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Sales and Activity Results

Work experience

Feb 2013Present

Management Consultant

Jigsaw Partners

I set up my own company so I can consult primarily to the Financial Services Industry around two gaps I see in the market:

1. Technology and Sales

I help businesses to set up and implement CRM systems (Salesforce, Sugar and Zoho). My clients find it useful to have these systems set up for sales people by sales people. I provide management consulting around sales process, account plans, campaign management, strategy and management reporting as part of the service. I have built macros and CRM interfaces for a wide range of data including platform reports and external database interfaces.

2. Portfolio Management and Sales

I help clients to develop technical due diligence and sales material. In the past an investment specialist would filled this gap but increasingly funds no longer people on staff with both the technical investment expertise and marketing experience. I have also worked on research projects, ratings questionnaires and white papers for clients where they have become time critical or need a fresh view of what they have done in the past. I have done workshops, presentations and associated sales material to a couple of groups to bridge the gap between the portfolio management team and the advice proposition. Since February last year I have had 20 different clients on 28 difference projects which has given me a wide exposure to the industry which I have found valuable knowledge to add to my 26 years of experience.

Feb 2011Dec 2012

Investment Director

Standard Life Investments

Establishing and maintaining consultant relationships including:

  • Achieving and maintaining ratings.
  • Providing regular due diligence and data requirements.
  • Active contact to source opportunities.

Sales Management

  • Develop sales and marketing plans for products.
  • Identify campaigns and sales focus.
  • Run manager visits, pitches and site visits.
  • Move clients through sales process and sales cycle.
  • Developed dashboards and systems for reporting.

Key Achievements

  • Remodeled sales plans, process, due diligence material and systems
  • Achieved ratings with local consultants with multi-asset product
  • Developed key material around how our products could be used for solution areas such as post retirement
  • Designed and got approval for retail strategy
  • Results attached
Jan 2007Feb 2011

Institutional Sales - Associate Director

Macquarie Bank

Establishing and maintaining consultant relationships including:

  • Achieving and maintaining ratings.
  • Providing regular due diligence and data requirements.
  • Active contact to source opportunities.

Establishing new partnerships or products including:

  • Developing sales plan and running market testing.
  • Provide expected FUM targets and fee assumptions.
  • Developing new lines of business for existing managers.

 Sales Management

  • Develop sales and marketing plans for products.
  • Identify campaigns and sales focus.
  • Run manager visits, pitches and site visits.
  • Move clients through sales process and sales cycle.
  • Developed dashboards and systems for reporting.

 Key Achievements

  • In a reasonable short of period of time I have become well known to many of the key decision makers. To achieve this I had very clear planning and execution of various campaigns.
  • Remodeled sales plans, process, due diligence material and systems.
  • Results attached.

Education

Aug 2006Present

CFA

CFA Institute
Jan 1996Present

CFP

Chartered Financial Planning
Jan 2011Present

Education committee member

CFA Institute
Jan 2011Dec 2013

CFA Board Member

CFA Institute
May 2003Jan 2008

CFP Taskforce for Investment component

FPA Education

References

John Burridge

Winton Sales Asia

Alan McFarlane

Ex-CEO of Walter Scott

Damien Graham

Ex-Head of Macquarie Private Portfolio Management

Peter Rathjens

CIO Arrowstreet Capital

Grahame Mather

Head of Consulting - Mercer

Objective and summary

I have over 25 years experience in financial services and have experience in product development, investment management and sales management in both retail and institutional.

I have a strong technical focus to everything I do and prefer a solutions based approach to selling.

I have a strong network across Australian and NZ with a strong emphasis on the institutional market.

I am involved heavily in the industry with a board position on the CFA Society of Sydney and previous role on the CFP taskforce.

I believe strongly in a good CRM and sales process and currently providing consulting services to a number of groups around this capability.

I am looking for a role where I can utilise these skills and networks for my employer.

Thought Pieces

Acheivements and Skills

Skills

Salesforce and Zoho
Able to set up, implement and run as administrator for both of these CRMs.
Private Portfolio Management
Able to run asset allocation and implement direct investing across equities and fixed income using IRESS.
Coin and Xplan
Have developed and implemented Coin and Xplan for planning groups.
Manager Assessment and Due Dilligence
Have developed and implemented templates to research managers and provide due diligence across FI, Equities and Alternatives.
Sales
Have consulted to numerous groups around sales strategy and documentation as well as implemented for sales to consultants, retail researchers, institutions, dealer groups, platforms and advisers.