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Manager in giacca e cravatta attorno a un tavolo con una mappa del mondo proiettata in trasparenza

Master in Export Management

Dal 15 Marzo 2027 al 18 Dicembre 2027

Master in formula blended: lezioni online in live streaming e lezioni teoriche pratiche in presenza

Frequenza weekend:

Sabato e Domenica dalle 09:00 alle 14:00

Get information on the Master in Export Management

Job orientation at the end of the course in cooperation with

In uno scenario geopolitico ed economico globale in costante mutamento, l’espansione sui mercati esteri non è più solo un’opportunità di crescita, ma una necessità strategica per la resilienza e la competitività delle imprese. Questo percorso executive nasce per fornire a manager, imprenditori e professionisti del settore gli strumenti chiave per governare l’internazionalizzazione a 360 gradi, superando l’improvvisazione attraverso una solida pianificazione strategica.

L’obiettivo del Master è sviluppare una visione integrata dell’export, guidando i partecipanti dalla valutazione iniziale della prontezza aziendale (Export Readiness) fino alla gestione operativa e legale delle vendite oltreconfine. Attraverso un approccio fortemente pratico, il percorso abilita a definire rotte di mercato consapevoli, adattare il valore del brand e del prodotto alle culture locali e strutturare reti commerciali sia fisiche che digitali via e-commerce. I partecipanti acquisiranno così le competenze critiche per tutelare l’azienda sotto il profilo contrattuale e fiscale, ottimizzare la logistica e le operazioni doganali, e padroneggiare le tecniche di negoziazione interculturale necessarie per stringere partnership internazionali di successo.

COURSE STRUCTURE

PREPARATORY PHASE

  • 50 hours minimum self-study for the teaching material provided in the preparatory phase and during the lectures;
1

CLASSROOM PHASE

Lezioni online in diretta, registrate e sempre disponibili per uno studio flessibile e in differita

Formula weekend: Sabato e Domenica dalle 09.00 alle 14.00

Project work su un caso aziendale con manager del settore
2

TRAINING/INTERNSHIP PHASE

Stage retribuito e garantito della durata di 4-6 mesi in aziende del settore
3

FINAL STAGE

  • Career Orientation Meeting;
  • Revision and optimisation of Curriculum Vitae with subsequent dissemination to companies in the sector nationwide
4

Laurea in:

  • Economia
  • Giurisprudenza
  • Lingue
  • Mediazione Linguistica
  • Scienze Politiche
  • Attestato di frequenza privato al Master in Export Manager
  • Project work certificate
  • Internship certificate

Modulo 1 — Global business e fondamenti di Export

  • Scenari macroeconomici e trend del commercio globale
  • Check-up aziendale: valutare la prontezza all’export (Export Readiness)
  • Barriere all’entrata, dazi e barriere non tariffarie
  • Il ruolo delle istituzioni per il Made in Italy

Modulo 2 — La pianificazione strategica

  • Analisi di mercato e selezione dei Paesi target (Market Selection)
  • Modalità di ingresso: esportazione diretta, indiretta e partnership locali
  • Redazione del Piano d’Export (Export Business Plan)
  • Definizione del budget, ROI e gestione dei rischi di mercato

Modulo 3 — International marketing

  • Posizionamento di brand e adattamento della Value Proposition
  • Strategie di pricing internazionale e analisi della concorrenza locale
  • Localizzazione e adattamento del prodotto (packaging, conformità, cultura)
  • Digital Export Marketing: inbound, lead generation e fiere di settore

Modulo 4 — Sales Strategy ed e-commerce (B2B vs B2C)

  • Costruzione e gestione della rete vendita estera (agenti, distributori, filiali)
  • Strategie di vendita B2B internazionali e negoziazione di canale
  • E-commerce B2C sui mercati esteri: store proprietario vs marketplace
  • Piattaforme B2B e e-commerce cross-border

Modulo 5 — Contrattualistica e fiscalità internazionale

  • I principali contratti internazionali (compravendita, distribuzione, agenzia)
  • Clausole critiche: legge applicabile, foro competente e risoluzione delle controversie
  • Principi di fiscalità internazionale e gestione dell’IVA nelle operazioni estero su estero
  • Tutela della proprietà intellettuale e registrazione dei marchi/brevetti all’estero

Modulo 6 — Pagamenti, finanziamenti e dogane

  • Scelta dei resi e ripartizione di costi e rischi
  • Strumenti e forme di pagamento internazionale (crediti documentari, L/C, CAD)
  • Procedure e documenti doganali (Dichiarazioni, Origine delle merci, EUR1, REX)
  • Finanziamenti all’export, credito all’esportazione e coperture assicurative

Modulo 7 — Competenze interculturali

  • Modelli di analisi culturale (Hofstede, Trompenaars) applicati ai business esteri
  • Tecniche di negoziazione interculturale e stili di comunicazione
  • Etichetta nel business internazionale e gestione delle relazioni di lungo termine
  • Gestione dei team multiculturali e risoluzione dei conflitti in contesti globali

L‘Export Manager è una figura chiave per la crescita globale dell’impresa, capace di trasformare le opportunità oltreconfine in strategie di vendita strutturate e profittevoli.

Questo profilo unisce una forte visione commerciale e di marketing internazionale alla padronanza tecnica dei processi operativi dell’export. È un professionista o una professionista in grado di pianificare l’ingresso nei mercati target, gestire reti di vendita fisiche e canali e-commerce, e governare gli aspetti cruciali legati alla contrattualistica, alla fiscalità e alle dinamiche doganali. Grazie a spiccate competenze interculturali, sa condurre trattative complesse con buyer esteri, tutelando l’azienda dal punto di vista legale e finanziario e coordinando con successo l’intera catena del valore internazionale.

  • Export Manager / International Sales Manager
  • International Business Development Manager
  • Global E-commerce Manager
  • Consulente per l’Internazionalizzazione
  • Area Manager / Country Manager
  • Specialista in Legal & Compliance Internazionale

Early Pass

Each year, the Academy selects specific training courses to which the facility applies Early Pass. This is a progressive discount system reserved for those who formalise their enrolment well in advance of the start of the training course

ADL student discount

From the second enrolment onwards, our students enjoy special discounts
 

AFFILIATED FINANCIERS

Possibility of financing and deferments even without income

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Il nostro Istituto mette a disposizione strumenti, canali e un network professionale:

What you get with the Kit

  • Amplificazione social: i contenuti migliori verranno condivisi sui canali ufficiali della scuola, aumentando l’esposizione verso recruiter e aziende partner;
  • Guida pratica alla creazione: un manuale scritto per imparare a raccontare la propria esperienza e i propri progetti con il massimo impatto;

  • CV Positioning & Talent Distribution: supporto dedicato per ottimizzare struttura, competenze e stile del CV. Aggiornamento finale al termine del percorso formativo e diffusione, insieme a una lettera di presentazione a cura di Milano Business Academy®, alle aziende del settore su tutto il territorio nazionale, favorendo concrete opportunità di inserimento professionale.

LE OPINIONI SU MILANO BUSINESS ACADEMY - ACCADEMIA DEL LAVORO

Excellent
Academy of Labour ®4.7
Based on 226 reviews
Lorenzo Lagonigro
7 months ago
Matteo Trespidi
7 months ago
Attended Caf and patronage course, I found very good professors, who were able to pass on not only knowledge, passion, dedication, excellent organisation.
Marco M.
7 months ago
I attended the Patronato and CAF Operator course. The course was very intensive, with plenty of online live-streamed lessons and in-person sessions, and the option to catch up on lessons if absent. I really liked the online format; as I work and am quite busy, I was able to organise my own study time. The tutor was excellent at addressing each student’s issues and resolving them straight away; all the lecturers who taught the course were highly knowledgeable and competent. It’s an excellent academy. I’d recommend it to anyone looking for a comprehensive course who has the time to study. At the end of the course, there’s also an internship in the sector. I hope it goes just as well as the study and the lessons did.
Parleen Kaur
7 months ago
It was a great experience studying this course. Teacher's were always available for help .
Chirene Karouach
8 months ago
I found a girl called Anna D'addabbo who followed me both to do the registration and to help me in everything I really recommend her I am really happy with this experience if I could I would give more than five stars
Eusto Corbacio
8 months ago
I am super happy to have participated in this food and beverage manager course. The lecturers are very good and the tutor Monica is always very helpful. It is a very complete course that prepares you for 5-star hotels without any problems.
Antonino Falcone
8 months ago
A very interesting and well-structured Food & Beverage Manager course. Professional and knowledgeable lecturers, with a practical approach based on real-life examples and case studies. A useful training programme that can be put into practice in the workplace. If you’re passionate about the catering industry, this course is perfect for understanding many fundamental aspects of management
James Petti
8 months ago
The F&B Manager course was explained in great detail by the lecturers, and we completed exercises at the end of every lesson. The lecturers were very knowledgeable and, above all, always willing to help with any of our queries. I learnt a great deal and, above all, I refreshed my knowledge of topics I’d covered during my years at hospitality college. I’d recommend it to anyone who’d like to take that extra step towards professional development.
Giacomo Pantò
9 months ago
I took the Food & Beverage Manager course: a fantastic experience, which gave me the chance to engage with the Academy’s lecturers and learn new things. Giacomo Pantò.
Enrico Vicari
10 months ago
La mia esperienza con Accademia del Lavoro non può essere che molto positiva. Dal momento della mia iscrizione ai corsi e fino alla fine sono stato seguito in ogni momento. In primis dalla bravissima tutor Monica e dopo anche da tutti i preparatissimi docenti come Anastasia e gli altri. Posso solo consigliare questo ente di formazione per chi vuole ottenere il meglio. Grazie di tutto
giusb Bafundi
10 months ago
I had the honour of attending this academy and taking part in the Ramp Agent Course. Whilst the course is well-structured and perfectly organised across its four stages, the same cannot be said of the trainers, who are by far better qualified than the organisational structure itself!!!!! In the first phase, we had a collaborative "online" training session where Anastasia, Marco and Ezio took turns leading the sessions. They were fantastic at presenting the material and at recognising each trainee’s interest, enthusiasm, expectations and career ambitions relating to the course. Ezio del Monaco is a teacher who has a comprehensive understanding of the subject matter and the airport environment. His lessons were always extremely detailed, covering the various stages from landside to airside. On numerous occasions, he revisited sections of the programme until every step leading up to the next stage was fully understood. Thank you, Ezio, for your excellent presentation of the material and for your absolute willingness to revisit the same topic as many times as necessary. Finally, a huge thank you for your continued availability even after the course ended to provide any further information or support. Anastasia Emanuelli and Marco C. are both exceptional trainers. Their rapport was palpable as they conveyed every single concept and piece of information. Two people who met in the field and have turned their life and work experience into a model of excellence. They were able, first during the online sessions and later in the classroom, to build a rapport with all the trainees, ensuring the lessons were always light-hearted, interesting and, above all, engaging… alternating between teaching and checking that the content had been properly understood through exercises summarising the topic covered. The days in the classroom were intense yet at the same time relaxed; these two trainers managed to convey the concepts to us with the simplicity typical of highly professional teachers. What I will take away from both of them is their friendship and their love for this work, which makes them a role model to emulate. You have given me so much!!!! The course also reached its peak during the "Safety and Security" module led by trainer Stefano Natalini, a former member of the State Police, with an impressive CV spanning various fields, such as explosives disposal, counter-terrorism and public order. His lessons, whilst being very interesting and, above all, highly topical, proved to be exceptionally detailed and engaging in every single topic covered, including real-life examples. Finally, I could not conclude without mentioning Dr Monica, who is the "conductor' of this Academy, always present both in an organisational capacity and in the classroom, from the very beginning – with course enrolment – right through to the end. From the presentation of certificates, right through to every single in-person and online lesson.....She is always there, like an online help service, ready to assist with any question or request that might arise. Thank you, Monica, for your willingness to help and for your great PROFESSIONALISM. Thanks also to my fellow course participants, with whom I’ve formed a lovely friendship and who made the days enjoyable and full of interest. Ad Majora, greetings to everyone; I’d like to take this opportunity to wish you all a very peaceful Christmas and a very happy New Year. GB
Nikolai Ignatov
11 months ago
I did the ramp agent course and was really very pleased and satisfied. The lecturers and tutors are very professional, knowledgeable and helpful. I met people who are always experts in this field there and I learnt a lot of new things in this area of work. It was great.
Chiara Livesu
11 months ago
Super professional course. Teachers with an experience and passion for their work out of the ordinary. Everyone always super helpful for anything. Thank you very much, because you have made me even more passionate about this wonderful world.
Rosangela
11 months ago
Ho frequentato il corso di Addetto di Scalo Aeroportuale presso l’Accademia del Lavoro e la mia esperienza è stata molto positiva: la settimana di lezioni in presenza a Milano è stata estremamente utile e ben organizzata. I docenti Alessandra Weiss e Stefano Natalini si sono dimostrati preparati, chiari e sempre disponibili a rispondere ai dubbi, mentre la tutor Monica è stata un punto di riferimento costante e attenta per tutto il percorso. Il programma offre una panoramica completa sulle procedure aeroportuali, dal check-in al customer care, dalla sicurezza ai bagagli, permettendo di comprendere davvero il lavoro all’interno di un aeroporto. Consiglio questo corso a chi desidera intraprendere una carriera nel settore dell’aviazione.
Alice Raspa
11 months ago
Ho partecipato al corso per Addetto di Scalo Aeroportuale, ed è stata una bellissima scoperta. Oltre ad aver imparato tanto sul mondo dell'aviazione e in particolare sulla professione del Check-In Agent, questo corso mi ha fatto comprendere ancora di più ciò che vorrei per il mio futuro. Ci tengo a complimentarmi con la docente Alessandra Weiss, esperta del settore, che ha fatto innamorare tutti con la sua personalità e gentilezza. Grazie Accademia del Lavoro!
Valerio Convertini
11 months ago
corso molto interessante e ben strutturato, consigliato anche per chi non ha basi aeronautiche e che ha il semplice sogno di lavorare in aeroporto in futuro. I docenti Natalini e Weiss, che ho avuto la fortuna di conoscere per il corso Addetto di Scalo, sono due persone meravigliose, che trasmettono la loro passione per questo mondo e questo lavoro, conducendo lezioni trasversali e mai monotone, ringrazio Accademia del Lavoro per questa bellissima esperienza e per tutte le persone che ho conosciuto nel corso.
It’s been a wonderful and unique experience – a real mix of emotions, you might say. I’ve always wanted to learn more about this profession, and our lecturer, Alessandra Weiss, managed to teach us so much so effectively in such a short space of time. Thank you for giving me the opportunity to develop in this field. I hope to inspire more people myself one day to achieve their dreams, just as you did, Professor. It’s just a shame that it costs so much. I think this course should be more affordable so that everyone can take it, helping even more people to achieve their dreams.
Elisabetta Zippari
11 months ago
It was an unexpectedly wonderful experience, both in terms of the course itself and the people I met. The course was exceptionally well structured and organised for each topic, with a mini-test at the end of every chapter to help us absorb all the information covered each day and, above all, to test ourselves and prepare for the IATA certification exam. What I will always take away from this experience is the great professionalism and expertise of Professor Alessandra Weiss and Professor Stefano Natalini, who ensured that the lessons were always dynamic, engaging and never dull. There was no shortage of laughter, and I have the utmost respect for them. The course has further confirmed my love for aviation and the airport!
shaky 04
11 months ago
The course is super interesting. Very well organised and with the possibility to interact with the lecturers, who are very helpful. The lectures were conducted in such a way that we could all be heard and understand the topics better. My class and I were fortunate to have been tutored by Professor Weiss who made all the lessons clear, interesting and very entertaining. She made learning fun and effective. It is definitely an experience to have. You get the chance to learn a lot, meet people who are already part of the airport environment and make new friends with people who have the same interest as you. It was a unique experience. I came home that day with a smile on my face, I was really happy and satisfied.
Kimberly Casio
11 months ago
The Airport Staff training course was very useful and well organised. The explanations were clear and accompanied by practical examples that really showed how things work at an airport. The trainers were brilliant, and I particularly loved Ms Alessandra Weiss, who was always knowledgeable, approachable and able to make every lesson interesting. I would recommend this course to anyone wishing to enter the airport sector or to further their skills.
Elmedin Kaplanoski
11 months ago
A truly phenomenal academy, with first-class organisation, modern training and an excellently structured programme. The training course I completed has contributed enormously to my development, both professionally and personally. The instructors are extraordinary: always approachable, knowledgeable and ready to support you every step of the way. The atmosphere is so positive that it really makes you feel part of a group that believes in you. I recommend it wholeheartedly: it’s absolutely worth becoming part of this great family.
madeline baez
11 months ago
Jonathan Daza
11 months ago
I took the ramp agent course and learnt a lot. The teachers and Monica are excellent, very professional. The academy is fantastic.
Pietro Angarano
11 months ago
I took the ramp agent course and I must say it exceeded my expectations; speaking to former students, I realised how much the academy has improved over the years. The cost is not insignificant, but it was precisely thanks to this course that I managed to find a job even before it had finished. The instructors’ expertise is impeccable and highly professional; with their extensive experience in the sector and all the guest speakers during the classroom sessions, they give you a 360° insight into the world of airports – from a tour of the apron where you see first-hand what happens during a turnaround, both on and off the aircraft, to hearing the experiences of no fewer than four captains who inspire you to pursue your dreams and show you their human side; ramp agents and many instructors as guest speakers help you gain multiple perspectives and a wealth of experience! As I’ve already said, it exceeded my expectations; they make you fall even more in love with this world; the course, which is well-structured and includes all the necessary certifications, provides extensive theoretical training, whilst the practical phase is rounded off by the experience of the many instructors and the work placement! The course is comprehensive, and the latest edition couldn’t have been better – although the tutors and instructors are always striving to make the programme even more suitable. The working environment is very professional yet also pleasant, thanks to my colleagues and our tutor Monica, whom I’d like to thank – she’s a true professional who cares deeply about her work and ensuring the course runs smoothly from start to finish. I highly recommend this course to anyone wishing to enter the world of aviation with professionalism and comprehensive support.
Jacopo
11 months ago
Good experience and good personal investment for our future work at the airport. Well-prepared lecturers and above all very useful the presence of people working in the sector in different roles to give us advice on how to approach the world of aviation. I recommend it to those who want to invest in themselves and want to arrive at work already structured and capable.
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