BDM of The Year - John Negri

A passion for business and a keen desire to promote financial education has helped John Negri, BDM at Perennial Investment Partners, secure the coveted prize of the 2010 Money Management BDM of the Year Award.

Industry dynamics and a passion for business and the investment markets have been the driving force behind John Negri’s longstanding career in financial services.

Crowned the 2010 Money Management BDM of the Year winner, Negri was praised by judges for his sheer devotion to the industry.

“John has been successfully building adviser relationships for 14 years, which demonstrates [his] commitment and consistency. He also prides himself on his industry knowledge, which he shares freely with advisers to assist in their dealings with clients.

"What impressed me was John’s ambition and determination to do a great job of being a BDM. He has tremendous respect for advisers, and is proud to be involved in financial services,” says judge and last year’s BDM of the Year, Denise Rodger from Asteron.

Negri scored his first role as a BDM in June 1996 with National Mutual in Victoria, where he was responsible for the firm’s distribution of investment capabilities to the independent advice market. Since then he has held a number of roles in the industry.

In March 1998 he moved to Sydney, where he carried out the same role until November 1999, when he joined ANZ as a BDM and was responsible for the distribution of investment product lines.

Between February 2002 and November 2009, Negri worked as a senior BDM and channel manager for ING, predominantly distributing platform solutions, as well as some of ING Investment Management’s asset management capabilities.

The role also entailed some management responsibilities but the primary focus was sales, he says.

In November 2009, Negri left ING to join Perennial in his current role, where he helps advisers build portfolios for their clients.

John says he enjoys being a BDM because it allows him to interact with people who share his interest in business and the investment markets.

“There are many things to like and many things that have kept me attracted to our industry,” Negri says.

“To be able to interact with people with the same interest is a real bonus. The industry dynamics, product evolution, legislative and investment markets are always changing — which keeps you fresh and mentally challenged.”

What Negri values most is the interaction with clients and the fact that he is helping to educate consumers.

“I get satisfaction from helping clients. Even though we are not saving lives we are doing our part to [address] the financial illiteracy of Australians.

"Meeting and being involved with some really dynamic business people puts you in a privileged position to use that information to impart into those businesses that need it,” he says.

Negri says despite recent challenges, working in the financial services industry is highly rewarding. But he stresses the need for continued development.

“We have the most mature financial services industry in the world and we have a lot to be proud of. We have helped to improve financial literacy and the number of Australians getting financial advice, although we still have a lot of work to do.

“That said, financial advice is better now that it ever has been and product evolution has enabled clients to get more investment choice. This industry employs a lot of people and continues to grow and be an important part of our economy,” he says.

State Winners

New South Wales - Lyndall James, ING Australia

Lyndall James was appointed investment BDM at ING in September 2009 and is responsible for developing and growing existing adviser businesses using ING platform and investment funds.

Since assuming the role, she has successfully launched the new ING MoneyForLife funds to the NSW market and adviser inflows have increased.

Prior to joining ING, James worked as an investment BDM for National/MLC for four years and as an adviser business specialist and platform distribution manager at MLC for two years.

She has also held a number of roles at Commonwealth Bank, Associated Planners and AXA. James relishes the broadness and challenges of her role as a BDM, but says the most rewarding component of her job is the relationship she forges with her advisers, their staff and clients.

Western Australia - Lachlan Haughey, Rewards Group

Lachlan Haughey has worked as the WA state manager for Rewards Group since January 2010.

He is responsible for working with advisers and accountants to provide solutions for the effective portfolio and taxation management of their investments, as well as assisting planners and dealers to build their businesses.

He previously worked as national BDM and technical manager for APA Financial Services from November 1999 to July 2009.

Haughey says he enjoys his role immensely: “A BDM role is not just a sales position; it really is part of working in partnership with your key contacts to improve their business as well.

The job satisfaction that you can get by assisting to grow businesses and derive real enterprise value growth is fantastic.” He says one of the major successes in the financial planning industry is the move towards professional standards and although it is still ongoing, its development is crucial.

Queensland - Justin Carroll, Macquarie Group

After spending a couple of years as a financial adviser, Justin Carroll made the move to Macquarie in 2001, working as a business development consultant within a phone-based sales and support team.

After a year, he moved into the Macquarie Wrap sales team as training and relationship manager (TRM), which he says gave him the opportunity to discuss the ways in which Macquarie Wrap could improve efficiency in its back-office.

After two years as a TRM, Carroll was promoted to BDM for Macquarie Wrap, Queensland, where he has worked since 2004. He is responsible for the investment, superannuation and pension offerings for Macquarie’s platform business across the state.

Of his position, Carroll says: “I enjoy taking accountability as a BDM, working with advisers in a multi-faceted, consultative and mutually rewarding partnership.”

South Australia/Northern Territory - Vilma Attanasio, ING Australia

Vilma Attanasio is currently distribution manager SA/NT of life risk for ING Australia. Prior to assuming her current position, she held a variety of roles at the firm including business development manager, business development consultant and business development officer.

Before joining ING she was head of agency/commissions at Aviva, where she was awarded the rising star of the year award. Attanasio says the most satisfying element of her job is seeing solutions work and helping to understand and develop adviser practices by providing solutions and strategies.

Attanasio won BDM of the Year in 2008 and 2009 with ING Australia and is proud of having increased ING’s market share in South Australia from an average of 8-10 per cent to 21 per cent.