Education
DEGREES
1994 - Ph.D. in Industrial Economics, Cornell University
1986 - Mastère en Economie et Gestion Agro-alimentaire, IGIA (Intitut de Gestion Internationale Agro-alimentaire)
1985 - Diplôme d'Ingénieur en Agriculture, ESAP (Ecole Supérieure d'Agriculture de Purpan)
PROFESSIONAL TRAINING
1999 - Cycle "Consulting et Gestion du Changement", International Mozaik, Paris
2001 - Certification in the use of "Problem Based Learning" in training, FHC Conseil, Paris
2007 - International Teachers Program - IMD Lausanne
Biography
Hubert Faucher is Teaching Professor and customized program manager at ESSEC Business School, France. After a degree in Agricultural Science, he obtained an M.Sc. in Agri-Food Management from ESSEC and started his career with a three-year sales development position on Asian markets for Clextral, one of the world leaders in food extrusion technology. After a Ph.D in Agricultural Economics from Cornell University, he joined the Marketing department and the International Agri-Food Management Institute of ESSEC in 1996. Since then, he has been teaching B. to B. Marketing (French and English), partly with an agri-food focus in the Specialized Masters in International Agri-Food Management and the "Agri-Food Track" of ESSEC MBA, but also in continuing education programs (Specialized Management Programs, Customized Corporate Executive Programs). He has also lead several graduate programs at ESSEC, among which the Specialized Masters in International Purchasing Management and the Executive MBA, before joining the customized program team in 2003 (/business-school-paris-program/executive-education).
As part of his most recent references (2006-2009), Hubert Faucher has formalized and managed in-company programs for Adisseo, BASF Agro, BERD, Coop de France, Gemplus, Lactalis, Metarom, Sanford Ecriture, SEB, Somfy, Soparind Bongrain, Supermarchés Match en Europe. He has been teaching in Business-to-Business Marketing and/or Key Account Management for these groups and for others including Alcatel-Lucent, Eiffage, Essilor, UNEA.
Hubert Faucher's specific skills include:
- Training Engineering, Training program conception
- Training program management
- Innovative teaching (case method, group work)
- Regulatory developments on life-long learning
- Relationship with corporate partners
- Publication of teaching cases on B. to B. Marketing in the Agri-food sector, in co-authorship with corporate executives from corporations such as Groupe Danone, Adisseo, Degussa, Syngenta, Roquette frères. His teaching cases are published at the European Case Clearing House, Cranfield, U.K. (http://www.ecch.com).
Beyond the recent creation of exec. ed. modules on BtoB Marketing and Key Account Management, Hubert Faucher is now working on a new series of Advanced Seminars on BtoB activity development and key account relationship management.
Research Areas
Areas
Inter-organisational Relationships
Marketing B to B
Key Account Management
Purchasing
Training Techniques, Methods and Tools
Sectors
Experience in Agri-Food industries
Academic Publications
Articles
"Business-to-Business Simulation: Lessons Learned from a Case-based In-class Simulation (forthcoming)" (H. Faucher), Asian Journal of Management Cases, Issue 2
"Business-to-Business Interaction: Lessons from a Case-based In-class Simulation" (H. Faucher), Asian Journal of Management Cases, Oct 2009, Vol. 6, Issue 2, p. 77‑92
"The Value of Property Rights : Incentives, Institutions and Credible Enforcement" (H. Faucher), Economie et Gestion Agro-Alimentaire, Apr 1993, Issue 27, p. 16‑26
"La "distance culturelle", élément de stratégie pour l'exportation d'une technologie. Le cas d'un bien d'équipement en agro-alimentaire" (H. Faucher), Economie et Gestion Agro-alimentaire, Apr 1990, Issue 15, p. 5‑16
"Les agriculteurs et leurs expaces boisés - Etude de motivation et propositions de développement " (H. Faucher), Purpan, Dec 1984, Issue 133, p. 245‑292
Chapters
BtoB Market Segmentation: Two Simple Tools to Improve Returns from Growing Agri-food Markets. In: Challenges and Perspectives for the European Food Market. Warsaw (Poland) : Warsaw University of Life Sciences Press, Katarzyna Bayda. 2008, p. 95-106
Forward Contract Versus Spot Market: the Case of the French Beef Meat Chain. In: Vertical Relationships and Coordination in the Food Chain (with O. Fourcadet, F. Declerck). : Physica-Verlag, GALIZZI G, VENTURINI LL. 1999, p. 535-545
Working papers
"The Value of Dependency in Plant Breeding: A Game Theoretic Analysis" (H. Faucher). Essec Research Center, DR‑98036 Sep 98.
"Bovine Somatotropin (bST) - The French Perspective" (with M. Bent, V. Courboin, A. Garcia, A. Buckwell, J. Floriot, P. Lablanche). Wye College, 24 Nov 94.
Teaching at ESSEC
ESSEC MBA
2004/10 - MKGS 31228 - "B to B Agri-Food Marketing Policy" (30 hours, English-taught - Agri-Food Track)
2006/08 - MKGM 33080 - "Pre-MBA Marketing" (21 hours, 30 hours in 2008, French-taught)
2007/10 - MMKJ 21001 - "Ariane" Management simulation game (15 hours)
2009/10 - MKGS 31227 - "Marketing BtoB et Industriel" (French-taught)
MASTERES SPECIALISES
2008/10 - MKGF 32105 - Gestion des Comptes Clés" in MS IASIT (Information Technologies), 14 hours
2009/10 - "Management Stratégique de la Relation B to B" in MS GAI (Purchasing Mangement) MANAGEMENT GENERAL
2008-10 - MGES 0701 - "Marketing des Entreprises Sociales" (28 hours, French-taught) in MG Entreprenariat Social
CONTINUING EDUCATION (ESSEC Executive Education - La Défense)
2006/10 - Programme de Management Spécialisé - "Marketing B to B" (5 days, French-taught)
2006/10 - Programme de Management Spécialisé - "Key Account Management" (4 days, French-taught) UNDER PREPARATION
Advanced Seminar Series : "Développement des Activités BtoB et Pilotage de la Relation Compte Clé"
- Seminar (2 days) "Fidélisez vos clients stratégiques par le management de la qualité relationnelle"
- Seminar (2 days) "Utilisez Internet pour un Lead Management efficace sur vos marchés BtoB : méthodologie et tactiques"
- Seminar (2 days) "Structurez et animez vos équipes pour réussir l'exécution de la stratégie Compte Clé"
- Seminar (2,5 days) "Progressez en groupe sur le développement de vos activités BtoB et le pilotage de vos relations comptes clés" MAIN PAST REFERENCES
MBA in International Agri-Food Management
2003/04 - "B to B Agri-Food Marketing Policy" (30 hours, English-taught)
2001/02 - "Team Building" (21 hours, English-taught)
2000/01 - "Customer Supply Chain Management " (15 hours, English-taught)
1998/00 - "Food Industrial Marketing" (30 hours, English-taught)
1998/00 - "Purchasing Management" (21 hours, English-taught) Mastères Spécialisés
1999/00 - "Gestion d'Equipe" (15 hours, French-taught)
1997/01 - "Marketing Industriel Agro-alimentaire" (30 hours, French-taught)
1997/98 - "Développement Intrenational de l'Entreprise" (15 hours, French-taught)
1997/98 - "Negiotiation" (15 hours, langue anglaise)
1996/99 - "Marketing des Produits Agricoles" (30 hours, French-taught)
EME / Programmes de Management Spécialisés (One-year open enrolment programs and short seminars)
2004/05 - Marketing B to B (2 days, French-taught)
2004/05 - Marketing B to B (1 day, French-taught)
1998/99 - Marketing B to B (2 days, French-taught)
Cases
Pallas and the "Feez" Feed Enzyme: Crafting BtoB Marketing Strategy (H. Faucher).Cranfield (UK) : ECCH, 2009 (Cases).
Pallas et le développement de "Feez", enzyme de nutrition animale - Formuler une stratégie marketing Business-to-Business (H. Faucher).Paris (France) : CCMP, 2009 (Cases).
Toutatis Semences de Tournesol - Stratégie de distribution en agrofourniture (H. Faucher).Paris (France) : CCMP, 2008 (Cases).
Toutatis Sunflower Seeds: Farm Input Distribution Strategy (H. Faucher).Cranfield (UK) : ECCH, 2008 (Cases).
Olymp'IA Flavors, Segmentation de marché BtoB, arômes alimentaires - Partie B : Structurer le portefeuille client pour développer les ventes (H. Faucher, MN. Fabre).Paris (France) : CCMP, 2007 (Cases).
Olymp'IA Flavors - Segmentation de Marché BtoB, arômes alimentaires - Partie A : Cibler pour croître (H. Faucher, MN. Fabre).Paris (France) : CCMP, 2007 (Cases).
Fruit Prep' Supplies - ou comment le comportement d'achat influence la négociation client-fournisseur (H. Faucher, S. Bestel).Paris (France) : CCMP, 2007 (Cases).
Fruit Prep' Supplies - Dair'Ing vs. Delissia: How Corporate Purchasing Behaviour Impacts B to B Negotiation - French Translation (H. Faucher, S. Bestel).ESSEC Business School. Cranfield (UK) : ECCH, 2006 (Cases).
Fruit Prep' Supplies - Dair'Ing vs. Delissia: How Corporate Purchasing Behaviour Impacts B to B Negotiation (H. Faucher, S. Bestel).ESSEC Business School. Cranfield (UK) : ECCH, 2006 (Cases).
Olymp'IA Flavors, B to B Market Segmentation, Part B - Customer Portfolio Management for Commercial Optimization (H. Faucher, MN. Fabre).ESSEC Business School. Cranfield (UK) : ECCH, 2006 (Cases).
Olymp'IA Flavors, B to B Market Segmentation, Part A - Targetting for Growth (H. Faucher, MN. Fabre).Cranfield (UK) : ECCH, 2006 (Cases).
Buffer BiAc Acidifiers - Competitive Product Positioning (H. Faucher, B. Doullé).ESSEC Business School. Cranfield (UK) : ECCH, 2005 (Cases).
Buffer BiAc Acidifiers - Analyse du Positionnement Concurrentiel - Français (H. Faucher, B. Doullé).ESSEC Business School. Cranfield (UK) : ECCH, 2005 (Cases).
Furio, variété de maïs de Novartis Seeds - Stratégie de lancement face à un leader et communication sur un Organisme Génétiquement Modifié (H. Faucher).ESSEC Business School. Paris (France) : CCMP, 1999 (Cases).
France-Maïs - Les conséquences pour un groupe national de la réorganisation de son partenaire international (H. Faucher).IGIA, Institut de Gestion Internationale Agro-Alimentaire. Paris (France) : CCMP, 1996 (Cases).
Other Teaching Activities
ADMISSION AND THESIS COMMITTEE CHAIR
2002/04 - Executive MBA (Admission Committee Chair)
1996/10 - Mastères Spécialisés (Thesis Committee Chair)
TUTORING AND THESIS GUIDANCE
2006/10 - ESSEC MBA (Tutoring / Apprenticeship)
2000/10 - EME, Continuing Education (Theses)
1996/10 - Mastères and other Specialized Programs (Theses)
DIVERSE CROSS-DEPARTMENT MISSIONS
Awards and Distinctions
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.
1994 - Award of Merit for an outstanding Ph. D. thesis in the Graduate Field of Agricultural Economics: "An Economic Evaluation of the Concept of Dependency as Applied to the plant Breedeers' Rights System: a Game-theoretic Approach"
1990 - Fellowship (1990/91), Georges Lurcy Charitable and Educational Trust ($10,000 fellowship for doctoral studies)
1984 - Médaille de l'Union Générale des Ingénieurs de la Région Midi-Pyrénnées (Major de promotion, Ecole Supérieur d'Agriculture de Purpan, Toulouse)
1984 - Prix de l'Académie d'Agriculture de France et de la Fondation Xavier Bernard pour le mémoire de fin d'études "Les agriculteurs et leurs espaces boisés - Etude de motivation et propositions de développement."
Scientific Activities
Editorial Board Membership
International Food and Agribusiness Management Review
International Food and Agribusiness Management Review
Conference Presentations
ENGLISH-TAUGHT COURSES AND ACADEMIC CONFERENCES
2005 - "Introducing Actual Negotiation Experience in Applied Business-to-Business Marketing Case Teaching." New Trends in Negotiation Teaching: Towards a Trans-atlantic Network. PON-IRENE Special Conference, November 14
2001 - "B2B in the Agribusines Complex." Continuing Education Seminar, Maestria in Agronegocios. Facultad de Agronomia. Universitad de Buenos Aires. August 21.
1998 - "Development of Animal Production Chains in Emerging Countries : the Case of Chickens in China." IAMA Congress, Punta del Este, June 30
1997 - "Highlighting the Rewards of Caring for Your Customers" (10 min. video). Supplier Integration Seminar - Making the Difference through Suppliers. Mars Confectionery, Sint-Michielsgestel, Holland, October.
1996 - "International Trade Negotiations." Cours de formation continue pour 20 cadres supérieurs roumains. Projet EC/PHARE N° R0 9203-08-01 : Technical Assistance for Managerial Training to Commercial Companies in the Agro-Food Industrial Sector. Co-animation avec Dr. Marcel Duhaneanu; Academy of Economic Studies, Bucharest. 2 jours. Juillet.
1995 - "France Maïs- the Consequences for a National Group of the Re-Engineering of its International Partner". IAMA Congress V, Paris, May 1995. FRENCH TAUGHT COURSES AND ACADEMIC CONFERENCES
2007 - "PME Industrielles : quelles cartes gagnantes pour séduire les multinationales ?" Conférence In-Food 2007, H. Faucher et S. Bestel. CNIT, Paris - La Défense, 14 mars 2007.
2006 - "Chaînes industrielles et stratégie d'achat en B to B - Comment créer de la valeur et devenir un fournisseur stratégique ?" Déjeuner-débat : "Saturation des marchés alimentaires : opportunités pour les PAI", Club PAI, Aéroclub de France, Paris. 22 juin.
2006 - "Le positionnement concurrentiel de l'offre dans les marchés industriels - cadre conceptuel et étude de cas." Conférence In-Food 2006, CNIT - La Défense, 15 mars.
2003 - "Marketing des PAI, Possibilité et limites : du positionnement à la communication." Déjeuner débat, Club P.A.I. - Food Ingredients, Aéroclub de France, Paris. 24 juin.
1998 - "Développement de filières de production animales dans les pays émergents : le cas du poulet en Chine." Séminaire Arthur Andersen / ESSEC-IMIA : Pays émegents - les clés pour réussir votre implantation. Salon International de l'Agriculture. 4 mars.
1997/07 - "Marketing Industriel" (15 à 30 heures), et "Management des Achats" (15 heures). Cours dans le cadre du programme spécialisé en agro-alimentaire IMIA-IZMA (Université Agricole de Varsovie), Varsovie. Promotions en formation première et en formation continue. (césure entre 2003 et 2006).
1996 - "Economie des marchés agrioles et processus d'internationalisation de la firme." Programme de formation continue en IAA. Programme joint IGIA-Université de Barcelonne. 2 jours.
1996 - "Les IAA en France - Qualité et Goût, un Modèle pour l'International." Alimentation et Nutrition, EURASANTE, Lille. 9 décembre.
1994 - "Impacts de la nouvelle PAC et des accords du GATT sur les IAA" Séminaire Agro-Finance - Les enjeux stratégiques et financiers des industries agro-alimentaires", Agra-alimentation, en partenariat avec le Crédit National et Groupama, Paris, juin. ENGLISH-TAUGHT PROFESSIONAL SEMINARS
1997 - Faucher H. "Highlighting the Rewards of Caring for Your Customers" (10 min. video). Supplier Integration Seminar- Making the Difference through Suppliers. Mars Confectionery, Sint-Michielsgestel, Holland, October 1997.
1997 - Declerck F, O. Fourcadet, H. Faucher. "Forward Contract versus Spot Market: the Case of the French Beef Meat Chain". Vertical Relationships and Coordination in the Food System. Scuola di Spezzializzazione e Master in Economia del Sistema Agro-Alimentare (SMEA), Cremona, Italy, June 1997.
1995 - International Development - The Case of France-Maïs. Session 7C, IAMA Congress, 30 Juine / July 2. FRENCH-TAUGHT PROFESSIONAL SEMINARS
1998 - "Réforme de la PAC et des fonds structurels dans l'agenda 2000 et élargissement de l'Union Européenne aux Payx d'Europe Centrale et Orientale : le cas de la Pologne." Programme FAPA (Foundation of Assistance Programmes for Agriculture), N° PL9506 :Business Development, European Integration and Agro-toursim in Rural Areas in Poland. Torun (2 jours) et Brvinouv (2 jours), Pologne.
1996 - "Les évolutions de l'environnement : PAC, GATT et Acte unique Européen." Programme de formation continue "Environnement Economique" de l'IAE de Paris pour l'ONIC (Office National des Céréales). 25 janvier.
1996 - "Politique agricole et accords du GATT." Séminaire Rhône-Poulenc NutritionAnimale pour 20 cadres d'entreprsies chinoises. Paris, 20 novembre.
1996 - Faucher H. et F. Oble. "Les IAA en France - Qualité et Goût, un Modèle pour l'International". Alimentation et Nutrition, EURASANTE, Lille, décembre 1996. Affiliations and Academic Responsibilities
AFFILIATION
2008-10 - SAMA (Strategic Account Management Asociation" Consulting & Other Activities
CONFERENCE ORGANIZATION AND FACILITATION IN FRENCH
2006 - "Produits Alimentaires Intermédiaires - Les facteurs clés de succès dans les pays de l'Est." Conférence In-Food 2006 organisée et animée par H. Faucher, avec les témoignages de : Antoine Baule, Directeur Général, région Europe Centrale, Groupe Lesaffre, et Gérard lochu, Directeur des Ventes, Europe, société Ingredia. CNIT - La Défense, 15 mars.
2005 - "Marchés des Produits Alimentaires Intermédiaires dans les pays de l'Est - concurrence et opportunités dans le B to B." Conférence In-Food 2005 organisée et animée par H. Faucher, avec la particiation de : Francis Declerck, Professeur à l'ESSEC, Christophe Bal, Directeur Achats - Ventes aux entreprises, et Nicolas Valentin, Resposnalbe Commercial, Lesaffre Normandie. CNIT - La Défense, 23 mars. CONFERENCE ORGANIZATION AND FACILITATION IN ENGLISH
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).
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. ORGANIZATION OF INTERNATIONAL PROFESSIONNAL SEMINARS
1995 - TACIS program (Technical Assistance for CIS Countries) de formation de cadres à l'économie de marché en Sibérie occidentale. Tyumen, Sibérie. (budget : 400 000 FF)
1995 - Fifth worldwide congress, IAMA - International Agri-business Management Association (Budget : 120 000 USD)
1995 - One-week professional program for American students. Programme joint au cinquième congrès IAMA. Une semaine, 12 participants. IGIA, Cergy-Pontoise. CONSULTING, STUDIES AND CONTRACTUAL RESEARCH
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. Professional Experience
1996/07
ESSEC BUSINESS SCHOOL, CERGY, VAL D'OISE
Professeur Attaché, Responsable Pédagogique de Programmes
Teaching, program design and management, continuing ducation
PROGRAM MANAGEMENT
2003/10 - Customized in-company programs (Academic Director / Account Manager)
2001/03 - Executive MBA (Academic Director)
2000/02 - MBA in International Agri-Food Management (Academic Director)
1996/00 - Mastère Spécialisé en Gestion des Achats Internationaux (Manager)
TEACHING
2000/10 - Continuing education programs (in-company and open-enrolment)
2000/10 - MBA
1996/10 - Specialized Programs
_________________________________
1989/96
IGIA (INSTITUT DE GESTION INTERNATIONALE AGRO-ALIMENTAIRE) , CERGY, VAL D'OISE
Ph.D. preparation and Professor / Consultant
Teaching, studies an research (dont Ph. D. Cornell)
1989/90 - Ph.D. preparation
1990/93 - Ph.D. Cornell, U.S.A.
1993/96 - Teaching, studies and Consulting
__________________________________
1986/89
CLEXTRAL S.A., FIRMINY, LOIRE (FILIALE DE FRAMATOME)
Sales Area Manager
International business developement
. Industrial sales network development in Asia,
. Management of a network of 8 agents and one distributor in the area comrising jaman, China, ASEAN, India, Israel.
. Initiation d'une activité de recherche appliquée à Taïwan et Singapour.
. Sales increase from 15 to 45 MF in 3 years.
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