In a recent NAM Growth Pod session, we explored what it really takes to move beyond the role of a National Account Manager (NAM) with insights from industry experts.

We were joined by Andrew Cannock from AXR Searh and Recruitment and Jo McManus from Twinings who led the group through some great discussion about career journeys.

The discussions reinforced that while technical skills get you in the door, leadership, influence, strategic thinking and a broader business understanding are what drive career progression.

💡 Key Takeaways from the Discussion:

✅ From Execution to Leadership – To step up, NAMs need to transition from being task-driven to thinking like a leader, delivering through others, demonstrating accountability and aligning with broader business objectives.

✅ Internal Influence is Critical – Many NAMs focus on external relationships with customers but overlook the power of internal influence. Educating, aligning, and influencing stakeholders within the business is key to career progression.

✅ Networking Opens Doors – Strong careers are built on strong relationships. The most successful invest in their upward (Leaders), lateral (cross-functional teams), external (industry peers), and downward networks.

✅ Cross-Functional Experience Builds Future Leaders – Leaders value breadth over depth. Exposure to other business functions such as category management, supply chain, marketing, eCommerce, and strategy roles helps NAMs develop a broader commercial mindset, making them stronger candidates for leadership roles.

✅ Own Your Career Development – Career growth is self-driven. Those who seek feedback, take on projects beyond their core role, and present solutions—not just problems—stand out. Being proactive in your career development is essential for moving up.

🙌 A huge thank you to our expert speakers Andrew Cannock and Jo McManus for sharing their wisdom and experience—helping to shape the next generation of FMCG leaders!

Our Growth Pods provide a space to connect, learn, and gain insights from peers and industry mentors.