FMCG/CPG Revenue Growth Management Forum Europe 2026
Agenda
12:00 - 13:00
Registration and Welcome Light Lunch
13:00 - 14:00
Workshop 1
Hosted by DXC Technology and ISG Breaking the Growth Gridlock: Solving RGM's Toughest Challenges Together
What if the biggest blockers in your RGM playbook weren’t unique to you but solvable, together, in a room of peers?
In CPG, revenue growth stalls in the same predictable places: retailer power tilting the negotiating table, promotional spend that resists scrutiny, supply chains operating in fog, and pricing decisions that lag the market. Most commercial teams can name the friction. Far fewer have a structured way to diagnose it, let alone solve it alongside peers facing the same constraints.
This workshop flips the mode from listening to working. You’ll rotate through three “jigsaw” stations, each examined through three lenses: Data (what you know), People (how decisions get made), and Process & Technology (how things happen).
The three stations:
- Retail pressure meets promo chaos — unpicking retailer asymmetry and promotional ROI
- Planning in a fog — managing supply chain uncertainty and scenario planning
- Pricing and forecasting in motion — adapting demand forecasting and dynamic pricing to real-world change.
What you’ll take away:
- A clear view of where value is leaking from your RGM engine
- Practical ideas from peers wrestling with the same constraints
- A working map and not theory while connecting pain points to the data, AI, and operating-model moves that resolve them
- An invitation to co-author the post-event white paper
Speakers:
- Eleanor Mathews – Commercial Sector Lead – ISG
- Steve Nichols – CTO, Cross Industry Group – DXC Technology
- Yves Ruaux – Industry Managing Partner Lead – Consumer Goods, Retail – DXC Technology
- Rajesh Krishnan, Solutions Lead, Data & AI – DXC Technology
14:10 - 15:10
Workshop 2
The Art of Prompting in RGM: Turning Questions into Decisions in CPG
Want to make smarter decisions, sooner, just by asking the right question?
In CPG, a significant part of the work still goes into building analysis, aligning numbers, and preparing for decisions, often leaving limited time to actually act.
This workshop shows you a different way of working, where always-on intelligence replaces manual analysis and guides decision making.
What you’ll take away:
- A clear understanding of what agentic AI means in a real CPG commercial context
- Why prompting is becoming a core commercial skill
- How to structure questions that lead to clear, relevant, and actionable answers
- How to move from insight → root cause → action, faster and with more confidence
- How to move from answer → solution → action
Speakers:
- Carst Vaartjes, Chief Innovation Officer at Visualfabriq
- Okko Hinterding, Head of Customer Success at Visualfabriq
15:10 - 15:30
Break
Coffee Break
15:30 - 16:30
Workshop 3
If the value is clear, why isn’t AI scaled in CPG yet?
- Expose the real blockers; fragmented data, siloed teams, black-box models, and misaligned incentives across commercial and RGM.
- Where pilots go to die (and how to avoid it)
Why great use cases stall after POCs, why are we confused about AI. - From experimentation to execution: what actually unlocks scale
The practical moves; embedding AI into core processes (pricing, promo, trade), redesigning decision cadence, and aligning teams to trust and act on AI outputs.
Speakers:
Stewart Beale – Senior Director RGM, EMEA – O9 Solutions
James Griffiths – Global Head Commercial Planning & RGM Presales – O9 Solutions
16:40 - 17:40
Workshop 4
How modern Agentic Revenue Platforms transform commercial processes
Speakers:
Ed Bishop – Head of RGM Pre Sales & Business Development – XTEL
Theophile Guiton – VP Solutions- XTEL
17:40 - 19:00
Networking Drinks sponsored by o9 Solutions
BMA House London
Forum Day 1 - May 28
7:00 - 8:00
Welcome Coffee & Registration
8:00
Welcome by EPP President
Pedro Fernandes
Chairperson opening remarks
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
8:10
Back to Basics: Simple RGM Tools that Deliver in a Complex Market
- Why fundamentals matter now more than ever
- OBPPC as an everyday playbook
- Data-driven culture using simple tools
Ana Silva – Head of Channel Development On‑Trade & Revenue Growth Management – Super Bock Group
8:40
Building the (AI) Foundation for the Next Era of CPG Revenue Management (TPM – TPO- RGM)
- From Assisted to Automated Growth: Building the AI Foundation for the Next Era of CPG Revenue Management (TPM – TPO- RGM)
Moderator : Ed Bishop – Head of RGM Pre Sales & Business Development – XTEL
Stuart Hartley – Global Technology Director – RGM & Global Travel Retail – Bacardi
Michal Misiewicz – RGM Transformation Lead for Europe – Kellanova
9:10
When AI goes too far – using Intelligence where it actually adds value
- Defining the real value of AI in RGM: where it drives impact vs. where it doesn’t
- Identifying the right level of data complexity for effective promo decisions
Andrés Sanchez Vicens – Sr Director Revenue Growth Management – Kenvue
9:40
RGM reimagined: playing to win when the rules have changed
In a post-inflation world, Revenue Growth Management must evolve beyond traditional pricing and promotion approaches. Shifting consumer behaviour, stronger retailer influence, and geopolitical uncertainty are reshaping commercial dynamics and require new decision frameworks. The next era of RGM will be defined by AI, talent, and deep enterprise integration, enabling more adaptive and intelligent growth strategies.
Stewart Beale – Senior Director RGM, EMEA – o9 Solutions
10:10
Break
Networking Coffee Break
10:50
Answer. Solve. Act. — From Yesterday’s Automation to Today’s Orchestrated CPG Decision-Making
- CPG’s have automated for years yet commercial teams still operate across disconnected tools and manual analysis. Agentic AI now brings orchestrated intelligence that turns isolated insights into guiding smarter decisions, sooner. In market today, not as a future aspiration.
- Grounded in an Answer, Solve, Act approach, this session illustrates how agentic intelligence can deliver real-time answers to commercial questions, diagnose the drivers behind them, and recommend next actions directly within Sales and RGM workflows.
- We’ll focus on what this shift looks like in practice: scalable, field-ready capabilities that extend advanced intelligence to every account and every team. For leaders navigating modern commercial complexity, this represents the next step in operationalizing data and decision support across the organization.
Max Vliegenthart – Chief Revenue Officer – Visualfabriq
11:20
Inspirational Leaders Panel Discussion
Volume vs Value: Resetting the Growth Equation
- Why volume is back on the executive agenda
- Avoiding destructive price wars while rebuilding volume
- Aligning investor expectations with sustainable RGM strategies
Moderator: Raghav Misra – Strategy & Revenue Growth Director – Diageo
Amitesh Sinha – Commercial Excellence Director – Global NRM Data and Analytics – Haleon
Celine Murphy – Senior Director Commercial Strategy & Insights, UKI & ANZ – Coty
Marc Viarnaud– Head of RGM – Avon International
Ed Bishop – Head of RGM Pre Sales & Business Development – XTEL
12:00
The Last Mile of RGM: Turning Analytics Into Commercial Decisions
Dave Harrison– Global Head of RGM Analytics – Nomad Foods
Arjun Sindhav – Global RGM Capabilities & Product Delivery Lead – Reckitt
Simon Andersen – Net Revenue Manager – Royal Unibrew
Mario Koenigsfeld – VP of Revenue – Buynomics
12:30
The new era of RGM: a balanced approach between sophistication and adoption
AI is redefining Revenue Growth Management – from slow, siloed analytics to a real-time, AI-powered growth engine that can unlock 3–5% uplift in returns. But the real differentiator won’t just be smarter technology – it will be the companies that crack the code on scaling adoption across markets, channels, and teams.
Pieter Reynders – Partner, RGM Practice lead in EMEA – McKinsey & Co
13:00
Break
Networking Lunch sponsored by Visualfabriq
Breakout Sessions
14:00
Bootcamp 1
Alchemy – Using experimentation to uncover new growth opportunities
- Testing new formats (e.g., Ready-to-Drink alcohol), evaluating emerging consumption shifts such as GLP-1–driven oral delivery impacts, and piloting new commercial interfaces for wholesale/club channels to identify incremental revenue opportunities
Andy O’Brien – Director of EMEA Sales, FMCG, OTC & Retail – EPIC
Alexandra Pavel – Associate Director – Global RGM – Kraft Heinz
Bootcamp 2
Enterprise RGM in Action: How a Global Confectionery Leader Built Transparent RGM
Join Vistex and a global premium confectionery leader as they share how they set the path to introducing Revenue Growth Management, starting from a fragmented promotions and trade terms landscape.
This session explores the organizational, cultural, skill, and technology shifts required to scale Revenue Growth Management in today’s complex CPG environment. Learn how leading companies move from fragmented execution to enterprise wide alignment, stronger governance, and more confident, data driven growth decisions
Farsad Ghafoor – Sales Director – Vistex
Ivo Allegretti – Business Unit Director- Loacker
Bootcamp 3
The Trinity of the Till: Navigating the RGM Spectrum from Impulse to Ritual
Decoding the “Trinity of the Till” – How pricing dynamics differ across impulse-driven confectionery, habitual tobacco, and occasion-based beer categories
Rethinking category DNA – Adapting RGM strategies to inflation, taxation, supply chain disruption, and shifting consumer behaviour
From shelf to P&L – Unlocking hidden margin opportunities by understanding the psychology, elasticity, and value perception behind every purchase decision
Yannis Skepetaris -Global Head of RGM – Imperial Brands
Zahid Hossain – Partner, Head of New Business, UK & Europe – Tiger Analytics
14:30
Bootcamp 4
Winning Beyond Price: Repositioning your Brand for Growth
Growth is often driven by price and pack optimisation—but what happens when that isn’t enough? Heineken & SKIM share the transformation of the Amstel brand in South Africa by redefining its value proposition.
As consumers rethink their spending, brands must reassess where and how they can grow—sometimes requiring a shift across price tiers. While format, price, and alcohol strength were initially explored for Amstel’s repositioning, brand diagnostics proved critical: linking key drivers of choice to willingness to pay, and revealing what truly shapes value perception. This identified a credible space the brand could own.
The result: a shift from competing on price and format to competing on total brand value—driving a more defensible position and sustainable growth.
Robin de Rooij – Senior Director, Revenue Management – SKIM
Sharon Peskin – Head of CMI – Heineken
Bootcamp 5
Turning RGM Software & AI into Real Results
- The common trap: companies with best-in-class tools often see the same results as those without them
- What high-performing RGM organizations do differently: strategy first, tools second, execution always
- How to operationalize AI and RGM platforms into pricing, promotion, and portfolio decisions that move the P&L, not just PowerPoint
Marc Carias – Director
Diogo Cassimiro – Chief AI – Revenue Management Labs
Bootcamp 6
Selling Value When Price Increases Are Off the Table
- Commercial strategies when price is no longer negotiable
- Defending margin through mix, packs and terms
- Practical sales arguments that work with European retailers
Nina Scharwenka, Partner, EY-Parthenon
Gerrit Iwanovski, Partner, EY-Parthenon
15:00
Break
Networking Coffee Break
15:20
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
Building agentic revenue management that actually works
Steve Le Rhun – VP Sales – XTEL
Roundtable 2
Non-Linear Path to RGM of Tomorrow - Commercial Data Hub
Bulent Kotan – Senior Director, Customer Success & Violeta Dineva – AI Application Consultant – Asper.ai
Roundtable 3
From Gridlock to Game Plan: Turning RGM Pain Points into AI-Powered Action
Eleanor Mathews – Commercial Sector Lead – ISG
Rajesh Krishnan – Solutions Lead, Data & AI – DXC Technology
Roundtable 4
Integrated RGM Platforms vs Best-of-Breed Tools
Roundtable 5
AI adoption in RGM: from pilot to scale
Roman Steiner – Partner – Mckinsey & Co
Roundtable 6
Promotion Optimisation for Profitable Volume Recovery
Saikat Sen – Associate Vice-President, Data & Analytics – Tiger Analytics
Roundtable 7
RGM–Sales Collaboration in Daily Decision Making
Nina Scharwenka, Partner & Gerrit Iwanovski, Partner – EY-Parthenon
Roundtable 8
RGM 2030 is not about ideas – it’s about investment decisions
Alessandro Redaelli, Business & Digital Advisor Associate Manager & Francesca Logrieco, Principal Business & Digital Advisor – NTT Data
Roundtable 9
AI at the Negotiating Table: How would you transform how CPGs Prepare, Pitch, and Partner with Retailers leveraging AI?
Goutam Gurha – Associate Director – Deloitte
Roundtable 10
Managing Elasticity Volatility Across European Markets
Roundtable11
Automating TPM & TPO – Lessons from the Field
Roundtable 12
Preparing RGM Teams for an AI-Enabled Future
Okko Hinterding – Head of Customer Success – Visualfabriq
Roundtable 13
Affordability Strategies That Scale Without Brand Damage
Roundtable 14
Fixing Data Before AI
Roundtable 15
Behavioural Biases in Commercial & Pricing Decisions
Hasan Guliyev – Revenue Growth Management Lead, DACH – Former BIC
Roundtable 16
Making RGM Tools Matter: Closing the Gap Between Insight and Execution
Marc Carias, Director, & Jack Ellis, Manager – Revenue Management Labs
16:20
Break
Networking Coffee Break
16:40
RGM of Tomorrow: Agentic Future for Consumer Goods
This session will explore how agentic AI is transforming Revenue Growth Management, enabling autonomous, yet governed decision-making across pricing, promotions, and portfolio strategy.
We will discuss how CPG organizations can move from static analytics to continuous, AI-driven commercial execution at scale
Tarun Kataria – Chief Customer Officer – Asper AI
17:10
Data First: Preparing the Foundation for AI-Enabled RGM
- Data harmonisation, governance and usability challenges
- Making data usable for humans before machines
- Defining the minimum viable data set for scalable RGM
Thiago Valsani – Senior Director, RGM Solutions & Technology – Mondelēz
17:40
Stop Piloting RGM. Start Scaling Value Capture
- Most RGM implementation fail to scale
- Integrated RGM as part of commercial system
- Combining consumer & shopper insights, trade reality, and financial impact into one plan
- AI-powered, always-on data, to course-correct RGM execution
- Relentlessly driving in-market impact, to bring value back to the business
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
Owen McCabe – Vice President – Global Commerce Lead – Capgemini
18:10
Firechat Session
From insight to impact: How automation and AI are accelerating smarter RGM decisions
Michal Misiewicz – RGM Transformation Lead for Europe – Kellanova
18:25
GPS for your RGM: Avoiding roadblocks in your RGM journey
- Navigating our current context: Not repetition, but rhyming
- Answering persistent questions with new ways: with courage for foundations
- Navigating the future: both known and unknown
Adam Holmes – Global Head of Product Strategy – TELUS Consumer Goods
Tom Marriage – Strategic Programs Director – TELUS Consumer Goods
18:45
Closing Remarks
19:00
Networking Dinner sponsored by XTEL
Continue the conversation in a relaxed setting with fellow senior leaders at Woburn House, just a one-minute walk from BMA House. An ideal opportunity to connect, exchange perspectives, and build valuable relationships.
Forum Day 2 - May 29
7:30
Welcome Coffee
8:00
Chairperson opening remarks
Ji-Hoon Dierckx – Chairman & CEO – PricingOne
8:10
Retail Media, Trade Spend & RGM – Connecting the Dots
- How retail media is reshaping trade spend, promotions and customer negotiations
- Linking retail media investments to volume, mix and profitability outcomes
- Measuring true incrementality vs cannibalisation in retailer media spend
Blandine Multrier – Former Managing Director -Data and Digital – Groupe Casino
8:40
The Future of RGM in Europe – What Will Differentiate Winners by 2030?
- Volume, affordability and premiumisation
- Retailer power and collaboration
- Technology, talent and culture as competitive advantages
Moderator: Jyotika Patel – Former Head of Revenue Growth Management – Treasury Wine
Asif Memon – Global Customer Strategy & Planning Director – Unilever
Stewart Beale – Senior Director RGM, EMEA – o9 Solutions
Irina Kremleva – Global RGM Director LDB – L’Oréal
Pedro Quina – EU RGM Director – Mars Inc F&N
9:10
Agentic RGM: a new era of unleashing profitable growth
- Why RGM is at an inflection point
- How Agentic AI changes the RGM model
- What it will take to win in the Agentic era
Alex Swales – Managing Director & Partner – BCG
Innovative Tech Showcase: Experience the Future of RGM with Live Demos
9:40 - 10:10
Tech Demo 1 - XTEL
Tech Demo 2 - Asper AI
Tech Demo 3 - Stellaxius
10:10 - 10:40
Tech Demo 4 - o9 Solutions
Tech Demo 5 - Visualfabriq
Tech Demo 6 - Infosys
10:40
Break
Networking Coffee Break
Breakout Sessions
11:10
Bootcamp 1
Cracking the Maturity Gap: Scaling RGM Everywhere — From Low Data to Advanced Markets
How to scale RGM consistently across all markets — even those with limited data maturity.
This session explores a structured approach to delivering standardized RGM capabilities across markets with very different levels of data, systems, and process maturity. Learn how modular RGM models adapt to both advanced and emerging markets, enabling every BU to operate under a unified, scalable RGM framework without waiting for perfect data.
Gaurav Sharma – RGM Product Lead – Infosys
Gustavo Mendonca – Global Head of Revenue Growth Management – Kraft Heinz
Bootcamp 2
From Strategy to Agency: How Agentic AI is Reshaping RGM
This session explores how Agentic AI can remove the bandwith ceiling for RGM functions, shifting focus from descriptive dashboards to prescriptive recommendations — and now to autonomous execution. Learn how identifying and validating high value, high frequency use cases should come first, agnostic of the supporting technology and the importance of guardrails to confidently make the leap to autonomous action agents.
Julien Guyonnet – CEO – TPo Partners
Jonathan Jackson – Business Consultant – TPo Partners
11:40
Bootcamp 3
Embedding NRM Culture Across Markets: A Transformation Journey
- Building NRM as a sustainable commercial capability across multiple markets and cultures
- Key challenges, lessons learned, and success factors from a multi-year embedding journey
- Practical governance, operating models, and cultural levers to drive long-term adoption and impact
Selen Günaydın – Head of Net Revenue Management – Arla Foods
Bootcamp 4
RGM Is Not a Function - It’s the mindset behind How We Decide
- Leadership Sponsorship as catalyst
- From awareness to organization-wide ownership
- Hardwire RGM in core routines and everyday decisions
Carlien Crol – RGM Director Europe – Bacardi
12:10
Bootcamp 5
Designing choice architecture for profitable volume growth
- The myth of the rational consumer: Why do affordability strategies fail when treated as a mathematical exercise, and how to redesign RGM frameworks to reflect actual shopper decision-making.
- The hidden cost of deep discounting: A critical look at why aggressive price-drops destroy volume and brand equity long-term, and how to protect ROI in low pricing power environments.
- Engineering commercial decision systems: Moving beyond tactical “lever-pulling” – using behavioral insights to align assortment, pricing, and promotions with evolving consumer missions
Hasan Guliyev – Former RGM Lead DACH at BIC
Bootcamp 6
The Last Mile Problem: Why RGM Stops at the Spreadsheet and What Actually Drives Commercial Impact
- The consistent pattern observed across markets: RGM challenges sit in conversion, not in analysis
- Where value is lost, from decision architecture to commercial embedding and scaling
- Four shifts that turn insight into P&L impact, with cross-market lessons from Danone’s global RGM capability journey
Ilia Keshishev – Global RGM Lead – Danone
12:40
Break
Networking Lunch
13:40
From Local Agility to Global Agility at Scale :
A Nestlé & DXC Technology dialogue on reimagining the CPG end-to-end operating model under uncertainty.
- The CPG industry is being re-drawn across five interconnected levers (product, pricing/promotion, volume vs. premium, supply chain, and core processes) and they can’t be solved in isolation.
- Nestlé’s historical hedge against uncertainty was locality (local brands, factories, decisions), but that model can no longer absorb both global ambition and a more volatile world.
- End-to-end reimagination is the answer – and DXC Technology is instrumental in operating this shift: turning data into trusted signal, anchoring it in deep CPG business ontology, and infusing AI services across the five RGM levers. Visibility replaces physical proximity as the shock absorber.
Yves Ruaux – CTO – DXC Technology
Dr. Hans-Ulrich Mayer – Global Process Owner Generating Demand Marketing – Nestlé
14:10
Firechat Session with a Key Industry leader
Making RGM stick: Embedding pricing and promotion routines into everyday commercial habits
Amitesh Sinha – Commercial Excellence Director – Global NRM Data and Analytics – Haleon
14:20
Where Growth Truly Happens: The Power of Manufacturer–Retailer Alignment
Despite major advances in data, tools, and commercial strategy, many organisations still struggle to consistently deliver growth.
The reason is simple: growth is not determined by strategy alone, but by the quality of decisions made in manufacturer–retailer conversations.
When alignment is missing, even the most well-built strategies fail to translate into results.
Sherif Benhawy, bringing experience from a multi-billion-dollar FMCG group operating across highly competitive markets, and Sami Ghabrial present a clear industry perspective on why alignment is becoming the defining factor in commercial success.
They share what this shift means at scale, and why the ability to translate data and strategy into aligned decisions is emerging as the next driver of sustainable growth.
Sami Ghabrial – CEO – Marketeers Research
Sherif Benhawy – General Manager – Savola Foods
14:50
Break
Networking Coffee Break
15:20
AI-Powered Promotional Efficiency: Smarter Retail Strategies Through Advanced Analytics
- Leveraging AI and advanced analytics to identify the most effective promotional mechanics across different retailers and channels
- Enabling commercial teams to optimise promotional planning, improve ROI, and drive smarter data-led decision making in FMCG pricing & RGM
Hector Zambrano – Price & Promo Effectiveness Manager – Mahou San Miguel
15:50
Why RGM Transformations Fail – And What Actually Drives Adoption
- RGM beyond pricing: changing behaviours, not just models
- Overcoming resistance from sales and commercial teams
Andrew Hepworth – Group Commercial Director – Nomad Foods
16:20
Closing Remarks
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.