Pablo Foncillas

Associate Partner
Digitalization and e-commerce

Pablo Foncillas is an associate professor at IE Business School. Previously he was linked to IESE, teaching for 10 years Open Executive, MBA, and Executive MBA programs in the Department of Business Administration. He was also academic director of international in-company programs and founder and co-director of IESE’s Industry Meeting on e-commerce.

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 175 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 commercialization processes and models of companies and how these have an impact on company result accounts. He is also specialized in the areas of business communication, commercialization process innovation, the development of strong brands, and sales in environments of consumer goods and service companies.

Pablo is author and co-author, respectively, of the books, Sin miedo al cambio (Not afraid of change, EUNSA, 2016, in second edition) and Moda en el entorno digital (Fashion in the digital environment, 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 at NYU (USA), IDE (Ecuador), and ESE (Chile).

A regular speaker at board meetings and steering committee meetings, 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 is an associate partner at Globalpraxis.