As technological innovation and the Covid-19 pandemic reshape the landscape of business-to-business industries, new professional roles are emerging to meet changing market dynamics. This work package focuses on systematically identifying and defining these new roles, particularly those enhanced by technological and remote working advancements.

The objective is to develop a comprehensive understanding of these evolving roles through a systematic review of academic literature, culminating in the creation of a state-of-the-art white paper. Based on this research, a detailed academic syllabus will be designed, encompassing a 5 ECTS credit training program that outlines the requisite skills and competencies. This syllabus will lay the groundwork for subsequent educational initiatives.

Additionally, the findings will be disseminated through academic channels and professional conferences to enhance awareness and encourage the adoption of advanced sales education programs by universities globally. This effort aims to equip future professionals with the necessary skills to excel in a dynamically changing business environment, ensuring they are prepared to meet both current and future market needs.