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Department : Marketing
Teaching Professor
Campus de Cergy



Customer Supplier Relationship Management in Business-to-Business is at the heart of the expertise of Hubert Faucher, Professor at ESSEC, consultant and management trainer.

Hubert Faucher's credo: the business-to-business economy which secures most of the economic value created in the world, does not enjoy the recognition it deserves from the French public in general, and from the French students in particular.

After a Ph.D. in Industrial Economics from Cornell University (USA), Hubert Faucher's expertise has developed from several complementary positions including industrial equipment selling (Sales Development in Asia) and managing the post-graduate program in Purchasing Management at ESSEC over several years.

Hubert Faucher manages several ranges of training curricula in (customized) in-company programs, in open-enrolment programs (where he has created several specialized modules) and in primary education (ESSEC MSc and post-graduate programs). He teaches in French and English on numerous topics related to BtoB Marketing, Key Account Management and Lead Management. He has published several business cases at the European Case-Clearing House and articles or book chapters in his domain of expertise.

Hubert Faucher also offers consulting and managerial training (operational application of management tools and process) to several international groups and companies of variables sizes.


  • 1994 : Ph.D. in Agricultural Economics (Cornell University, United States of America)
  • 1986 : Mastère in Agri-food Economics and Management (Institut de Gestion Internationale Agro-alimentaire (IGIA), France)
  • 1985 : Engineer in Agriculture Diploma (Ecole Supérieure d'Agriculture de Purpan (ESAP), France)


  • 2007 : International Teachers Program (International Institute for Management Development (IMD), Switzerland)
  • 2001 : Certification in the use of "Problem Based Learning" in training (FHC Conseil, France)
  • 1999 : Cycle "Consulting et Gestion du Changement" (International Mozaik, France)


    Full-time academic appointments

    • 2010 - Present : Teaching Professor (ESSEC Business School, France)
    • 1999 - 2010 : Associate Teaching Professor (ESSEC Business School, France)
    • 1996 - 1999 : Assistant Teaching Professor (ESSEC Business School, France)
    • 1993 - 1996 : Teaching, studies and Consulting (Institut de Gestion Internationale Agro-alimentaire (IGIA), France)

    Other Academic Appointments

      • 2003 - 2010 : Customized in-company programs (Academic Director / Account Manager) (ESSEC Business School, France)
      • 2001 - 2003 : Executive MBA (Academic Director) (ESSEC Business School, France)
      • 2000 - 2002 : MBA in International Agri-Food Management (Academic Director) (ESSEC Business School, France)
      • 1996 - 2000 : Track Director of the Specialized Mastère in International Purchases Management (ESSEC Business School, France)

    Professional appointments

    • 1986 - 1989 : Sales Area Manager (CLEXTRAL S.A., France)


  • 2003 : Fellowship, International Agri-Food Business Management Association, for outstanding and sustained contribution to the success of the organization and leadership in the food and agribusiness industry. (International Agri-Food Business Management Association)
  • 1990 - 1991 : Fellowship. Georges Lurcy Charitable and Educational Trust (Georges Lurcy Charitable and Educational Trust)


  • 1994 : Award of Merit for an outstanding Ph. D. thesis in the Graduate Field of Agricultural Economics
  • 1984 : Award from the French Agriculture Academy and the Foundation Xavier Bernard for his end-of-studies dissertation "Les agriculteurs et leurs espaces boisés - Etude de motivation et propositions de développement." (Académie d'Agriculture de France, France)
  • 1984 : Medal from the Union Générale des Ingénieurs de la Région Midi-Pyrénnées (Top of the Class, Ecole Supérieur d'Agriculture de Purpan, Toulouse) (Union Générale des Ingénieurs de la Région Midi-Pyrénnées)

Journal articles


Book chapters

Presentations at an Academic or Professional conference

Working Papers

Published cases

Press article, video or other popular media

Interviews: radio, TV, press


  • 2006 - 2010 : ESSEC MBA (Tutoring / Apprenticeship) (Apprenticeship tutoring)
  • 2000 - 2010 : EME, Continuing Education (Theses) (Supervision of dissertation)
  • 1996 - 2010 : Mastères and other Specialized Programs (Theses) (Supervision of dissertation)


  • 1996 - 2010 : Mastères Spécialisés (Thesis Committee Chair)
  • 2002 - 2004 : Executive MBA (Admission Committee Chair), ESSEC Business School, France

Research activities

    Editorial Board Membership

  • 2000 - 2001 : Editorial board membership - International Food and Agribusiness Management Review
  • Organization of a conference or a seminar

  • 2009 : 2009 - Best Practice Forums, SAMA, ESSEC Executive Management, La Défense: "The Incredible Value of Strategic Account Management in a Transforming Economy" (Jan. 19, 2009); "Maximizing Strategic Accounts for the New Economy" (Dec. 7, 2009)., France
  • 2006 : 2006 - "Produits Alimentaires Intermédiaires - Les facteurs clés de succès dans les pays de l'Est." Conference In-Food 2006 organized and hosted by H. Faucher, with the interventions of: Antoine Baule, Managing Director, Central Europe Area, Groupe Lesaffre, and Gérard lochu, Sales Director, Europe, Ingredia. CNIT - La Défense, 15 march., France
  • 2005 : 2005 - "Marchés des Produits Alimentaires Intermédiaires dans les pays de l'Est - concurrence et opportunités dans le B to B." Conference In-Food 2005 organized and hosted by H. Faucher, with the interventions of: Francis Declerck, Professor at ESSEC, Christophe Bal, Purchasing Director and B2B sales, and Nicolas Valentin, Sales Director, Lesaffre Normandie. CNIT - La Défense, 23 march, France
  • 1998 : 1998 - Experiences in Agri-Food Chains - Commodities. Session 7C of IAMA Congress in Punta des Este. Participants: William Kirl, Senior Vice-President, DuPont Aricultural Enterprise, U.S.A.; Howard Hall, Director, Pinnacle Management, Australia., Australia
  • Member of an academic association

  • 2008 - 2010 : Member of SAMA (Strategic Account Management Asociation)

Professional activities


  • 1996 : Structure mondiale de l'industrie semencière et analyse des plus grands groupes mondiaux, pour une coopérative semencière française.
  • 1994 : Analyse avantages-coûts de la déshydratation de fourrages en Europe, pour la CIDE (Commission Intesynd. des Déshydrateurs Européens).
  • 1990 : Etude préliminaire des opportunités de développement de la production et de la transformation des algues en Charente Maritime, pour la SEMDAC (Société d'Economie Mixte de Développement Agricole en Charente), Rochefort, Charentes, France.
  • 1985 : Analyse des coûts de production et optimisation de l'âge de vente des taureaux reproducteurs. Pour Granada Ltd, société de recherche et de service en transferts d'embryons. Bryan-College Station, Texas, USA.
  • Other professional activity

  • 1995 : 1995 - Fifth worldwide congress, IAMA - International Agri-business Management Association (Budget : 120 000 USD)
  • 1995 : 1995 - One-week professional program for American students. Programme associated to the fifth IAMA congress. One week, 12 participants. IGIA, Cergy-Pontoise., France
  • 1995 : 1995 - TACIS program (Technical Assistance for CIS Countries) to train managers on market economics in Western Siberia.Tyumen, Siberia. (budget : 400 000 FF), Russia