Pablo Foncillas Díaz-Plaja

Sales Associate Professor

Licenciado en Derecho, MBA del IESE Buisness School y doctorado en transofrmación digital por la Universidad de Navarra

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..
Currently, 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 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.
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.

Autor o coautor de cinco libros, es colaborador habitual de HarvardDeusto Business Review, y publica con regularidad artículos en prensa generalista, especializada y de gestión, además de casos.


Areas of interest

  • E-commerce
  • Omni-channeling
  • Social Networks
  • Trends
  • Sales
  • Route-to-market
  • Business communication
  • Marketing