EPP GLOBAL FMCG/CPG Revenue
Growth Management Forum 2025
Agenda
Workshops - May 14 (PM)
Welcome
Registration & Welcome light lunch
Innovative Workshops
These sessions are for industry attendees only
Workshop 1
Future-Ready RGM: Exploring the Potential of Increased Data, AI and Intelligent Agents
Step into the future of Revenue Growth Management (RGM) and understand how you can build and sustain tomorrow’s competitive advantage, for your company and for yourself: mastering data abundance, integrating cutting-edge AI, and leveraging intelligent agents for immediate impact.
This workshop is designed to bridge the gap between traditional and next-gen RGM practices, offering you the tools to harness innovative technologies in your commercial planning. Through dynamic, hands-on learning, you’ll discover how to translate complex data insights into practical strategies that boost performance and propel growth. Get ready to convert ambition into actionable realities that drive your organization forward.
Key Focus Areas:
- Explore the paradigm shift: Delve into how increased data availability and prescriptive data science are revolutionizing decision-making in RGM
Unlock intelligent power: Leverage generative AI and intelligent agents to provide scalable RGM recommendations, enhancing cross-departmental collaboration - Unify insights: Develop methodologies to integrate effective pricing, promotion, portfolio, and trade term strategies into one detailed commercial plan
- Make it real: Learn to embed RGM at the heart of your commercial planning and execution, ensuring agile and data-driven operations – and a true ROI
Outcomes:
By the end of this workshop, you will gain a comprehensive understanding of how advanced data and AI technologies are reshaping RGM practices, processes and organization model. You’ll walk away with a suite of actionable, strategic insights that empower you to create an agile, robust and resilient RGM practice, aligned with business growth goals. Equip yourself with the best practices needed to streamline operations, drive collaboration, and transform theoretical ambition into measurable, impactful results.
Piet Surmont – Head of RGM – XTEL
Bertrand Pantou – Customer Success Director RGM – XTEL
Workshop 2
Building an effective RGM data management strategy: From data to actionable insights
In a data-rich but insight-poor world, building effective RGM analytics is crucial for turning data into action. This workshop will focus on developing data management models that provide a holistic view of revenue drivers, allowing for more informed decision-making in real time.
Key Focus Areas:
- Identifying the most relevant RGM metrics and KPIs for pricing, promotions, trade spend, and revenue growth
- Techniques for harmonising data from various sources (internal and external)
- Utilize a user-friendly AI agentic framework that caters to the needs of both RGM experts and senior leadership
- How emerging AI platforms make complex insights easily actionable
Outcomes:
Attendees will be able to create an RGM decision framework to identify the right tools for their business needs and equip their teams to use them effectively—transforming raw data into clear, actionable insights in real time.
Christophe Mautret – Subject Matter Expert – Associate Director – TPo Partners
Henri de Rochegonde – Analytics Practice Lead – TPo Partners
Coffee break & Networking
Workshop 3
Optimising trade spend and promotional effectiveness
Trade spend is one of the largest investments for FMCG and CPG companies, yet it often yields diminishing returns. This workshop will focus on how to optimise trade spend and maximise promotional effectiveness using RGM principles.
Key Focus Areas:
- Analysing trade spend ROI: How to measure what’s truly effective
- Using predictive analytics to forecast promotional outcomes
- Techniques for balancing short-term volume gains with long-term brand health
- Real-life examples of companies that successfully reduced trade spend waste while driving growth
Outcomes:
Participants will leave with a strategic toolkit to optimise their trade spend, identify underperforming promotions, and improve the effectiveness of future initiatives.
Okko Hinterding – Customer Success – Visualfabriq
Workshop 4
Unlocking growth leveraging the science of consumer decision-making
Tap into advanced analytics that help understand consumer purchasing decisions to enhance your commercial outcomes. This workshop bridges the gap between data science and decision making, providing practical tools to optimise how you present your brands to consumers profitably.
Key Focus Areas
- Applying behavioural nudges to pricing, packaging, and promotion
- Understanding the cognitive biases that impact consumer choice
- Designing RGM strategies that align with consumer heuristics for better value perception
Outcomes:
Participants will leave equipped with insights to refine pricing, pack and promotional strategies, enhancing alignment with consumer econometric modelling to drive both brand loyalty and revenue growth.
James Griffiths – Global Head of RGM, Presales – o9 Solutions
Stewart Beale – Senior Director RGM, EMEA – o9 Solutions
Networking
Icebreaker Networking Drinks
Forum Day 1 - May 15
Welcome
Welcome Coffee and Registration
Welcome by Pol Vanaerde – President – EPP Pricing Platform
Chairperson opening remarks by Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Icebreaking polls & Meet your neighbour | Networking activity
SESSION 1. STRATEGY:
Mastering RGM for Long-Term Revenue Growth and Commercial Excellence
Unlock actionable growth - Achieve integrated decision making across RGM levers
- Achieve integrated decision-making by aligning RGM with pricing, category management, and promotion strategies
- Learn how to execute category and brand strategy alignment with RGM to drive commercial excellence
- Explore cross-functional case studies showcasing seamless RGM integration within organisations – How do you systemise value unlock?
Nuno Alexandre – Global Head of Commercial Strategy for Condiments & NRM Lead for Foods – Unilever
What really matters to transform RGM – a story from Mars Pet Nutrition
- Uncover what are the critical dimensions to successfully transform RGM at scale
- Discover best practices to build an E2E, integrated and scalable platform
- Learn how to build strong capabilities to sustain RGM practice
Rahul Shah – Global Head Of Digital Strategy & Transformation – Mars Pet Nutrition
Clément Schaff – Partner – BCG
Break
Coffee Break & Networking
Holistic RGM, a successful divide & conquer approach at Nomad Foods
- How RGM has become the biggest growth driver and a core element of Nomad Foods’ strategic planning
- Acceleration via injection of instant capabilities across key markets
- Benefits to show how great RGM looks like across a whole end to end proces
Andrew Hepworth – Group Commercial Director – Nomad Foods
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Inspirational Leaders Panel Discussion
Retailer collaboration: Building joint strategies
- Driving success through retail collaboration: Insights from industry leaders on strategic partnerships and RGM integration
- Discover the latest trends in retailer-manufacturer collaboration, focusing on joint category management initiatives
Moderator: Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Panellists:
- Nuno Alexandre – Global Head of Customer Strategy & Planning for Foods – Unilever
- Paul Kelly – VP – Global Revenue Growth Management – PepsiCo
- Julia Rutkovska – Head of Trade & Revenue Management – Western Europe – Opella
Andrew Hepworth – Group Commercial Director – Nomad Foods
Break
Coffee Break & Networking
SESSION 2. PROCESS:
Integrating, Streamlining and Optimising RGM Execution
Nail promotional optimisation and trade promo management
- Gain actionable insights on driving trade promotional optimisation (TPO) to improve ROI across different channels.
- Learn about the value of AI in TPO/TPM
- Discover the latest tools and technologies enabling real-time promo scenario planning and execution
Okko Hinterding – Customer Success – Visualfabriq
Unlocking Quality Revenue Growth through consumer-centric PPA
- The optimal design of a successful PPA – how to do it faster, more efficiently and in the best way
- Unleash promotion effectiveness and adjust your PPA for the consumers
- Learn how to navigate the complexities of price-pack architecture in a rapidly changing regulatory landscape
Cecilia Mallen Wiechers – Global Revenue Growth Management Director – PepsiCo
Strategic Revenue Growth Management: A Detailed Overview of Bacardi's Approach in Partnership with XTEL
- Unleashing the potential of RGM across markets by overcoming data challenges
- Realizing the full benefits of promotional optimization (hint: think integrated, cross-functional process)
- Navigating market dynamics and technological advancements to build sustained excellence
Stuart Hartley – Global Technology Director – RGM & Global Travel Retail – Bacardi
Bertrand Pantou – Customer Success Director RGM – XTEL
Break
Lunch & Networking
Breakout Sessions
Bootcamp 1
AI at the Shelf Edge: Transforming Assortment Decisions for the New Era
- Learn how to optimise product assortments to ensure the right products are in the right stores for maximum sales impact
- Understand how pricing, product mix, and assortment planning can align with RGM strategies to drive growth
- Explore the latest tactics for managing product portfolios in response to changing consumer demands
Sami Ghabrial – CEO – Marketeers Research
Mariam Ghabrial – Marketing & PR Director – Marketeers Research
Bootcamp 2
How Arla Foods and SKIM drive revenue growth through long-term partnership
- Explore real-world case studies from Arla Foods and SKIM, showcasing the practical application of long-term consultative partnership strategies in RGM
- Gain insights into how a long-term partnership can help key stakeholders make data-driven PPA decisions
- Discover how to maximize the relevance and impact of research by tailoring outputs to the unique needs of different stakeholders
Enrique Garcia Sevilla – Senior Net Revenue Manager Europe – Arla Foods
Ricardo Rodrigues – Associate Director – SKIM
Bootcamp 3
RGM strategy into action - "Everyone has a plan until they are punched in the face"
Alex and Andy will walk through the challenge of implementing the most complete RGM plans.
- See what mix of tools and processes Kraft Heinz are using to make better decisions
- Learn some of the lessons from new approaches they are experimenting with
- See what EPIC is doing to support Kraft Heinz with new tools
Alexandra Pavel – Associate Director Global RGM – Kraft Heinz
Andy O’Brien – Director – EPIC Conjoint
Bootcamp 4
Develop successful trade spend and retail collaboration strategies
- Build stronger partnerships with retailers by leveraging digital shelf intelligence data to optimize category management and trade terms
- Explore performance-based trade spend strategies that drive mutual growth between manufacturers and retailers
- Learn how to align international centralized pricing with retailer demands to create a holistic collaboration framework
Fabrizio Bianchi – Industry Principal for the Consumer Products Industry – Vistex
Davide Abis – Presales Manager, CPG Expert – Vistex
Break
Coffee Break and Networking
Working Roundtables
Let’s create the future of RGM & Category Management by brainstorming great ideas and real examples.
All participants are welcome! No Pre-Registration needed.
Roudtable 1
Unlock Your RGM Potential
- Learnings from Real-World challenges and Successes.
Moderators: Infosys Team
Roudtable 2
Navigating Price Elasticity
- Strategies for managing pricing dynamics and elasticity in a volatile market.
Moderator: Finn Hansen – Co-Founder and CEO – PriceBeam
Roudtable 3
RGM Optimization
- Where does your RGM stand? An interactive peer benchmarking experience.
Moderator: Piet Surmont – Head of RGM – XTEL
Roudtable 4
Balancing Volume and Value Growth in Competitive Markets
- How to compete effectively against growing private labels and low-cost alternatives.
Moderators: Nina Scharwenka and Gerrit Iwanovski - Partners – EY-Parthenon
Roudtable 5
Collaborating with Retailers for RGM Success
- Building strategic partnerships with retailers for better trade terms and data sharing
Moderator: Stewart Beale – Senior Director RGM, EMEA – o9 Solutions
Roudtable 6
Trade Terms & Pricing Optimisation
- Unlocking value through structured pricing and trade terms.
Moderator: Nick Ryan – Founder – Acumen, an Infor Company
Roudtable 7
Promotional Effectiveness: Moving Beyond Short-Term Gains:
- How to make promotions more effective in driving both short- and long-term growth
Moderator: Ravi Shankar – CEO, Founder – Decision Point Analytics
Roudtable 8
Local AI, Global Playbook: Balancing Precision and Agility in Europe’s RGM Landscape
Moderator: Prateek Trivedi – UK Region Head – Asper
Break
Coffee Break & Networking
SESSION 3. PEOPLE:
Developing RGM Teams for the Future
Firechat session with a key industry leader
- Local vs. Global: How we aligned Local Initiatives and Global Strategies to reach a breakthrough in deploying our RGM strategy. Common pitfalls and universal recipes for success.
Moderator: Ajay Ahuja – Global RGM Analytics Director – Kellanova
Magda Cegielska – RGM Lead for Europe – BAT
Juliana L. Jalon – Head of Business Transformation – BAT Italy
Inspirational Leaders Interactive Panel Discussion
Change management and RGM adoption
- Drive successful RGM adoption by integrating change management strategies within your company
- Learn how to realign KPIs and incentives to support RGM implementation at all organisational levels
- What will the future of Key Account Management (KAM) and Revenue Growth Management (RGM) roles look like in five years?
Moderator: Murat Derindere – Transformation and Establishment Director EU/ANZ – Unilever
Panellists:
- Gustavo Mendonça – Global Head of Revenue Growth Management – Kraft Heinz
- Mette Marenta Kunstmann – Net Revenue Manager, Center of Excellence – Arla Foods
- Julia Rutkovska – Head of Trade & Revenue Management – Western Europe – Opella
- Apoorva Kumar – Senior Director – RGM Transformation – PepsiCo
Closing remarks of the chairperson
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Networking Dinner at Casa da Música
Join us for an exclusive Networking Dinner at Casa da Música, Porto’s iconic landmark renowned for its striking architecture and cultural prestige. This exceptional venue will set the stage for FMCG industry leaders to engage in insightful conversations, foster meaningful connections, and experience exquisite cuisine in a truly inspiring atmosphere.
Forum Day 2 - May 16
Chairperson opening remarks
Ajay Ahuja – Global RGM Analytics Director – Kellanova
SESSION 4. TECHNOLOGY & DATA MANAGEMENT:
Leveraging AI & Tech to Accelerate Growth
Evolving Role of AI in RGM
- AI is transforming businesses at a rapid pace, but what is it likely to mean for RGM capabilities?
- In this talk, we will look ahead to explore which applications of AI are likely to be the most impactful for RGM value creation in the long run – grounded in first principles. This will help to frame investment in new capabilities that may be under consideration by your organization
- In addition, we will identify which foundational investments and capabilities, such as data management, are going to be critical enablers of being able to leverage AI at scale in your RGM function, and lessons learned from across the Consumer Goods industry during this journey
Adam Ben-Yousef – SVP Revenue Growth Management – o9 Solutions
Discover AI-Powered predictive analytics in Pricing RGM
- What does it take to build AI powered analytics?
- Learn what have been the key learnings and key unlocks for scalability
- Operationalising a triple win approach to AI based pricing analytics and leveraging business value – Key success stories
Asif Iqbal Memon – Global Head of Commercial Strategy – Unilever
Ganesh Venkatesh – Director, Strategy & Performance UniOps – Unilever
Break
Coffee Break and Networking
From insights to action: Turning data into business value with Artificial Intelligence (Ai)
- Discover how companies are leveraging AI to transform data-driven insights into actionable RGM strategies
- Learn how AI-powered data analytics can drive faster decision-making and enhance alignment between profit and revenue goals
- Explore case studies demonstrating how AI-enhanced analytics enable efficient responses to market changes, ensuring competitive advantage
Dr. Ingo Reinhardt – Co-Founder & Managing Director – Buynomics
Firechat session with a key industry leader
Empowering the Future: Embracing AI with Your Team
- An in-depth look at how RGM and Sales Teams are adopting AI, including the transformative change management practices and new workflows required to succeed in an AI-driven environment.
Moderator: Ajay Ahuja – Global RGM Analytics Director – Kellanova
Thiago Valsani – Senior Director, RGM Solutions & Technology – Mondelēz International
Driving margin growth with AI innovations & integrated solutions
- Industry Context & Trends: Current AI adoption rates and challenges across the consumer goods sector, highlighting critical technology trends shaping the industry
- Margin Growth Realization and AI: How artificial intelligence accelerates margin growth through data optimization, personalization, and innovative promotional strategies
- AI Applications & Implementation: Practical AI applications through real-world examples, providing actionable insights for organizations ready to enhance their technological capabilities
Tom Claydon – Head of RGM Product Strategy – TELUS Consumer Goods
Break
Coffee Break & Networking
Innovative Tech Showcase: Experience the Future of RGM with Live Demos
These sessions are for industry attendees only
Tech Demo | VisualFabriq
Revenue Planning & optimisation
- Ensuring all spends are captured during the commercial planning cycle
- Covering all routes to market across different account types and data availability
Tech Demo | Marketeer Research
See the Future in Action: The Smart Value™ Tech Demo
- How to Identify Untapped Value Opportunities Using AI
- Live Demo: Smarter and Real-Time RGM Decisions in Minutes
- From Data to Impact: Real Case Studies & Uplift Results
- What’s Next: Scalable, Customizable, and Ready for You
Tech Demo | Infor
Why should you care about TPM:
- The cornerstone of commercial planning
- Identifying and unlocking value pools
Tech Demo | VisualFabriq
Revenue Planning & optimisation
- Ensuring all spends are captured during the commercial planning cycle
- Covering all routes to market across different account types and data availability
Tech Demo | Marketeer Research
See the Future in Action: The Smart Value™ Tech Demo
- How to Identify Untapped Value Opportunities Using AI
- Live Demo: Smarter and Real-Time RGM Decisions in Minutes
- From Data to Impact: Real Case Studies & Uplift Results
- What’s Next: Scalable, Customizable, and Ready for You
Tech Demo | Infor
Managing the complexity of European level negotiations:
- Understanding what’s at stake
- Agile scenario planning
Lunch Working Roundtables
Let’s create the future of RGM & Category Management by brainstorming great ideas and real examples.
All participants are welcome! No Pre-Registration needed.
Roundtable 1
Tackling the Challenges of Data Harmonization and Analytics
- Best practices for aligning internal and external data sources for better decision-making
Moderator: Apoorva Kumar – Senior Director – RGM Transformation – PepsiCo
Roundtable 2
Change Management in RGM: Bringing People Along the Journey
- Effective strategies for change management when implementing RGM practices
Moderator: Amitesh Sinha – Global RGM Analytics Lead – Haleon
Roundtable 3
From Concept to Shelf: Seamlessly Embedding RGM in the Innovation Lifecycle
Moderator: Riccardo Dell’Anna – Innovation & Business Consulting Associate Manager – NTT DATA
Roundtable 4
RGM Talent and Capability Development: Building the Team of the Future
- Training and upskilling strategies to keep RGM teams at the cutting edge of innovation
Moderator: Ignasi Moreno Zazo – Pricing & Analytics Manager – Frit Ravich
Roundtable 5
Unlocking the Next Frontier of RGM with AI
- How AI-driven analytics are transforming RGM strategies and its challenges when integrating AI into existing RGM frameworks
Moderator: Michal Misiewicz – RGM Transformation Lead for Europe – Kellanova
Roundtable 6
How can RGM keep finding 1%?
- Discuss how you build the space to experiment, some of the experiments that have failed, how you make experimentation and curiousity part of your team culture, how do you hire for this trait.
Moderator: Andy O’Brien – Commercial Director – Epic Conjoint
The Integrated RGM Advantage: Driving Revenue Through Strategic Alignment
- The Evolving RGM Landscape
- Foundation: Strategic Pricing as the Cornerstone
- Building the Structure Forward: Price Pack Architecture
- Amplifying Impact: Promotion Optimization
- Expanding the Scope: Key RGM Pillars
- The Integrated RGM Ecosystem
Alexandra Pavel – Associate Director Global RGM – Kraft Heinz
Rahul Ubgade – VP, Consumer, Retail and Logistics – Infosys
Inspirational Leaders Panel Discussion
Technology-driven RGM transformation: The next frontier
- Explore how AI and advanced technology tools can streamline RGM processes from data collection to execution
- Learn how to ensure successful technology adoption within your organisation, leveraging case studies from early adopters
- Understand how to balance the role of human expertise with AI in RGM to maximise outcomes
Moderator: Ignasi Moreno Zazo – Pricing & Analytics Manager – Frit Ravich
Panellists:
- Paul Kelly –VP – Global Revenue Growth Management– PepsiCo
- Thiago Valsani – Senior Director, RGM Solutions & Technology – Mondelēz International
- Amitesh Sinha – Global RGM Analytics Lead – Haleon
- Michal Misiewicz – RGM Transformation Lead for Europe – Kellanova
Closing remarks by
Pol Vanaerde – President – EPP Pricing Platform
Closing remarks of the Chairperson
Ajay Ahuja – Global RGM Analytics Director – Kellanova
End of the event
Training
Trade Promotion Optimization (TPO) Masterclass
Lead impactful TPO projects and optimize your promotional strategies. Key areas of focus include:
- Building and executing TPO projects to enhance trade promotions.
- Developing and applying TPO algorithms for real-world scenarios.
- Mastering ROI calculations to evaluate promotional effectiveness.
- Gaining insights to improve trade investment strategies.
Find out more details HERE
Revenue Growth Management (RGM) Foundations
Master the key elements of RGM to drive sustainable growth. Key areas of focus include:
- Mastering the 5 RGM levers: Pricing, PPA, Mix, Promotion, and Trade Investment.
- Optimizing product portfolio, channels, and NPD launch effectiveness.
- Building an actionable RGM plan and strategic roadmap for growth.
- Developing a holistic approach for long-term profitability.
Find out more details HERE
Strategies & Tactics for Pricing
Learn and apply essential pricing processes, strategies, and tactics to improve your organization’s margin. Discover both classic and innovative price-setting methods, understand the factors influencing price, and manage price pressure effectively. You’ll benefit from real-life case studies, interactive practices, and peer learning to enhance your pricing expertise and drive business success.