THE BUILDER.Building Distribution to align with Strategy.At each step of his career, he has built from essentially nothing. His knowledge and insight stems from his extensive industry experience as an advisor, sales manager and then through various training and leadership roles both within the career and independent distribution channels. in the spring of 2005, he was recruited by Sun Life’s wholesale distribution business. The mandate was clear and concise, rebuild distribution and grow market share. “It all starts with strategy and without one, you will not be able to hold leadership accountable to the execution” – D. Gray. His strategic vision and natural ability to foster a culture of service and engagement, positioned the organization for success and to differentiate within a very competitive marketplace. David’s passion for the development of key distribution processes and best practices created the framework for sustained growth. Developing wholesalers to focus on case work with advisors to help them grow their business was the key focus. It was understood by each member of the entire team that delivering on a clear Value Proposition is critical for success. Throughout the 12 years of his tenure at Sun Life, employee engagement in David’s business unit was consistently at the top within the entire Sun Life global enterpriseFor David, setting his team up for success is as simple as knowing what has to be done, creating the right process and then allowing them to execute it. It all comes from his core purpose: to call upon my 40+ years of experience to take people further than they could go on their own.In David's 12 years, Sun Life’s wholesale distribution business grew from $8-million to over $225-million of premium and 20%+ market share.As of 2017, a new role: as a Partner at the consulting firm, Advisor21. Their strength and experience are focused on aligning Strategy with Distribution to position companies, distributors, and advisors, to build their unique Value Proposition.2022 brings a new and exciting opportunity as David joins Jennings Consulting, to further present an opportunity to stay engaged and offer his extensive experience to help clients solve complex problems. Over the past 5 years, he has had the time to build a unique process and work with clients focused on aligning their strategy to distribution. He now has the opportunity to expand his reach across the industry.David Gray lives in Toronto, has two grown children, has been with his wife for more than 50 years, and admits to still being a little bit driven.