FAUCHER Hubert

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)

• FAUCHER, H. (2013). Key vs. Strategic Account: A Strategic Orientation Issue. Velocity, 15(2), pp. 25-29.
• FAUCHER, H. (2009). Business-to-Business Interaction: Lessons from a Case-based In-class Simulation. Asian Journal of Management Cases, 6(2), pp. 77-92.
• FAUCHER, H. (1993). The Value of Property Rights : Incentives, Institutions and Credible Enforcement. Economie et Gestion Agro-Alimentaire, (27), pp. 16-26.
• FAUCHER, H. (1990). La "distance culturelle", élément de stratégie pour l'exportation d'une technologie. Le cas d'un bien d'équipement en agro-alimentaire. Economie et Gestion Agro-Alimentaire, (15), pp. 5-16.
• FAUCHER, H. (1984). Les agriculteurs et leurs expaces boisés - Etude de motivation et propositions de développement. Purpan, (133), pp. 245-292.

• FAUCHER, H. (2015). Key Account Manager, Vendeur ou Chef d'Orchestre ? Editions KAWA, 401 pages.

• FAUCHER, H. (2008). B-to-B Market Segmentation: Two Simple Tools to Improve Returns From Growing Agrifood Markets. In: Challenges and Perspectives for the European Food Market. 1st ed. Warsaw University of Life Sciences Press, pp. 95-106.

• FAUCHER, H. and KUPECEK, I. (2016). De la relation Client à l'expérience Client - Enjeux et perspectives pour les acteurs du BtoB. In: 2016 Stratégie, Organisation, Management, Outils.
• FAUCHER, H. (2013). EasyPower – Key Account Planning. In: SAMA 2013 Pan-European Conference.

• FAUCHER, H. (1998). The Value of Dependency in Plant Breeding: A Game Theoretic Analysis. ESSEC Business School.
• FAUCHER, H. and DE LORGERIL, N. (1996). France Maïs - les conséquences pour un groupe national de la réorgansiation de son partenaire international.
• FAUCHER, H., BENT, M.J.M., COURBOIN, V., GARCIA, A.M. and BUCKWELL, A.E. (1994). Bovine Somatotropin (bST) - The French Perspective.

• FAUCHER, H. and FABRE, M.N. (2017). Olymp'IA Flavors, Segmentation de marché B-to-B, arômes alimentaires - Gestion de portefeuille client et micro-segmentation - Partie B (Version française). ESSEC Business School.
• FAUCHER, H. and FABRE, M.N. (2017). Olymp'IA Flavors, Segmentation de marché B-to-B, arômes alimentaires. Partie A - Cibler pour croître. ESSEC Business School.
• FAUCHER, H. (2016). Complex B2B Customer-Supplier Negotiation - DAIR’ING Fruit Prep’s vs. DELISSIA Biscuits. ESSEC Business School.
• FAUCHER, H. (2016). Ehona Printing: Developing customer portfolios on the Mid-Market segment. ESSEC Business School.
• FAUCHER, H. (2016). Dair'ing Fruit Prep's vs. Delissia Biscuits : négociation client-fournisseur complexe en BtoB. ESSEC Business School.
• FAUCHER, H. (2015). Ehona Printing : développer le portefeuille client sur le segment Mid-Market. ESSEC Business School.
• FAUCHER, H. (2012). Key account planning at Easypower. ESSEC Business School.
• FAUCHER, H. (2009). Pallas and the feez feed enzyme- crafting BtoB marketing strategy. ESSEC Business School.
• FAUCHER, H. (2009). Pallas and the feez feed enzyme- crafting BtoB marketing strategy. ESSEC Business School.
• FAUCHER, H. (2008). Toutatis Sunflower Seeds: farm input distribution strategy. ESSEC Business School.
• FAUCHER, H. (2008). Toutatis Sunflower Seeds: farm input distribution strategy. ESSEC Business School.
• FAUCHER, H. and FABRE, M. (2006). Olymp'ia flavors, b to b market segmentation: part A. ESSEC Business School.
• FAUCHER, H. and FABRE, M. (2006). Olymp'ia flavors, b to b market segmentation: part B. ESSEC Business School.
• FAUCHER, H. and FABRE, M. (2006). Olymp'ia flavors, b to b market segmentation: part a. ESSEC Business School.
• FAUCHER, H. and FABRE, M. (2006). Olymp'ia flavors, b to b market segmentation: part b. ESSEC Business School.
• FAUCHER, H. and DOULLE, B. (2005). Buffer Biac acidifiers: competitive product positioning. ESSEC Business School.
• FAUCHER, H. and DOULLE, B. (2005). Buffer Biac Acidifiers: Competitive Product Positioning. ESSEC Business School.

• FAUCHER, H. (2016). Key Account Management : Etes-vous sûrs de privilégier vos meilleurs clients ? Sale & Marketing Insiders.

• FAUCHER, H. 2013. L'œil de l'expert. June.

• 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)