Strategic Deal-Making in FMCG Commercial
Strategic Deal-Making in FMCG Commercial
A practical program to help FMCG professionals plan, structure, and execute value-protected negotiations in MT & GT using the CDM Framework™.
A practical program to help FMCG professionals plan, structure, and execute value-protected negotiations in MT & GT using the CDM Framework™.
IDR 2.750.000
IDR 2.750.000
Course duration: 04 April - 6 June 2026
Number of Sessions: 9 Sessions (Live Zoom)
Course duration: 04 April - 6 June 2026
Number of Sessions: 9 Sessions (Live Zoom)
From Discounts to Deals: Upgrading FMCG Commercial Negotiation
From Discounts to Deals: Upgrading FMCG Commercial Negotiation
From Discounts to Deals: Upgrading FMCG Commercial Negotiation
From Discounts to Deals: Upgrading FMCG Commercial Negotiation
Strategic Deal-Making in FMCG Commercial is a practical negotiation program for professionals who manage customers, value, and targets across Modern Trade (MT) and General Trade (GT)—whether from the field or from headquarters. Instead of teaching abstract theory, this program puts you inside real FMCG deal situations with retailers and wholesalers, and gives you a clear, repeatable way to plan, structure, and execute negotiations that protect value, not just push volume.
Strategic Deal-Making in FMCG Commercial is a practical negotiation program for professionals who manage customers, value, and targets across Modern Trade (MT) and General Trade (GT)—whether from the field or from headquarters. Instead of teaching abstract theory, this program puts you inside real FMCG deal situations with retailers and wholesalers, and gives you a clear, repeatable way to plan, structure, and execute negotiations that protect value, not just push volume.
Strategic Deal-Making in FMCG Commercial is a practical negotiation program for professionals who manage customers, value, and targets across Modern Trade (MT) and General Trade (GT)—whether from the field or from headquarters. Instead of teaching abstract theory, this program puts you inside real FMCG deal situations with retailers and wholesalers, and gives you a clear, repeatable way to plan, structure, and execute negotiations that protect value, not just push volume.
Why Strategic Negotiation Skills Are Now Non‑Negotiable for Professionals
Why Strategic Negotiation Skills Are Now Non‑Negotiable for Professionals
Over 80% of trained negotiators report better results, and nearly 30% link these skills to promotions or raises.
Over 80% of trained negotiators report better results, and nearly 30% link these skills to promotions or raises.
MIT’s Negotiation Journal
MIT’s Negotiation Journal
Companies with systematic negotiation see about 40% higher bottom-line growth.
Companies with systematic negotiation see about 40% higher bottom-line growth.
Harvard Business Review
Harvard Business Review
Structured negotiation training can boost agreement rates by up to 38%.
Structured negotiation training can boost agreement rates by up to 38%.
Harvard Program on Negotiation
Harvard Program on Negotiation
Negotiation programs can deliver up to 54:1 ROI and nearly 40% revenue growth in some cases.
Negotiation programs can deliver up to 54:1 ROI and nearly 40% revenue growth in some cases.
Harvard Journal Article
Harvard Journal Article
Why Strategic Negotiation Skills Are Now Non‑Negotiable for Professionals
Over 80% of trained negotiators report better results, and nearly 30% link these skills to promotions or raises.
MIT’s Negotiation Journal
Companies with systematic negotiation see about 40% higher bottom-line growth.
Harvard Business Review
Structured negotiation training can boost agreement rates by up to 38%.
Harvard Program on Negotiation
Negotiation programs can deliver up to 54:1 ROI and nearly 40% revenue growth in some cases.
Harvard Journal Article
Introducing CDM Framework™
Introducing CDM Framework™
The CDM Framework™ (Commercial Deal‑Making Framework) is your operating system for turning everyday FMCG customer conversations into structured, value‑creating negotiations that protect margin and grow business.
The CDM Framework™ (Commercial Deal‑Making Framework) is your operating system for turning everyday FMCG customer conversations into structured, value‑creating negotiations that protect margin and grow business.
Inside Strategic Deal-Making
in FMCG Commercial
Inside Strategic Deal-Making
in FMCG Commercial
Session 1
Session 1
18 Apr 2026, 13.00 - 15.00 WIB
18 Apr 2026, 13.00 - 15.00 WIB
Strategic Negotiator Mindset in FMCG
Strategic Negotiator Mindset in FMCG
Establish a rigorous, shared language for commercial negotiation and the behavioural patterns that systematically create or destroy value in FMCG deals. Participants connect negotiation theory with the day‑to‑day realities of selling into MT and GT.
Establish a rigorous, shared language for commercial negotiation and the behavioural patterns that systematically create or destroy value in FMCG deals. Participants connect negotiation theory with the day‑to‑day realities of selling into MT and GT.
Value Mindset
Value Mindset
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•
Negotiator self‑awareness
Negotiator self‑awareness
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•
Deal‑structuring lens
Deal‑structuring lens
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Seller bias recognition
Seller bias recognition
Session 2
Session 2
2 May 2026, 13.00 - 15.00 WIB
2 May 2026, 13.00 - 15.00 WIB
Retailer Economics and Value Creation Logic
Retailer Economics and Value Creation Logic
Build commercial acumen by linking proposals to retailer economics: how margin is built, how trade spend flows through the P&L, and how retailers actually assess “good” vs “bad” deals.
Build commercial acumen by linking proposals to retailer economics: how margin is built, how trade spend flows through the P&L, and how retailers actually assess “good” vs “bad” deals.
Retailer P&L literacy
Retailer P&L literacy
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•
Margin & trade‑spend logic
Margin & trade‑spend logic
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Joint‑value deal design
Joint‑value deal design
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•
Retailer value checklist
Retailer value checklist
Session 3
Session 3
9 May 2026, 13.00 - 15.00 WIB
9 May 2026, 13.00 - 15.00 WIB
Modern Trade Deal Architecture and Levers
Modern Trade Deal Architecture and Levers
Decode how Modern Trade really operates—structures, annual negotiation cycles, decision drivers, and key levers—so participants can prepare like strategic partners, not reactive sellers.
Decode how Modern Trade really operates—structures, annual negotiation cycles, decision drivers, and key levers—so participants can prepare like strategic partners, not reactive sellers.
MT mechanics fluency
MT mechanics fluency
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•
Buyer vs supplier levers
Buyer vs supplier levers
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•
MT prep blueprint
MT prep blueprint
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•
Strategic question set
Strategic question set
Session 4
Session 4
16 May 2026, 11.00 - 12.00 WIB
16 May 2026, 11.00 - 12.00 WIB
Inside the Buyer’s Room: Modern Trade Dialogue
Inside the Buyer’s Room: Modern Trade Dialogue
Engage directly with an MT buyer to stress‑test assumptions from the previous session, surface non‑obvious constraints, and refine how participants frame and position their proposals.
Engage directly with an MT buyer to stress‑test assumptions from the previous session, surface non‑obvious constraints, and refine how participants frame and position their proposals.
Buyer perspective insight
Buyer perspective insight
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•
Real‑world constraint mapping
Real‑world constraint mapping
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Refined MT strategy
Refined MT strategy
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Sharper negotiation hypotheses
Sharper negotiation hypotheses
Session 5
Session 5
16 May 2026, 13.00 - 15.00 WIB
16 May 2026, 13.00 - 15.00 WIB
Modern Trade Deal Lab: Annual Terms Simulation
Modern Trade Deal Lab: Annual Terms Simulation
Translate MT theory and buyer insight into a high‑stakes, time‑bound negotiation simulation that mirrors real annual terms discussions and tests value‑trading behaviour under pressure.
Translate MT theory and buyer insight into a high‑stakes, time‑bound negotiation simulation that mirrors real annual terms discussions and tests value‑trading behaviour under pressure.
Live MT negotiation practice
Live MT negotiation practice
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Value‑trading behaviour
Value‑trading behaviour
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•
MT “do/don’t” code
MT “do/don’t” code
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Upgraded MT prep template
Upgraded MT prep template
Session 6
Session 6
23 May 2026, 10.00 - 12.00 WIB
23 May 2026, 10.00 - 12.00 WIB
General Trade Economics and Route‑to‑Market Design
General Trade Economics and Route‑to‑Market Design
Unpack the operating reality and economics of General Trade—distributors, wholesalers, and outlets—and how GT deal structures influence sell‑in, sell‑out, and cashflow.
Unpack the operating reality and economics of General Trade—distributors, wholesalers, and outlets—and how GT deal structures influence sell‑in, sell‑out, and cashflow.
GT mechanics fluency
GT mechanics fluency
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GT levers map
GT levers map
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GT deal structure draft
GT deal structure draft
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Targeted GT question set
Targeted GT question set
Session 7
Session 7
23 May 2026, 13.00 - 14.00 WIB
23 May 2026, 13.00 - 14.00 WIB
Inside the Partner’s Business: GT Dialogue
Inside the Partner’s Business: GT Dialogue
Engage a GT distributor/wholesaler to understand how they think about capital, risk, assortment, and growth, then refine the GT deal design with those realities in mind.
Engage a GT distributor/wholesaler to understand how they think about capital, risk, assortment, and growth, then refine the GT deal design with those realities in mind.
Partner perspective insight
Partner perspective insight
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•
Risk & cashflow lens
Risk & cashflow lens
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•
Refined GT proposal
Refined GT proposal
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•
Richer GT levers map
Richer GT levers map
Session 8
Session 8
30 May 2026, 13.00 - 15.00 WIB
30 May 2026, 13.00 - 15.00 WIB
General Trade Deal Lab: Distributor Negotiation Simulation
General Trade Deal Lab: Distributor Negotiation Simulation
Put GT concepts and partner insights into practice through a negotiation lab that balances hard economics with relationship equity and execution realities.
Put GT concepts and partner insights into practice through a negotiation lab that balances hard economics with relationship equity and execution realities.
Live GT negotiation practice
Live GT negotiation practice
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•
Sell‑in vs sell‑out balance
Sell‑in vs sell‑out balance
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•
GT “do/don’t” code
GT “do/don’t” code
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•
Practical GT checklist
Practical GT checklist
Session 9
Session 9
6 June 2026, 10.00 - 12.00 WIB
6 June 2026, 10.00 - 12.00 WIB
Cross‑Channel Deal‑Making Studio (Capstone)
Cross‑Channel Deal‑Making Studio (Capstone)
Integrate MT and GT decision‑making in a capstone experience that forces participants to manage channel trade‑offs and codify their personal Commercial Deal‑Making (CDM) Playbook™.
Integrate MT and GT decision‑making in a capstone experience that forces participants to manage channel trade‑offs and codify their personal Commercial Deal‑Making (CDM) Playbook™.
MT–GT trade‑off view
MT–GT trade‑off view
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Channel strategy blueprint
Channel strategy blueprint
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Applied CDM Framework™
Applied CDM Framework™
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Personal CDM Playbook™
Personal CDM Playbook™
The CDM Framework™ Toolkit
The CDM Framework™ Toolkit
01
01
Systemic FMCG Deal Architecture Map
Systemic FMCG Deal Architecture Map
02
02
MT & GT Levers and Economics Maps
MT & GT Levers and Economics Maps
03
03
MT & GT Negotiation Preparation Canvases
MT & GT Negotiation Preparation Canvases
04
04
MT & GT “Do / Don’t” Codes
MT & GT “Do / Don’t” Codes
05
05
Personal CDM Playbook™
Personal CDM Playbook™
Curated Learning Resources:
Who Is This Program For
Who Is This Program For
Key Account & Sales Leaders
Key Account & Sales Leaders
Sharpen how you structure deals, protect margin, and navigate tough negotiations with powerful customers.
Sharpen how you structure deals, protect margin, and navigate tough negotiations with powerful customers.
Trade & Commercial Excellence
Trade & Commercial Excellence
See clearly how your plans land at the negotiation table and design guidelines that sales can really use.
See clearly how your plans land at the negotiation table and design guidelines that sales can really use.
Brand & Category Partners
Brand & Category Partners
Translate brand and category strategies into concrete negotiation levers and stronger joint business plans.
Translate brand and category strategies into concrete negotiation levers and stronger joint business plans.
Distributor & High‑Potential Talent
Distributor & High‑Potential Talent
Build a structured, practical playbook for real‑world deal‑making in your current accounts and channels.
Build a structured, practical playbook for real‑world deal‑making in your current accounts and channels.
Key Account & Sales Leaders
Sharpen how you structure deals, protect margin, and navigate tough negotiations with powerful customers.
Brand & Category Partners
Translate brand and category strategies into concrete negotiation levers and stronger joint business plans.
Trade & Commercial Excellence
See clearly how your plans land at the negotiation table and design guidelines that sales can really use.
Distributor & High‑Potential Talent
Build a structured, practical playbook for real‑world deal‑making in your current accounts and channels.
Learn With the People Behind the Deals
Learn With the People Behind the Deals
Learn With the People Behind the Deals
Step into a classroom led by senior FMCG commercial leaders and negotiation specialists who have sat on both sides of the table—designing trade strategies, leading key account teams, and coaching executives—now distilling those experiences into a structured, practice‑driven learning journey for you.
Step into a classroom led by senior FMCG commercial leaders and negotiation specialists who have sat on both sides of the table—designing trade strategies, leading key account teams, and coaching executives—now distilling those experiences into a structured, practice‑driven learning journey for you.
Step into a classroom led by senior FMCG commercial leaders and negotiation specialists who have sat on both sides of the table—designing trade strategies, leading key account teams, and coaching executives—now distilling those experiences into a structured, practice‑driven learning journey for you.
Annisa Rahma
Annisa Rahma
VP FMCG Academy & Brand Manager
VP FMCG Academy & Brand Manager
Brand and key account leader with strong expertise in modern trade strategy and shopper development, delivering sustainable growth and a proven track record at Nestlé.
Brand and key account leader with strong expertise in modern trade strategy and shopper development, delivering sustainable growth and a proven track record at Nestlé.
Satriyo Purbowaseso
Satriyo Purbowaseso
Modern Trade Director
Modern Trade Director
Modern trade and sales professional with strong strategic account management expertise, delivering sustainable growth and a proven track record at Beiersdorf, Danone, Arnott’s, and Heinz ABC Indonesia.
Modern trade and sales professional with strong strategic account management expertise, delivering sustainable growth and a proven track record at Beiersdorf, Danone, Arnott’s, and Heinz ABC Indonesia.
Bayu Isnawan
Bayu Isnawan
Sales Director
Sales Director
Sales leader with expertise in channel development and trade marketing, delivering growth and a proven track record at Kalbe Nutritionals, Blackmores, Mengniu Diary, Frisian Flag, Beiersdorf, Arnott’s, and Nestlé.
Sales leader with expertise in channel development and trade marketing, delivering growth and a proven track record at Kalbe Nutritionals, Blackmores, Mengniu Diary, Frisian Flag, Beiersdorf, Arnott’s, and Nestlé.
Reza Aprilianno Putra
Reza Aprilianno Putra
National Key Account Manager
National Key Account Manager
Modern trade and key account leader with expertise in channel development and trade marketing, delivering sustainable growth and a proven track record at Nestlé, Danone, Beiersdorf, XL Axiata, and L’Oréal.
Modern trade and key account leader with expertise in channel development and trade marketing, delivering sustainable growth and a proven track record at Nestlé, Danone, Beiersdorf, XL Axiata, and L’Oréal.
Adji Pradipta
Adji Pradipta
National Key Account Manager
National Key Account Manager
Key account and modern trade sales leader with strong expertise in channel strategy and commercial execution, delivering sustainable growth and a proven track record at Wyeth Nutrition, Sampoerna, and Nestlé.
Key account and modern trade sales leader with strong expertise in channel strategy and commercial execution, delivering sustainable growth and a proven track record at Wyeth Nutrition, Sampoerna, and Nestlé.
Hendra Ricky Tambunan
Hendra Ricky Tambunan
Route To Market & Trade Marketing Head
Route To Market & Trade Marketing Head
Route-to-market and trade marketing leader with strong expertise in sales force effectiveness and commercial strategy, delivering sustainable growth and a proven track record at Godrej Consumer Products and Frisian Flag Indonesia.
Route-to-market and trade marketing leader with strong expertise in sales force effectiveness and commercial strategy, delivering sustainable growth and a proven track record at Godrej Consumer Products and Frisian Flag Indonesia.
Reza Pahlawan
Reza Pahlawan
General Manager Sales & Operations
General Manager Sales & Operations
Sales and operations leader with strong expertise in strategic business development and channel management, delivering sustainable growth and a proven track record of performance at Nestlé.
Sales and operations leader with strong expertise in strategic business development and channel management, delivering sustainable growth and a proven track record of performance at Nestlé.
Riko VU
Riko VU
Trade Sales Director
Trade Sales Director
Trade sales leader with strong expertise in FMCG commercial strategy and sales operations, delivering sustainable growth and a proven track record at Coca-Cola Europacific Partners, Kraft Heinz, Reckitt, and Nestlé.
Trade sales leader with strong expertise in FMCG commercial strategy and sales operations, delivering sustainable growth and a proven track record at Coca-Cola Europacific Partners, Kraft Heinz, Reckitt, and Nestlé.
Frequently Ask Question
Frequently Ask Question
What is “FMCG Career Playbook Bootcamp”?
It is a practical online bootcamp designed to help early-career talent successfully navigate their first 90 days at work. The program focuses on real workplace challenges such as understanding expectations, adapting to company culture, managing stakeholders, and delivering visible results during probation.
Who is this program for?
How do I know if this program is right for me?
Are there any prerequisites?
How is the program delivered?
What certificate will I receive?
Will I get access to program materials?
How can I secure my seat?
Will I get a final project or tangible output?
What is “FMCG Career Playbook Bootcamp”?
It is a practical online bootcamp designed to help early-career talent successfully navigate their first 90 days at work. The program focuses on real workplace challenges such as understanding expectations, adapting to company culture, managing stakeholders, and delivering visible results during probation.
Who is this program for?
How do I know if this program is right for me?
Are there any prerequisites?
How is the program delivered?
What certificate will I receive?
Will I get access to program materials?
How can I secure my seat?
Will I get a final project or tangible output?
What is “FMCG Career Playbook Bootcamp”?
It is a practical online bootcamp designed to help early-career talent successfully navigate their first 90 days at work. The program focuses on real workplace challenges such as understanding expectations, adapting to company culture, managing stakeholders, and delivering visible results during probation.
Who is this program for?
How do I know if this program is right for me?
Are there any prerequisites?
How is the program delivered?
What certificate will I receive?
Will I get access to program materials?
How can I secure my seat?
Will I get a final project or tangible output?
Siapin Bareng!
Siapin Bareng!
Early registrations are encouraged. Seats fill up quickly!
Early registrations are encouraged. Seats fill up quickly!
Resources
Untuk Perusahaan
Resources
Untuk Perusahaan
Resources
Untuk Perusahaan