international methods of payment.
Project Management and International Business Plan To connect all the issues seen in the programme and to be able to prepare
a professional Business Plan that would include all the planning and operations of a real Internationalization project.
Focused seminars: Management Skills To foster the management and leadership skills of the students.
07
a. International Transport + Logistics b. e- logistics
c. Incoterms 2010
d. International Transport Insurance e. Customs & Documents
f. The International Contracts g. Assessment M 7
08
a. International Financial Markets b. Export Credit Insurance c. Methods of Payment d. International Banking
e. International Finance Business Experiences f. Assessment M 8
09
a. Project Management
b. International Project Risk Management c. EPC Project Development
d. International Tenders e. Final Project tutorials
f. Final Project
g. Jury Assessment M 9
10
a. Management & Leadership b. Meeting Management c. Business Presentations
d. Working abroad and expats management
e. Conferences & Lectures by experts and international managers
STuDy TourS AND DouBlE DEGrEES
MDCI offers students the opportunity to enroll in Study Tours and Double Degrees:
• Participants are encouraged to participate in Study Tours to ESIC´s Brazil Campus, to Shanghai University (SHU) China, or to the International University of Rabat (UIR) Morocco. These study tours give participants a first-hand experience in the business and sociocultural environment of some of Today emerging markets.
• Two months experience in Shanghai: MDCI participants have the opportunity to strengthen their international profile while enhancing their pro-fessional development by studying two months at Shanghai University (SHU), ESIC´s partner in China, during April and May. During their stay in China participants will continue with the MDCI curriculum and will also be able to participate in some additional courses and programmes from SHU like the Study Tours to Taiwan or Hong Kong. Upon successful completion of this period in Shanghai participants will receive a certificate from Shanghai University.
• Further double degree options: After completing the MDCI in Spain, participants can continue their studies for one year in Shanghai and receive the MBA from Shanghai University (SHU).
guIDe TeACHINg STAFF SubJeCT To PoSSIble PerSoNNel CHANgeS
SoMe oF THe MeMberS oF THe TeACHINg STAFF
Miguel AGUIRRE UzqUIANO
Degree in Economics & Business Sciences. Master in Adminis-tration & Business Management. Assistant Manager, Aula-CES-CE (Spanish International Export Credit Insurance Company). David CARNICER SOSPEDRA
Doctor in Philosophy and Education Sciences, Universidad de Valencia. MBA, IDE-CESEM. Master in International Marketing Management, ESIC. Ex-employee in International Marketing, Valencia Chamber of Commerce. Managing Director, Carnicer & Perete Asociados.
Jesús CENTENERA ULECIA
PhD in Contemporary History, UNED. PDG, IESE. MBA, ESDEN. BS. in Geography & History, UCM. Proficient in English, French, German and Russian, among other languages. Program Director of the Master in International Trade Management, MDCI, ESIC. Managing Partner at Agerón Internacional, S.L., an Internationa-lization Consultancy and Market Research Company. Previously at Grupo Leche Pascual, Babín Iberbaby, Laboratorios Indas, An-dersen Consulting (Accenture) & IFEMA, The Madrid Trade Fair Organization.
Michael DE JOSé BELzUNCE
PhD in Economics and Business, European University of Madrid. PDD, IESE. Master in Auditing, Madrid Chamber of Commerce. Master in Financial Management, CESEM. Honours Degree in Business Administration, ICADE. Honours Degree in Law, Deus-to University. Strategic Planning DirecDeus-tor (Food and Beverages), Grupo Leche Pascual.
Jesús DEL RíO ESTEVEz
Master in International Marketing Management, ESIC. Master in Administration & Business Management. Director, Maersk Lo-gistic, Spain.
Rafael DUARTE GONzáLEz
Degree in Economic & Business Management, UAM. MBA, City University of London. Master in Financial Markets, UAM. Former Director of IFI-Instituciones Financieras Internacionales (Inter-national Financial Institutions) of the Financial Group, Banco Popular Español.
Carlos ENRILE
LL.M., European Law. European Studies Institute, ULB. Bachelor of Law degree, ICADE. Fluent in Spanish, English, French and Italian. Consultant & Trainer, Computer Contact. Author of “Inter-national Trade Promotion using the Internet”, published by ICEX the Spanish Foreign Trade Promotion Institute.
Andrés GÓMEz FUNES
Public Affairs Leadership Programme, IESE. Public Affairs Ma-nager, ICADE. Master on Foreign Trade, CEOE. Degree in Law, UCM. Chief of Staff and Director Global Corporate Affairs, CEIM-CEOE. Deputy Director International Affairs.
José Manuel GARAñA
PhD Candidate in Economics, UCM. Degree in Economics, UCM. Master Degree in Communications, UCLA, Los Angeles.
Fernando FLORES BAAS
PADE, IESE. Honours Degree in Economics, Universidad Com-plutense de Madrid. CEO of the Executive Aviation Business Unit at Gestar.
Gaston FORNES
PhD in Management, University of Bath. MBA, Universidad Adol-fo Ibáñez. Honours Degree in Business Administration, Universi-dad Nacional de Cuyo. ESIC´s China Programme Director. Author of “Foreign Exchange Exposure in Emerging Markets” and “The China-Latin America Axis”.
Belén GARCíA FERNáNDEz
Ph.D candidate. Executive MBA, IE. Master in International e.Bu-siness, CECO Foundation. Bachelor in Law, University of Vigo. Freelance consultant. Previously: International Area Manager at Ciudad Real Chamber of Commerce. International Business Manager in France at Confederación de Empresarios de Galicia. Poland Executive Director at IGAPE. Business Development Ma-nager, EXPONOR - Porto International Fair, Portugal.
Arturo GOMéz qUIJANO
PhD In Journalism. Graduate in Communication Science. Post-graduate in Management, IESE. Consultant in Market Research and Communication for companies. Associate professor, Com-plutense University. Author of “Communication for Businessmen”. Francisco GONzáLEz LÓPEz
Degree in Economic & Business Sciences, UAM. MBA & Mas-ter in Marketing, ESEM. Business Development Manager, SEUR. Previously: Commercial Director MRW Logística Avanzada. Sales Manager, SWIFTAIR. International Marketing Director, UPS Su-pply Chain Solutions. Maersk. DHL.
Peter GIL
Degree in Politics & Sociology, Essex University. Senior Manage-ment Programme, IE. Managing Partner of a specialized consul-tancy in Change Management.
Tanguy A. JACOPIN HALL
PhD in Applied Economics and Marketing, La Sorbonne; Post-Doctoral studies, Columbia University, New York and IESE. Honours Degrees (2) in Economics & Marketing, La Sorbonne. Author of “CEOs as Leaders and Strategy Designers”. Managing Director of Global Born.
Richard LANDER
Master of Arts, University of Cambridge. Honours Degree in Mo-dern and Medieval Languages, University of Cambridge. RSA Cert TEFLA, Royal Society of Arts Certificate for Teaching of English as a Foreign Language to Adults. Director of Language Department at ESIC.
Luis MARIJUAN DE SANTIAGO
PhD in Chemistry, UCM. Degree in Chemistry, UCM. Executive MBA, IE.
Ignacio MARINAS
Honours Degree in Economics & Business Administration, ICADE.
Director of Rehabilitation and Ophthalmology and Director of Business Development, Grupo Taper. Co-author of “Mobile Mar-keting”.
Alejandro MOLINS DE LA FUENTE
Master in Shipping, IME-COMILLAS. Master in International Tra-de Management, CEPADE, UPM. B. of Law Degree, University of Deusto. Diploma in Business Administration, ICADE. Fluent in Spanish, English, French & Italian. Advisor in internationalization processes and international logistics consultant. Certified at Pu-blic Internationalization Programs (ICEX NEXT and Chamber of Commerce of Madrid).
Jorge MONGAy HURTADO
PhD in Business Administration. MBA (UK). Lecturer in Business & International Marketing, ESIC, Universidad Autónoma de Bar-celona, Arcadia University, EE.UU.
Pedro MORENO DE LOS RíOS
Ph.D. in Big Data Marketing, Alcalá de Henares University. Mas-ter in Digital Buisness, ESIC-ICEMD. MasMas-ter in Sales Manage-ment, URJC. Law Graduate, ICADE. Independent international consultant for digital and e-commerce businesses. Previously: Ogilvy & Mather and The Walt Disney Company.
José Luis MUñOz yANGUAS
Master in Project Logistics Management, URJC. Master in the Social Dynamics of Transportation, UPM. Degree in Industrial Sociology, UPM.
Javier ROVIRA RUIz
PhD Candidate in Management, Universidad Rey Juan Carlos. DDG, IESE. Honours Degree in Management, ICADE, LLB Law, ICADE; former Marketing Director at P&G, Pepsico, and Gonzalez Byass. Author of “Consumering” and “Reset & Reload”. Enrique Carlos SáNCHEz PéREz
Director General MRW Logística. Degree in Business Science. Executive MBA, IE.
Luis SáNCHEz VILLA
Executive MBA, IE. MBA, Escuela Superior de Estudios de Mar-keting de Madrid. Master in MarMar-keting, Escuela Superior de Es-tudios de Marketing de Madrid. Honours Degree in Marketing, Escuela Superior de Estudios de Marketing de Madrid. Mana-ging Partner of Señales de Humo.
Henry TRULL
Honours Degree in Computer Systems Analysis, University of Wolverhampton. Associate Director of Marketing de Servicios. Consultant in Services Marketing and Human Resources Ma-nagement.
Mario Alejandro WEITz
PhD in Economics and Master in Applied Economics, The Ame-rican University. Honours Degree in Economics, Universidad de Buenos Aires. General Manager of Consulta Abierta. Former member of the Board at the IMF. Consultant with the World Bank, the European Commission, and the IMF.
the quality of our programmes is guaranteed by accreditations granted
by national and international institutions:
CArreer guIDANCe
it manages agreements with over 8,000 companies
and administers more than 3,500 job offers per year. it facilitates students’ incorporation
into the labour market and their development throughout their work-life.
it offers personal advice which is adapted and optimised towards selection processes.
eSIC IDIoMAS
