AGENDA

Where RGM sits in the organisation — and why it determines everything else

• Examine how RGM's placement — inside sales, inside finance, or as a standalone function — determines its ability to act as an objective cross-functional lens rather than an advocate for one agenda.
• Learn how to win over sales teams that don't believe in the value of taking price — the internal political challenge practitioners cited more than any external pressure.

Julie Oxner – Vice President of Revenue Growth Management – Nissin Foods USA

Closing the strategy-to-execution gap: from insight designed to impact delivered

• Understand why RGM insights fail to translate into execution — the structural, cultural, and process gaps between the RGM function and the commercial teams it serves.
• Explore the storytelling and influencing skills RGM leaders need to drive strategic outcomes — moving beyond analytical output to commercial persuasion.

Natalia Glushchenko – Director, Revenue Growth Management – Vibrant Ingredients

A Pricing Tool Doesn't Make You Money. A Decision Does.

• Sophisticated tools still get stuck because pricing problems do not repeat themselves in the same way. Every category, retailer relationship, and cost environment breaks the model differently. The advantage comes from pattern recognition built across hundreds of engagements, codified and accelerated with AI.
• This is not a static tool or a report that gets filed away. The capability stays inside the organisation, learns from every pricing decision, and becomes sharper over time so pricing excellence compounds instead of resetting every planning cycle.

Marc Carias – Director – Revenue Management Labs

Mix management as a strategic lever: from accidental outcome to deliberate decision

• Learn how to orchestrate channel mix, pack mix, and brand mix simultaneously to support premiumisation, protect core SKUs, and grow into underserved affordability segments.
• Build a mix-management framework resilient to private-label pressure and micro-brand disruption — using portfolio simplification and focused innovation as complementary tools.

Defending Value at the Shelf: Practical Negotiation Tactics When Retailers Push Back

Data foundations for RGM: what to do when your data isn't ready for the analysis you need

• Understand the minimum viable data infrastructure for each RGM lever — what you actually need to run a credible pricing or PPA analysis versus what is nice to have.
• Discuss the data governance and cross-functional data-sharing agreements that unlock RGM analysis — and how to build the business case for that investment internally.

Competition, M&A, and the micro-brand insurgency: how do large CPGs stay agile?

• Examine the rise of micro-brands and insurgent players who compete not on radical innovation but on cost economies and targeted consumer reach — and the RGM response that actually works.
• Understand how M&A activity is reshaping the competitive landscape and creating pricing dynamics that require faster commercial repositioning than most RGM cycles allow.

From pricing models to pricing agents: what agentic AI actually means for RGM workflows

• Understand what agentic AI means in an RGM context — systems that do not just generate a pricing recommendation but act on it: adjusting list prices, triggering promotional guardrails, flagging trade-term exceptions, and escalating anomalies without human initiation.
• Assess organisational readiness for agentic RGM: the data infrastructure, decision-rights framework, and trust-building process required before an agent can act on pricing decisions unsupervised.

The Future of Revenue Growth Management: What's Next for FMCG Leaders?

• Explore how AI, digital commerce, and retailer transformation will reshape RGM over the next five years.
• Identify emerging capabilities and organisational structures required for future success.
• Develop an action plan for accelerating RGM maturity and sustainable growth.

Tuomas Penttinen – Senior Director RGM – o9 Solutions