Teaching and researching in business innovation

Educated at the Swiss School (speaks four languages), holds a degree in Law and an MBA from IESE Business School. He has combined an academic life with his roles as an executive and consultant for several companies.

Previously, as member of the faculty of IESE, he taught for 10 years Open Executive, MBA, and Executive MBA programs in the Department of Marketing. At IESE, he was also academic director of international in-company programs and founder and co-director of IESE’s Industry Meeting on e-commerce. He has given classes to students from prominent institutions the world over, including NYU Stern, ESE Chile, IDE Ecuador and Universidad del Pacífico, as well as INSEAD-CEDEP, among others in Spain, Europe, and Latin America.

Since the 1990s, he has combined his management activities with academics and consulting in many companies. He has contributed to the growth of multinationals in various sectors (marketing services, food, airlines, utilities, and leisure) and countries, in different positions at local, national, regional, and global levels. He has helped with the commercialization of more than 200 brands in more than 25 countries, in sales roles and in general management as an integrated member of the executive committee.

Presently, an important part of his work, which includes research and publishing, focuses on the digital environment, how it is enriching the commercialization processes and models of companies, and how it has an impact on the company results. He is also specialized in the areas of business communication, commercialization process innovation, the development of strong brands, and sales in the areas of FMCG and services companies.

He is a member of the advisory board of Línea Directa, a think tank of experts, composed of renowned professionals together with company executives, created to foster the transformation of the company. He is also a member of the board of trustees of the Exit foundation, an NGO that helps young people at risk of social exclusion.

Pablo is author or co-author of five books (Fact Energy. The next sustainability, in 2021 and two in 2019, including Winners: The method for winning customers in the age of Amazon, already in fourth edition), various cases published by the best business schools in the world, and he is a regular contributor to the media as well as journals on management.

A regular speaker at board meetings and steering committee meetings as well as TED Talk, he has also been a guest speaker at conferences in various countries on the subjects of e-commerce, omni-channeling, social networks, trends, sales, route-to-market, business communication, and marketing in general.

Throughout his career, he has won various EFI awards and was on the panel of judges for the Premios Eficacia (Effectiveness Awards) in 2006, the most highly regarded marketing award in Spain. He has also been judge at the El Sol festival, the most significant competition on creativity and innovation in Spain and Latin America. Pablo Foncillas is also the father of two daughters, Gabriela and Adriana.


  • Commercial process
  • Channel marketing
  • Route to market
  • Commercial communication

Sales strategy

  • Development of strong brands
  • Impact of digital in business models
  • FMCG and service saleS


  • Change in organizations
  • Sales management
  • Manage failure and learning
  • Behaviour of a leader
Some of the brands Pablo Foncillas has worked with