Dominique Rouziès

Dominique Rouziès is a Professor of Marketing at HEC Paris and the Academic Dean of the BMI Executive Institute. She provides actionable insights to help companies enhance sales performance, foster strategic alignment between marketing and sales, and adapt to evolving market dynamics.

Her research demonstrates how companies can succeed through effective sales force design and motivation, emphasizing the complex interplay between compensation, culture, and performance. 

Her scholarly work is published in leading marketing and management journals.

She contributes to industry dialogue through articles in Harvard Business Review and its international editions, as well as in The Conversation and ActionCo (in French). 

Her recent collaboration with Michael Segalla on data ethics, first published in Harvard Business Review in 2023, was selected for inclusion in HBR’s 10 Must Reads on Data Strategy (2025, Harvard Business Press). This work presents a practical framework for managing business data ethically.

Her research on sales force compensation earned the 2010 American Marketing Association Selling and Sales Management SIG’s Excellence in Research Award.

At HEC Paris, she currently leads the Executive Certificate in Business Development and several custom programs for companies.

Professor Rouziès received the 2023 American Marketing Association Sales SIG Lifetime Achievement Award in recognition of her significant contributions to the field of sales and sales management.