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.

Since the 1990s, he has combined his management activities with academics and consulting in many companies. With all these activities, he has contributed to the growth of multinationals in various sectors (marketing services, food, airlines, utilities, and leisure) and countries, from different positions at local, national, regional, and global level. He has helped with the commercialization of more than 175 brands in over 25 countries, in sales roles or in general management as an integrated member of the Executive Committee.

At present, an important part of his work, where he conducts research and publishes, is related to 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.

Pablo is author of four books: two as writer: Winners, el método para ganar clientes en la era de Amazon (Penguin Random House Grupo Editorial, 2019) and Sin miedo al cambio (Not afraid to change, EUNSA, 2016); and two as co-writer: El supermercado (The supermarket, Editorial Thomson Reuters Aranzdi, 2019) and Moda en el entorno digital (EUNSA, 2015). . He regularly publishes articles in the general, specialized and management press. In addition, he has written diverse academic cases.

He has given classes in Spain, Europe, and Latin America and has been a guest lecturer for NYU students (USA), and at IDE (Ecuador), and ESE (Chile).

An habitual speaker on boards of directors and executive committees, he has been a guest speaker at conferences in various countries on the subjects of electronic commerce, omni-channeling, social networks, trends, sales, route to market, business communication, and marketing at large.

During his academic career he won has various EFI awards and was a member of the jury for the Premios Eficacia (Efficiency Awards) in 2006, the most highly regarded prize of the marketing sector 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
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