The Work Happens in the Gaps: Leadership Lessons from Karl Martin

In this episode I sat down with Karl Martin, a highly respected commercial leader whose career spans some of the UK’s biggest retailers, including Asda and Sainsbury's.

Karl reflects on the moments that shaped his leadership — from his early days finding his way into retail to leading high-pressure commercial roles, and the lessons he carries from a career built on instinct, experience, and backing himself.

The conversation explores leadership through influence, the importance of direct feedback, career-defining moments, and why success is ultimately about building a life on your own terms.

Early influences and finding retail

Karl didn’t set out with a grand plan to work in retail.

While studying at Manchester Metropolitan University, he took a placement at Sainsbury's and discovered he loved working in stores — particularly in fresh produce.

A decisive moment came at a company event, where he made a beeline for the most senior director in the room, sat next to him, and started a conversation. That led to an opportunity in buying — and set him on his path.

Careers often begin not with a plan, but with a decision to put yourself forward.

Creating your own opportunities

Karl’s early career is full of moments where he stepped forward rather than waited. From pushing himself into conversations to taking on roles he didn’t fully understand, he learned that confidence follows action.

His advice today is clear:

• Don’t just send emails.
• Get yourself in the room.

Leadership happens in the gaps

One of Karl’s most powerful insights is simple:

Organisations have structure, but the real work happens in between it.

As leaders become more senior, success depends less on hierarchy and more on influence — working across teams and getting things done without direct authority.

The power of direct feedback

Karl is known for being direct. He reflects on the importance of honest, timely feedback — even when it’s uncomfortable. In Rebecca’s case, what felt like a tough conversation became a defining moment in her leadership journey.

The best leaders don’t avoid difficult conversations — they use them to help others grow.

Backing yourself

A recurring theme in Karl’s story is trusting your own judgement. From stepping into buying roles to navigating complex challenges, he learned to back himself — even when the path wasn’t clear.

You can’t connect the dots looking forward. You have to take opportunities as they come and make sense of them later.

Learning from others

Karl has been shaped by mentors, colleagues, and a core set of books, including:

• The 7 Habits of Highly Effective People
• Man’s Search for Meaning
• Who Moved My Cheese
• The First 90 Days

At one point, he created his own “Desert Island Discs” — a record of the people and lessons that shaped his career.

Work, life and perspective

Perhaps most distinctive is Karl’s relationship with work. He has always worked to live. Sport, music, and family come first — with work sitting alongside them, not above them.

Even after senior roles, his career has been shaped by choice: stepping back, exploring new ventures, and deciding what comes next on his own terms.

Advice to the next generation

Karl’s advice is straightforward:

• Push yourself.
• Put yourself out there.
• Don’t rely on sending messages and hoping something comes back.

Because careers are built through action, relationships, and the willingness to step i

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