Ogayemi highlights how cross-functional leadership drives trade channel success

By Benson Michael

In today’s competitive pharmaceutical market, effective trade channel management has become a vital factor in driving revenue growth and operational excellence. Caroline Ogayemi, a seasoned executive at a Multinational company, draws on over a decade of experience to share insights on how collaboration across departments transforms trade channel performance.

“Trade channel success depends on teamwork,” Ogayemi explains. “When sales, logistics, finance, and customer insights work together, the entire process from warehouse to shelf runs smoothly.” Her approach focuses on breaking down silos and creating unified goals that everyone can rally behind.
At the heart of Ogayemi’s strategy is the establishment of cross-functional task forces. These teams meet weekly to review important metrics such as inventory fill rates, promotional compliance, and sales velocity. “Relying on real data keeps our decisions grounded,” she notes. “It allows us to identify problems early and act before they affect results.”

One notable example of her leadership was at a multinational pharmaceutical company where store shelf availability had slipped below 80 percent despite increased production. By mapping the entire supply chain cycle, Ogayemi’s team uncovered misaligned forecasts and disconnects between promotions and distribution. Within two months, shelf availability jumped to 95 percent, driving a 7 percent increase in same-store sales.

Beyond the numbers, Ogayemi emphasizes hands-on mentoring and transparent communication. “Teams must understand how their efforts connect to the bigger picture,” she says. She fosters ownership by rotating leadership roles and encouraging peer feedback, which builds a culture of shared responsibility.

In an era of shifting consumer demands and supply chain challenges, Ogayemi’s data-driven and people-centered framework offers a clear path to sustained trade channel excellence.