ING hones adviser distribution focus

By Craig Phillips

ING Australiahas revamped its sales and distribution management structure to sharpen its focus on specific adviser distribution channels.

The group has assigned managers to focus on each of its major adviser distribution channels — ANZ, boutiques/non-aligned advisers and national firms. Previously all areas were collectively the responsibility of the national sales team.

ING has also created two roles as part of the changes — a head of states and operations and a head of national product distribution.

Executive director sales and national distribution Charles Smith will oversee the new structure and take responsibility for revenue targets and overall sales performance.

His team consists of Grant Pearson, who is responsible for boutiques and non-aligned advisers, John Suter, who is taking up the role of head of states and operations, and Roslyn Shirlaw, who will drive product distribution across all major channels in her capacity as head of national product distribution.

“This new structure and channel focus meets the challenges of a rapidly changing and maturing industry. Particular channels have particular needs that require specialist servicing” Smith says.

The group is conducting a recruitment search to fill the ANZ and national firm roles.

“The industry has developed into broadly differentiated sectors and we believe our more specialist approach positions us well to respond to the new environment and create new opportunities,” ING Australia chief executive officer Paul Bedbrook says.