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Management

Work Experience

Over 15 years senior management experience in the corporate and retail financial services sector (life insurance, fund management, and private banking). Operated as Head of Function and as an internal and external consultant for over 10 years. Responsible for the development and successful execution of a range of commercially significant initiatives; bringing products to market, building distribution and extracting value from existing product portfolios.

A wide range of management skills developed and honed in blue chip financial services companies. Adept at operating at Director and CEO level. The proven ability to innovate and turn concepts into plans and goals into achievements from setting up green-field asset gathering operations to growing existing business lines.


EMPLOYMENT

CGNU ( life, pension and investment services) – 2000 to 2000

Head of Distribution – Norwich Union International – 02.00-11.00
Appointed to this position in Dublin at the start of trading of this Internet enabled operation:
Executed the launch programme for two single premium investment products (one multi-manager) to the UK market through the parent IFA distribution channel. Operation accessed new distribution and achieved new business and profit objectives.
Launched on time a unit linked single premium investment product (multi-manager) to Italian nationals through a newly established distribution channel. Secured further distribution outlets and built sales growth to secure market position.
Recruited a team of nine commercially focused and empowered sales managers.
Developed relationships with external fund managers, including: Fidelity, Merrill Lynch and Schroders; set performance and cost objectives and reviewed fund selection criteria.
Leveraged investment in Internet capability through initiatives with distribution partners.
Co-authored and presented five-year plan which identified that the business is on target to achieve low-cost/high-volume (multi billion £) asset gathering objectives.
Fulcrum (interim and project management services) – 1998 to date

Managing Director - 09.98 - to date
Set-up independent consultancy, specialising in business development, sales and marketing in retail financial services. Client assignments carried out to date include:
Royal Sun Alliance - a market entry study which lead to the successful entry of a European market.
Norwich Union – retained in an interim management capacity to manage the UK and Spain Sales and Marketing project of a major feasibility and implementation programme.
Norwich Union – initial 60-day contract extended to 15 months and invited to apply for a senior management position with Norwich Union International.

Eagle Star Group ( life, pension and investment services) - 1987 to 1998

Institutional Business Development Manager - Eagle Star European - 08.97-06.98
Seconded to this IFSC company to strengthen the senior management team and to develop and implement a new distribution channel for the Swedish investment market:
Conducted market analysis that identified the opportunity for the development of a new multi-manager single premium investment product, initially for the Swedish market.
Instigated agreements with three major international banks for transacting retail fund management business, resulting in the establishment of a new distribution channel.
Realigned the business to secure a 12% market share through the Swedish institutional and IFA distribution channels.

Business Development Manager - British American Financial Services - 09.96-07.97
Management of the sales and marketing projects of the amalgamation programme for four trading companies in the British American Financial Services group of companies:
Performed a strategic review of the sales and marketing functions of the companies, proposed and agreed new management structures, resulting in required cost savings.
Identified profitable opportunities to grow the business by launching products from the existing extensive product portfolio to major new UK IFA and DSF distribution channels.
Examined the potential for the development of a line of international business in an EU country and developed a business plan that was approved and adopted by the Group.

Business Development Manager - Eagle Star Group - 01.95-08.96
Brought in to strengthen the existing management team of this life/pensions and general insurance programme in the liberalising Indian insurance market:
Controlled relationships with the Indian Government departments preparing new legislation for the liberalisation of the insurance sector in this market of one billion.
Established and managed press relations and community affairs programmes with objective of building brand awareness in this developing market.
Executed groundbreaking market research project to identify potential customers, product requirements, purchasing dispositions and identify key/profitable segments.

Business Development Manager - Eagle Star International Life - 01.92-12.94
Project management of a range of commercially important international business development projects:
Negotiated with a leading member of the Saudi Royal Family, his business advisers and lawyers, for sponsorship of a life insurance operation in the Kingdom.
Managed a life operation establishment project from feasibility study to joint venture negotiations with a leading Russian insurance company. Secured Group support.
Conducted an appraisal of the Polish market and lead negotiations with potential joint venture partners, including international banks, domestic banks and insurance companies.
International Manager - Eagle Star International Services - 01.90-12.91
Managed a series of international development projects with particular responsibility for the generation of development strategies based on appropriate research, analysis and appraisal:
Investigated the markets for an IFSC treasury management company and implemented a development strategy. Funds under management of £2 billion achieved in 18 months.
Seconded to work with the CEO and directors on an international business re-engineering and investment plan that secured investment of £15 million of additional capital.
Recruited a business development team with an annual budget of £1 million. Defined objectives, established budgets, set-up systems and recruited key professional staff.

Sales and Marketing Manager - Global Assets Fund - 12.87-12.89
Management of the distribution channel, product development and marketing operations for this start-up operation:
Launched the first U.C.I.T.S authorised umbrella fund in the UK. Launched products to two sales forces. Growth of funds under management to over £1 billion.
Established the sales and marketing functions and recruited appropriate teams to support the umbrella fund and allied portfolio management service.
Managed the development of product and distribution strategies for the Luxembourg based international fund management operation.

Hill Samuel Investment Services (life, unit trust and banking services) - 1983 to 1987
International Manager - Hill Samuel Professional Adviser Services - 11.86-11.87
Area Manager - Hill Samuel Professional Adviser Services - 04.86-10.86
Assistant Life Products Manager - Hill Samuel Life Assurance - 07.84-03.86
Marketing and Technical Assistant - Hill Samuel Life Assurance - 06.83-06.84

Sedgwick Group (international insurance brokers) – 1981 to 1983
Superintendent - Sedgwick Group - 10.82-05.83
Insurance Technician - Sedgwick Group - 01.81-09.82


Personal details
Date of birth: 08.09.57.
Health: Excellent.
Marital status: Divorced.

Interests
Activities: Circuit training, running, cycling.
Hobbies: Manager youth basketball team.

Education

Diploma: Chartered Institute of Marketing.
Associate: Chartered Insurance Institute.
Degree: BSc Applied Economics.
‘A’ levels: Three.
‘O’ levels: Eight.

Key training and development
Managing Strategic Partnerships and Alliances: INSEAD.
Strategies for Eastern Europe: INSEAD.
Business Development for Senior Executives: Ashridge.
Management of a financial services business: Eagle Star.
Project Management: Black Mountain.
Negotiation: LDL.

Skills

Business: generating, developing and implementing successful business growth initiatives for markets in the UK and internationally.
Commercial: negotiating and maintaining relationships with distributors, partners and group companies, including objectives for: business volumes, profitability and service levels.
Sales: management of multi-channel distribution: independent financial adviser, institutional sales and direct sales force; from day-to-day sales management to strategic development.
Marketing: product development, internal and regulatory approval and distribution channel launch. Use of full marketing mix to achieve profit and market share objectives.
Financial: preparation and control of annual budgets, as well as statutory and group new business reporting in conjunction with accountancy and actuarial functions.
Relationship: management of relationships with internal and external customers and strategic partners throughout the value chain within the financial services industry.
Project: managing projects from concept development, to feasibility study, through implementation, to day-to-day operation; within budget and on time.
People: recruiting, motivating and controlling teams to meet objectives and deadlines.
Communication: effective speaking, writing, presentation, IT and inter-personal skills.

Languages

None

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