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Executive

Executive Program in Store Management & Retail Leadership

EXECUTIVE PROGRAM

Dettagli

Details

  • Duration:

    October 2026 – February 2027

  • Edition:

    I

  • Location:

    Naples

  • Language:

    Italian

  • Application deadline:

    30 September 2026

  • Target participants:

    Store Managers, Senior Store Managers, Retail Managers, Assistant Store Managers and Area Managers with coordination responsibilities; retail professionals responsible for people, KPIs and financial results

The Executive Program in Store Management & Retail Leadership is designed to give Store Managers the technical and managerial skills they need to run their store with a genuine entrepreneurial mindset.

In today’s retail, the store is not just a place where things are sold: it is where corporate strategy, people, numbers, customers and brand experience are turned into concrete results.

That is why Store Managers need a complete view of the business: they must learn to run operations, engage and lead their team, set and read KPIs, analyse the store’s economic and financial performance and give customers an experience consistent with the brand’s positioning.

With this aim, the programme works in depth on the managerial and behavioural skills essential for anyone leading a genuine business unit: leadership, self-leadership, priority management, communication, motivation and people development.

At the same time, it covers the technical know-how needed to make better-informed decisions: reading economic and financial data, retail marketing, operations, customer experience and work organisation.

By the end of the programme, participants will have developed a stronger, more independent and more self-aware profile: not mere executors, but Store Managers able to read the business, make decisions, bring out the best in people and turn the store into an engine of performance, service and growth.

Course objectives

The course aims to strengthen the role of the Store Manager as a key figure in running the store: not only the person responsible for operations, but a true leader of people, results and customer experience.
In particular, the programme enables participants to:

  • Develop solid managerial leadership, consistent with the responsibilities of a Store Manager and capable of leading the team with authority, method and a focus on results.
  • Improve the management of people and performance, strengthening the ability to motivate, delegate, give feedback, manage the team’s priorities and create a positive, productive working climate.
  • Strengthen their reading of the store’s numbers, to better understand sales, margins, costs, commercial KPIs and performance indicators, turning data into concrete operational decisions.
  • Optimise sales, customer experience and retail execution, improving the quality of the customer experience, commercial effectiveness, attention to operating standards and the ability to translate corporate strategies into day-to-day actions in the store.
  • Increase personal effectiveness in managing time and priorities, helping Store Managers organise their activities better, focus on what creates value and reduce wasted effort, emergencies and operational inefficiencies

Who it is for

The programme is designed for:

  • Store Managers and Senior Store Managers
  • Retail Managers and Assistant Store Managers
  • Area Managers with coordination responsibilities
  • Retail professionals responsible for people, KPIs and financial results

It is particularly suited to those who wish to prepare for roles with greater responsibility within a retail organisation.

Modules at a glance

Total hours: 104 - 13 days

LEADERSHIP & PEOPLE MANAGEMENT IN RETAIL 16h
TEAM PERFORMANCE & PEOPLE KPI 8h
FINANCIALS FOR NON-FINANCIALS - RETAIL FOCUS 8h
PLANNING, FORECAST & PERFORMANCE CONTROL FOR A RETAIL STORE 8h
EFFECTIVE NEGOTIATION 8h
MARKETING, CUSTOMER EXPERIENCE & LOYALTY 8h
RETAIL OPERATIONS & STORE EXECUTION EXCELLENCE 12h
WAY OF SELLING & ADVANCED SALES TECHNIQUES 8h
OMNICHANNEL RETAIL & DIGITAL TOOLS FOR THE STORE 4h
TIME MANAGEMENT & PRIORITY MANAGEMENT FOR STORE MANAGERS 8h
alberto-ribera

Alberto Ribera
Professor of Managing People in Organisations, IESE Business School and Visiting Professor, IPE Business School

A graduate in Medicine with a PhD in Economics, he was Full Professor of Leadership at IESE Business School from 2004 to 2022, teaching on Master's programmes and a range of Executive Education courses, and Academic Director of the Coaching Unit. He has run courses for Enel, Ferrero, Compagnia di San Paolo, Banco di Napoli, Telecom Italia, Saint Gobain, Henkel, BBVA, Banco de España, Ernst & Young, Hewlett Packard, BASF, PricewaterhouseCoopers, Shiseido, UNDP, UNICEF and other private companies, public institutions and non-profit organisations. He was an Associate Fellow at Harvard University’s Kennedy School of Government and has been invited to teach at universities and business schools in more than 20 countries. He is the author or co-author of 9 books and more than 30 case studies. From 1999 to 2003 he was Director General of the Euro Arab Management School, following a 15-year international career with the European Commission and other multilateral organisations, managing projects in the Middle East, Africa, Latin America and South-East Asia. He sits on the boards of directors of the Istituto per la Cooperazione Universitaria (Rome), the Fondazione Limmat (Zurich) and IPE Business School (Naples).

alberto-ribera

Alberto Ribera
Professor of Managing People in Organisations, IESE Business School and Visiting Professor, IPE Business School

A graduate in Medicine with a PhD in Economics, he was Full Professor of Leadership at IESE Business School from 2004 to 2022, teaching on Master's programmes and a range of Executive Education courses, and Academic Director of the Coaching Unit. He has run courses for Enel, Ferrero, Compagnia di San Paolo, Banco di Napoli, Telecom Italia, Saint Gobain, Henkel, BBVA, Banco de España, Ernst & Young, Hewlett Packard, BASF, PricewaterhouseCoopers, Shiseido, UNDP, UNICEF and other private companies, public institutions and non-profit organisations. He was an Associate Fellow at Harvard University’s Kennedy School of Government and has been invited to teach at universities and business schools in more than 20 countries. He is the author or co-author of 9 books and more than 30 case studies. From 1999 to 2003 he was Director General of the Euro Arab Management School, following a 15-year international career with the European Commission and other multilateral organisations, managing projects in the Middle East, Africa, Latin America and South-East Asia. He sits on the boards of directors of the Istituto per la Cooperazione Universitaria (Rome), the Fondazione Limmat (Zurich) and IPE Business School (Naples).

francesco-limone

Francesco Limone
Co-Founder of Humanistic ESG società benefit. Senior Fellow at Digit'ed

Professor of Leadership and Communityship at 24ORE Business School and columnist for Fortune Italia, he has been named a LinkedIn Top Voice for Work-Life. He holds an Executive Master in Business Administration from MIP School of Management at Politecnico di Milano and completed the International Faculty Program at IESE Business School in Barcelona. Through his teaching, outreach and consultancy work, he promotes a vision of work as a mission, of companies as communities of people, and of the possibility of a more integrated life.

matilde-marandola

Matilde Marandola
Sole Director, Reliance Consulting Group; National President, AIDP (Italian Association for Human Resources Management)

Born in 1964, she has worked in Human Resources for more than 30 years with the same passion as when she started. A law graduate, she began her career in the IRI group and developed her skills at one of the pioneering firms in Italian management consultancy, where she grew in training, recruitment and business organisation, eventually becoming a Partner. She has chaired the evaluation unit of several municipalities, teaches on HR Master's programmes, is an adjunct professor at Università Suor Orsola Benincasa in Naples in training, soft skills and Human Resource management, writes articles and publications and speaks at conferences on HR topics. She is an ICF Professional Certified Coach and Sole Director of Reliance Consulting Group. From July 2020 to January 2024 she was Fractional People Director at Camomilla, having previously served as Fractional HR Director at De Nigris Group. She is currently Fractional People Director at SMS Engineering. In May 2021 she was elected National President of AIDP and in June 2024 she was confirmed for a further three-year term. Since March 2022 she has been a member of the Board of Directors of the Fondazione AIDP Lavoro e Sostenibilità.

gianluca-bonacchi

Gianluca Bonacchi
Recruitment Evangelist, Indeed

He is a consultant, speaker and storyteller who helps leaders use the insights offered by technology and human resources to grow their businesses. With more than ten years’ experience managing international events and communities, he has a deep understanding of linguistic and cultural nuance and knows how to build personal connections with audiences around the world. In his current role as Recruitment Evangelist, he uses data from the Indeed and Glassdoor platforms and analysis of industry trends to identify effective recruitment strategies and share them with business leaders worldwide, through advisory sessions or large-scale presentations.

taticchi

Paolo Taticchi
Professor in Strategy and Sustainability & School Deputy Director, UCL School of Management

Paolo Taticchi is Professor in Strategy and Sustainability & School Deputy Director (MBA, Global Engagement, Executive Education) at UCL School of Management. Highly active in executive education, Paolo has trained thousands of managers and executives of Fortune Global 500 companies; and is a sought-after speaker regularly invited to give keynote talks at world-class academic, governmental and industry vents. Paolo’s research on corporate sustainability and performance measurement is internationally recognized. Paolo’s last book is titled “Corporate Sustainability in practice” and was published in January 2021. Outside of the academy, Paolo has significant consultancy experience in the fields of strategy, education, and sustainability. He has worked in this capacity for firms of various sizes, and in a range of different industries. Today, he advises (or serves in the advisory board) influential organizations and is one of the scientific advisors of the Ministry for the Ecological Transition in Italy. He has received numerous awards for the impact of his work. His projects, quotes and opinions have been featured over 350 times in international me- dia outlets. In 2021, Paolo was indicated by Italian’s leading business daily Sole 24 Ore as the most influential Italian under the age of 40.

peter-sondergaard

Peter Sondergaard
CEO, The Sondergaard Group and Adjunct Professor, IPE Business School

A graduate in Economics from the University of Copenhagen, he spent 15 years as Executive Vice President and member of Gartner’s operating committee, eventually becoming head of Gartner Research in Europe. Before that, he held increasingly senior roles at International Data Corporation and Scandinavian Airlines System. He is currently founder and CEO of The Sondergaard Group, which advises multinational companies on digital transformation, go-to-market strategies and driving growth in a technology-led society. He chairs the boards of DI2X, an artificial intelligence company, and DecideAct, a strategy execution software company. He is an international reference point in Digital Transformation and works regularly with the New York Times, Financial Times, Wall Street Journal, The Economist and CNBC. His topics include the evolution of digital business, the impact of emerging technologies, artificial intelligence and the impact of technology on talent and work. As a speaker and facilitator, he has interviewed leading figures such as Bill Gates, Steve Wozniak and Michael Dell.

andrea-granelli

Andrea Granelli
Founder, Kanso

Born in 1960, after a classical secondary education he graduated with honours in computer science, completing his studies with a postgraduate diploma in psychiatry and an Executive MBA at McKinsey. Passionate about leadership, talent development and innovation, he often works on the relationship between new technologies and the human sciences and takes on the dark side of digital. He is now chairman of Kanso, a consultancy specialising in innovation and change management. He has worked on innovation for many years: he began as a researcher at the CNR and went on to work for several companies (CESI, Montedison, Fimedit, McKinsey). In 1996 he joined Telecom Italia, where he founded tin.it – serving as its CEO for many years – and then became CEO of the group’s research and venture capital arm (Tilab). He has been a member of the CNR Evaluation Committee and of the National Council of WWF, scientific director of the international design school Domus Academy and chairman of the Associazione Archivio Storico Olivetti. He writes regularly about innovation in books, newspapers and magazines, with a particular focus on the digital revolution and its many implications (including the problematic ones). He also edited the entry "Communication technologies" for Treccani’s new encyclopaedia Scienza e Tecnica. Finally, he co-founded PerLaRe, an association for the revival of rhetoric, with Flavia Trupia, and Venture Thinking, a foundation that helps rethink and redesign workplaces and working spaces, with Daniele Di Fausto, Marta Bertolaso, Elena Granata and Carlo Marini.

fabio-capasso

Fabio Capasso
Chief Operating Officer, MySarma

He began his career at Andersen Consulting (later Accenture), working on Change Management in the Financial Services industry. He then specialised in the financial sector at KPMG, in accounting and organisational consultancy. He went on to manage several training organisations, eventually becoming Director of the Continuing Education School of Università Campus Bio-Medico di Roma. He moved into corporate welfare and fintech, working for several leading companies in the sector before becoming a partner in MySarma, an innovative start-up specialising in designing and delivering welfare plans for SMEs. Since 2021 he has been at ELIS Innovation Hub, where he works on innovation projects bringing together large corporates, students and start-ups.

antonio ricciardi

Antonio Ricciardi
President, IPE Business School

Antonio Ricciardi is Full Professor of Business Administration, a chartered accountant and auditor. He teaches Financial Reporting and Financial Analysis and Business Strategy and Policy at the Faculty of Economics of Università della Calabria, and Financial Statement Analysis and Management Control, Business Administration, and Accounting and Financial Reporting at Università Suor Orsola Benincasa. He is a full member of AIDEA (Accademia Italiana di Economia Aziendale) and SIDREA (Società Italiana Docenti di Ragioneria e di Economia Aziendale), and Secretary General of IPE. He has served on the Boards of Directors of Università Campus Biomedico in Rome, Università degli Studi di Napoli Federico II and CEINGE – Centro di Ricerche di Biotecnologie Avanzate. He coordinates the Osservatorio Nazionale dei Distretti Italiani (National Observatory of Italian Industrial Districts) and co-founded the Elica project for cooperation between Italian and Dutch industry, in partnership with the Eindhoven district’s Brainport Industries.

enzo-arborea

Enzo Arborea
Head of Research Office, IPE Business School

Researcher in Anthropology at the Faculty of Philosophy of the Pontificia Università della Santa Croce (Rome). Since October 2018 he has headed the Centre for Studies in Anthropology and Ethics at IPE Business School (Naples). He was previously a Researcher in Fundamental Theology at the Faculty of Theology of the Pontificia Università della Santa Croce (Rome) and Secretary of the Steering Committee of DISF – Centro di Documentazione Interdisciplinare di Scienza e Fede (Rome). After graduating in electronic engineering from Politecnico di Milano (1994), he was Director at the university residences of Fondazione Rui (1993–2012). From 2008 to 2012 he was Head of Training at Fondazione Rui. With Giuseppe Scaratti and Maria Cinque he edited the volume Pratiche di valutazione formativa. Il caso Fondazione Rui (Milan 2015). With Luca Arcangeli he edited the volume Scienza e visioni del mondo. Contributi in occasione dei 400 anni della Lettera di Galileo a Maria Cristina di Lorena (Rome 2017). He was awarded the 2018–2019 Henri de Lubac International Prize, promoted by the Cultural Office of the French Embassy to the Holy See and the Institut français – Centre Saint-Louis

marco-iannucci

Marco Iannucci
Senior Manager HR Transformation & Digitalisation Mercer Italia

Senior Manager HR Transformation & Digitalisation, Mercer Italia. He is a Senior Manager in the HR Transformation practice of Mercer Italia, based in Rome. With more than 8 years’ experience, over 5 of them at Mercer, he works on projects to transform organisations by optimising operating models, people analytics and individual skills, and handles requirements gathering and project management for the adoption of new HCM solutions. During this time he has worked with leading public and private groups. Before joining Mercer he was a Senior Consultant at EY, where he developed expertise in BPM and BPR, with a particular focus on ICT Strategy. Marco holds a degree in management engineering from Università di Roma Tor Vergata, is a Six Sigma Yellow Belt and holds a Project Management certification issued by ISIPM. Since 2018 he has lectured in masterclasses at leading Italian training and professional development institutions on HR Transformation and People Analytics.

antonino vaccaro

Antonino Vaccaro
Academic Director, Center for Business in Society. Professor of Business Ethics, IESE Business School (Barcelona)

Antonino Vaccaro is a lecturer in IESE’s Department of Business Ethics and its Negotiation Unit. He is also Academic Director of the Center for Business in Society and of IESE’s compliance programmes for top managers in Europe and North and Latin America. Antonino holds a Master’s in Engineering (Politecnico di Milano) and a Ph.D. in Engineering and Industrial Management specialising in technological manipulation and corporate corruption (IST Lisbon), and has held two post-doctoral research fellowships at Carnegie Mellon University and the University of Oxford. Professor Vaccaro is a section editor of the Journal of Business Ethics, listed among the 50 most influential scientific journals in the Financial Times ranking. His areas of expertise are compliance, white-collar crime, social innovation and social entrepreneurship. His research has been published in leading peer-reviewed scientific journals such as the Academy of Management Journal, Research Policy, Journal of Economic Behavior and Organization, Technological Forecasting and Social Change, Journal of Management Studies, Ethics and Information Technology, Journal of Business Ethics and The Information Society, and has been cited twice by The Economist and by Forbes. He regularly writes opinion pieces for Il Sole 24 Ore, Expansión, Forbes, La Sicilia, Harvard Deusto Review and others. Professor Vaccaro has led consultancy and applied research projects for European government institutions, the United Nations (Global Compact) and multinational companies such as Southern Company (USA), Alpiq (Switzerland), Volkswagen Autoeuropa (Portugal, Germany), CNIM (France), Artsana Group (Italy), REWE (Germany), Bayer (Germany), HM Clause (France), Fitò (Spain) and Rijk Zwaan (Netherlands). He has acted as an expert witness in over 100 cases involving corruption, white-collar crime and damage assessment in civil and criminal proceedings in Italy, Spain, Portugal, Africa and Latin America. He has also assisted in investigations with several police forces, including the Portuguese Judicial Police, the Italian Guardia di Finanza and the Italian Carabinieri.

Simone Congedo, HR Manager – Magnaghi Aeronautica

Massimo Giuliani, HR Manager – Elcon Megarad

Valerio Salamida, HR Manager – Ruesch

Simone D’Auria, HR Director – Gruppo Petrone

Fabrizio D’Errico, HR Director – Gruppo SoFarma Morra

Augusto D’Urso, HR Director – Gruppo Balletta

Flavia Schiano, HR Director – Tecno

Carlo Iavazzo, HR Director – Farvima Medicinali

Lucia Maccarone, HR Manager – d’Amico Società di Navigazione

Raffaella Farricelli, HR Director – GSN Srl

Giuseppe Farina, Head of Industrial Relations – EAV Srl

Nunzia Intorcia, HR Manager – Laminazione Sottile

Irene Costenaro, HR Manager – FS Security

Enrico Originale Di Criscio, HR Manager – De Nigris Group

Detailed programme

LEADERSHIP & PEOPLE MANAGEMENT IN RETAIL (16H)

Led by Alberto Ribera, former Head of Coaching Unit & Professor of Leadership – IESE Business School

  • The evolving role of the Store Manager as a leader
  • Self-leadership and managing pressure to deliver results
  • Leadership styles applied to retail settings
  • Managerial communication and conflict management
  • Operational coaching and people development

TEAM PERFORMANCE & PEOPLE KPIS (8h)

Led by Matilde Marandola, Managing Director – Reliance Consulting, National President of AIDP (Italian Association of HR Directors)

  • Store team performance models
  • People management KPIs: productivity, turnover, absenteeism
  • Feedback, review and appraisal systems
  • Team engagement and empowerment
  • Linking people performance to store results

FINANCIALS FOR NON-FINANCIALS – RETAIL FOCUS (8H)

Led by Antonio Ricciardi, Dean – Fondazione IPE Business School and Full Professor of Business Administration – Università della Calabria

  • Reading a store’s income statement
  • Margins, costs and break-even point
  • Retail financial KPIs
  • How operational decisions drive financial results
  • Using numbers as a management tool

PLANNING, FORECASTING & PERFORMANCE CONTROL FOR A RETAIL STORE (8H)

Led by Luca Testa, Partner – Boston Consulting Group

  • Strategic Planning & Business Planning
  • Commercial planning and seasonality
  • Sales forecasting and variance management
  • Monitoring store performance
  • Operational dashboards and reporting

EFFECTIVE NEGOTIATION (8H)

Led by Nino Vaccaro, Professor of Business Ethics & Negotiation – IESE Business School

former Full Professor of Strategic Marketing – Seconda Università degli Studi di Napoli

  • Developing strategic negotiation skills in complex settings
  • Applying advanced negotiation models (Harvard Model, BATNA)
  • Preparing effective negotiations by defining objectives, interests and alternatives
  • Handling internal and external conflicts constructively
  • Creating win-win solutions and agreements that last

MARKETING, CUSTOMER EXPERIENCE & LOYALTY (16H)

Led by Lucio Attinà – Marketing Expert, President of IESE Alumni Italia and former CEO – Alitalia Loyalty

  • Understanding the role of marketing in retail and at the point of sale
  • Reading customer behaviour and the key drivers of purchase
  • Improving the customer journey / experience at every stage
  • Turning sales staff into a driver of relationships and loyalty
  • Using sales KPIs and customer data to guide decisions
  • Loyalty and retention strategies: how to build lasting customer relationships
  • Loyalty programmes: logic, mechanics and impact on visit frequency and average spend

RETAIL OPERATIONS & STORE EXECUTION EXCELLENCE (12H)

Led by Tiziana Camelin, Boutique Manager – Montblanc and expert in Boutique Management and HNWI Clienteling

  • Operational organisation of the store: roles, responsibilities, management routines and operating standards.
  • Effective management of day-to-day activities: opening, closing, shifts, operational priorities and team coordination.
  • Optimising store processes: reducing inefficiencies, handling the unexpected and improving productivity.
  • Stock management and operational control: product rotation, availability, replenishment and impact on sales performance.
  • Service standards and execution excellence: ensuring consistency, a high-quality customer experience and alignment between company strategy and the store.

WAY OF SELLING & ADVANCED SALES TECHNIQUES (8H)

Led by Augusto Bandera, Head of Sales – Diagram Group, former Head of Marketing&Sales – Vodafone Italia

  • The Store Manager’s role in shaping the team’s selling style
  • Consultative, value-based selling
  • Handling objections and closing
  • Structured cross-selling and up-selling
  • On-the-job sales coaching

OMNICHANNEL RETAIL & DIGITAL TOOLS FOR THE STORE (4h)

Led by Salvatore Ippolito, CEO and Co-founder, Bea Media Company

  • Strategy and the elements that create continuity and contiguity between physical and digital
  • The role of digital in establishing omnichannel retail.
  • The role of the ‘physical’ store in the omnichannel ecosystem
  • How to maximise objectives by combining store and e-commerce: click & collect, endless aisle and digital touchpoints
  • Organisational impact on the ‘omni’ team
  • Which KPIs for a multichannel strategy

TIME MANAGEMENT & PRIORITY MANAGEMENT FOR STORE MANAGERS (8H)

Led by Stefania Matrone, Business Change Office Director – Wind3

  • Managing time in high-pressure environments
  • Telling urgent from important
  • Delegating and organising the team’s work
  • Building effective management routines
  • Improving the quality of decision-making

BUSINESS ETHICS & THE VALUE OF WORK (8H)

Led by Antonio Ricciardi, Dean – Fondazione IPE Business School and Full Professor of Business Administration – Università della Calabria

  • Tackling the main ethical dilemmas in business decisions
  • Integrating ethics and social responsibility into business management
  • Recognising the value of work as an economic and social lever
  • Understanding the deeper motivations that drive people in organisations
  • Building a corporate culture founded on values, responsibility and respect

GUEST LECTURE

The programme will feature Guest Lectures by leading figures in Italian and international retail: entrepreneurs, managers and leading professionals who will bring real-world experience, business cases and strategic insights into the sector’s main trends to the classroom.

A unique opportunity to engage directly with the people who live and lead the evolution of retail every day, enriching the programme with testimonials of high managerial and practical value.

  • Vincenzo Equeste - CEO EMEA & Board Member Salvatore Ferragamo
  • Giuseppe Rizzo - CEO, A.T. Cross Company
  • & Many more...

Faculty.

alberto-ribera

Alberto Ribera
Professor of Managing People in Organisations, IESE Business School and Visiting Professor, IPE Business School

A graduate in Medicine with a doctorate in Economics, he was Full Professor of Leadership at IESE Business School from 2004 to 2022, teaching on Master’s programmes and a range of Executive Education courses, and Academic Director of the Coaching Unit. He has taught courses for Enel, Ferrero, Compagnia di San Paolo, Banco di Napoli, Telecom Italia, Saint Gobain, Henkel, BBVA, Banco de España, Ernst & Young, Hewlett Packard, BASF, PricewaterhouseCoopers, Shiseido, UNDP, UNICEF and other private companies, public institutions and non-profits. He was an Associate Fellow at Harvard University’s Kennedy School of Government and has been invited to teach at universities and business schools in over 20 countries. He is the author or co-author of 9 books and more than 30 case studies. From 1999 to 2003 he was Director General of the Euro Arab Management School, following a 15-year international career with the European Commission and other multilateral organisations, where he was responsible for projects in the Middle East, Africa, Latin America and South-East Asia. He sits on the boards of the Istituto per la Cooperazione Universitaria (Rome), the Fondazione Limmat (Zurich) and IPE Business School (Naples).

antonio ricciardi

Antonio Ricciardi
Dean, IPE Business School and Full Professor, Università della Calabria

Antonio Ricciardi is Dean of IPE Business School and Full Professor of Business Administration. He is a chartered accountant and statutory auditor. He teaches Financial Reporting and Financial Analysis and Corporate Strategy and Policy at the Faculty of Economics of the Università della Calabria, and Financial Statement Analysis and Management Control, Business Administration, and Accounting and Financial Reporting at the Università Suor Orsola Benincasa. He is a full member of AIDEA (Accademia Italiana di Economia Aziendale) and of SIDREA (Società Italiana Docenti di Ragioneria e di Economia Aziendale). He chairs the Board of Arbitrators of Asfor – Italian Association of Business Schools, and sits on the Executive Board of APAFORM – Professional Association of Management Trainers and on the Technical and Scientific Committee of AIFIRM, the Italian Association of Financial Risk Management. He has served on the boards of the Università Campus Biomedico Roma, the Università di Napoli Federico II and CEINGE – Advanced Biotechnology Research Centre. He coordinates the National Observatory of Italian Industrial Districts and co-founded the Elica project for cooperation between Italian and Dutch industry, in partnership with the Eindhoven district’s Brainport Industries.

luca-testa

Luca Testa
Partner, The Boston Consulting Group and Adjunct Professor, IPE Business School

After training in Energy Engineering at the Politecnico di Milano, followed by studies in Automotive Engineering at the Technical University of Munich, Luca Testa went on to earn a Master of Business Administration from the University of Michigan’s Ross School of Business. His professional career has seen him take on roles of increasing responsibility at a number of leading companies. He began as an engine and powertrain designer at Mercedes-Benz / Daimler, before moving into the management of express transport networks with DHL. He then embarked on a career in consulting, working with renowned firms such as Bain & Company, Alix Partners and Boston Consulting Group. During this time he built up experience in the industrial and automotive sectors, focusing both on corporate restructuring and on industrial topics such as manufacturing, distribution, procurement and product development. His broad experience and expertise make him a highly qualified professional, ready to provide strategic solutions and high-level support in tackling the most complex and challenging business issues.

Tiziana Camelin

Tiziana Camelin
Retail Education & Strategy Leader, Vice President of Associazione Via Condotti and Guest Lecturer

Retail leader with twenty years’ hands-on experience within a global leader in luxury. Specialised in Retail Excellence and Project Management in Italy and internationally. She combines strategic and operational KPI analysis, CRM management and the creation of customised experiences for UHNWI clients. Vice President of the Associazione Via Condotti and Guest Lecturer. Expert in Retail Signatures and intensive coaching, focused on conveying the essence of brands through impactful storytelling and on developing collective intelligence within teams.

Salvatore Ippolito

Salvatore Ippolito
Co-founder and Chief Executive Officer, Be a Media Company

C-level executive with solid experience in business management and financial control. A career built around one clear calling: growing companies, teams and markets. He is regarded as a leading voice in the Italian media and digital landscape. An expert in the transformation of the media world, the information ecosystem, digital evolution, marketing and integrated communications, he has guided companies such as Nielsen, Microsoft, Italia On Line, Twitter (now X) and ENI/AGI through profound change – organisational, cultural and in their business models – at a time when digital was not yet an established opportunity but a bet to be interpreted. Born in Palermo and raised in Naples, he has spent his entire professional life in Milan (apart from the occasional ‘escape’ to London, Madrid and Rome) – with an ever-present urge to look towards the sea, where we all come from.

matilde-marandola

Matilde Marandola
Managing Director, Reliance Consulting Group
National President, AIDP Associazione Italiana per la Direzione del Personale

Born in 1964, she has worked in Human Resources for over 30 years with the same passion as when she started. A law graduate, she began her career in the IRI group and developed her skills at one of the pioneering firms in Italian management consulting, where she grew through training, recruitment and organisational development to become a Partner. She teaches on HR Master’s programmes, is an adjunct professor at the Università Suor Orsola Benincasa in Naples in training, soft skills and Human Resource management, writes articles and publications, and speaks at conferences on HR topics. She is an ICF Professional Certified Coach and Managing Director of Reliance Consulting Group. From July 2020 to January 2024 she was Fractional People Director at Camomilla, having previously served as Fractional HR Director at De Nigris Group. She is currently Fractional People Director at SMS Engineering. She has led a great many projects in large-scale retail and retail, or for sales staff, for companies such as Sole 365, MD, Camomilla, De Nigris, Crédit Agricole, Farvima Medicinali, Sport 7, So.Farma.Morra, Engie, BCA, Pomilia and others. In May 2021 she was elected National President of AIDP, and in June 2024 she was re-elected for a further three-year term. Since March 2022 she has sat on the Board of the Fondazione AIDP Lavoro e Sostenibilità.

stefania matrone

Stefania Matrone
Business Change Office Director, WindTre

Stefania Matrone is Business Change Office Director at WindTre, where she leads transformation and innovation initiatives involving commercial, sales, IT and operations teams. With over 20 years’ experience at major companies in the telco and ICT sector, she has successfully managed growth strategies in B2C and B2B markets, driving digital transformation and operational improvement projects. Recognised for her inspirational and engaging leadership style, Stefania is committed to creating motivating and inclusive workplaces where people can fulfil their potential. She is an active member of WindTre’s Gender Equality Committee and an ESG Ambassador for Smart Cities, promoting sustainability and social responsibility both inside and outside the organisation. Alongside her corporate role, Stefania mentors young professionals, offering support on career development and work-life balance, with the aim of fostering the personal and professional growth of new generations. Her approach to leadership puts people and their wellbeing at the centre, combining strategic vision with a strong social commitment.

lucio-attinà

Lucio Attinà
Marketing Expert, President of IESE Alumni Italia and former CEO of Alitalia Loyalty

Senior executive with over 25 years of international experience and training gained across a range of regions and industries (services, transport, automotive, fashion, sport and edutainment). He combines strategic vision and a passion for delivery with excellent leadership and communication skills, agility and a results orientation, and a proven track record in managing change and exceeding targets in diverse settings. A long-standing practitioner and advocate of merit and lifelong learning, he speaks four languages; after a classical secondary education he earned a law degree, qualified as a lawyer, completed an MBA and gained several other qualifications over the course of his career, and continues to take part in training both as a learner and as a lecturer at the Business School.

antonino vaccaro

Antonino Vaccaro
Professor of Business Ethics and Negotiation, IESE Business School

Professor of Business Ethics and Negotiation at IESE Business School. He is Academic Director of the Center for Business in Society and of the “Social Innovation and Social Entrepreneurship” platform, and also serves as Academic Director of a number of custom programmes for multinational companies and institutions. A graduate in Mechanical Engineering from the Politecnico di Milano, he earned a PhD in “Industrial Engineering and Management” from IST Lisbon and held Post-Doctoral Research Fellowships in Ethics and Technology Policy at Carnegie Mellon University and in Information Ethics at Oxford. He has led consultancy and applied research projects for European government institutions and the United Nations (Global Compact), and for multinational companies such as Southern Company (USA), Volkswagen Autoeuropa (Portugal, Germany), CNIM (France), Artsana Group (Italy), Alcoa (USA), Alcoa Defense (USA), REWE (Germany), Zaipu Technologies (USA) and Tecnoreef (Italy). He also sits on the boards of European and North American start-ups and advises on the resolution of international disputes. Finally, his research has been published in leading scientific journals such as the Academy of Management Journal, Research Policy, Technological Forecasting and Social Change, Journal of Management Studies, Ethics and Information Technology, Journal of Business Ethics and The Information Society.

Duration and schedule

  • Total hours: 104
  • Days: 13
  • Course period: October 2026 – February 2027

Why IPE Business School

  • Our executive programmes are delivered in mentorship with IESE Business School in Barcelona (www.iese.edu) – ranked the world’s No. 1 school for executive education by the Financial Times for six consecutive years (2015, 2016, 2017, 2018, 2019, 2020).
  • In 2023 more than 40 companies chose IPE Business School for their management training
  • Our executive programmes are inspired by the highest international standards and delivered in a “full immersion” format that encourages networking and creates an environment of continuous learning. Alongside excellence in every detail, each training day includes welcome coffee, lunch and coffee breaks at the course venue, all included in the fee.

Teaching Method

IPE Business School mainly uses the Harvard Case Study Method.

This «experiential learning» method is based on real cases discussed in 4 stages:

  1. Individual reading and analysis of the case
  2. Case discussion in work groups
  3. Plenary case discussion
  4. Conclusions and lessons learned from the lecturer
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Course location

The Executive Program in Store Management & Retail Leadership will take place in the Executive Classroom of IPE Business School, Via Pontano 36, Naples.

Schedule(*)

(*) Provisional schedule, subject to change

SELF LEADERSHIP & LEADERSHIP MODULE THURSDAY 7 NOVEMBER 2024 (9:00 a.m.–6:00 p.m.)
SELF LEADERSHIP & LEADERSHIP MODULE FRIDAY 8 NOVEMBER 2024 (9:00 a.m.–1:00 p.m.)
BUSINESS ETHICS MODULE FRIDAY 8 NOVEMBER 2024 (2:00–6:00 p.m.)
MANAGING PEOPLE MOTIVATION MODULE TUESDAY 26 NOVEMBER 2024 (2:00–6:00 p.m.)
MANAGING PEOPLE MOTIVATION MODULE WEDNESDAY 27 NOVEMBER 2024 (9:00 a.m.–1:00 p.m.)
CHANGE MANAGEMENT STRATEGIES AND METHODS MODULE WEDNESDAY 27 NOVEMBER 2024 (2:00–6:00 p.m.)
COMPLEX DECISION MAKING MODULE THURSDAY 5 DECEMBER 2024 (9:00 a.m.–6:00 p.m.)
COMPLEX DECISION MAKING MODULE FRIDAY 6 DECEMBER 2024 (9:00 a.m.–1:00 p.m.)
CHANGE MANAGEMENT STRATEGIES AND METHODS MODULE FRIDAY 13 DECEMBER 2024 (9:00 a.m.–6:00 p.m.)
TALENT ACQUISITION & RETENTION MODULE FRIDAY 10 JANUARY 2025 (9:00 a.m.–6:00 p.m.)
PEOPLE MANAGEMENT – DIGITAL TRANSFORMATION AND THE NEW ROLE OF HR MODULE WEDNESDAY 22 JANUARY 2025 (9:00 a.m.–6:00 p.m.)
HR REWARDING AND COST CONTROLLING MODULE THURSDAY 6 FEBRUARY 2025 (9:00 a.m.–1:00 p.m.)
MANAGERIAL APPRAISAL AND SKILLS ASSESSMENT MODULE THURSDAY 6 FEBRUARY 2025 (2:00–6:00 p.m.)
PEOPLE ANALYTICS AND DATA STRATEGY MODULE WEDNESDAY 19 FEBRUARY 2025 (2:00–6:00 p.m.)
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case study

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role playing

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Fees & Enrolment

The fee covers teaching materials and all staff and general course coordination activities. It also includes welcome coffee, light lunch, coffee breaks and continuous catering throughout all training days.

The programme is designed for companies that want to develop the managerial and leadership skills of their store managers and key retail staff.

Each company may take part by enrolling a minimum of 3 managers.

The class will be limited to a maximum of 20 participants, to ensure a high-quality, interactive learning experience with strong practical value.

Participation fee per company:

  • Entry, up to 3 participants: €15,000 + VAT
  • Superior, up to 5 participants: €22,000 + VAT
  • Excellence, up to 7 participants: €27,000 + VAT

Funding options for companies

The programme is designed to be funded through training account vouchers from the interprofessional training funds, by submitting a training plan.

IPE Business School Office contacts: ipe@ipebs.it tel. 081 245 70 74

Applications open

Application

2024 pre-applications open

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    Details

    • Duration:

      October 2026 – February 2027

    • Edition:

      I

    • Location:

      Naples

    • Language:

      Italian

    • Application deadline:

      30 September 2026

    • Target participants:

      Store Managers, Senior Store Managers, Retail Managers, Assistant Store Managers and Area Managers with coordination responsibilities; retail professionals responsible for people, KPIs and financial results

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