Macquarie Business Banking was seeking to significantly grow its client base and scale up the client management model that provides tailored financial solutions for firms in the property, professional and business service industries to sole practitioners and corporate professional firms to help them grow and meet their goals. My role was to provide executive management of the business banking’s largest portfolio including strategy planning, people leadership, portfolio growth, client retention and risk management along with being the business owner & project manager of a strategic transformation project to develop a scalable client management model delivering a market leading client experience along with superior risk adjusted returns.Achievements- Led the foundational thinking, design, and initial project implementation of the business wide strategy to develop a scalable and profitable client management model collaborating with business heads, credit, risk, treasury, product, and distribution teams.- Delivered high levels of team performance, resulting in increase in client numbers, revenue growth, high levels of client retention and consistently outstanding client and employee engagement scores.- Conception, development, and execution of Business Banking's first data led sales campaign led to an significant increase of loan and deposit footings over a 12 month period.

Working with SME businesses to help them grow and focus on what they do best. Management of a national team encompassing relationship managers, account executives and credit analysts, providing working capital, cash flow and property lending, transactional banking, payments and software integration to clients.Achievements- Aligned a diverse group to create a high performing sales team that delivered client, revenue and profit growth above the business and industry average.- Created a “Thought Leadership” client engagement approach leading clients through digital disruptive evolution of their industries.- Established a national “High Priority Client” management framework.- Created a quantitative model for Sales resourcing to increase productivity and reduce costs.

My role was the origination, development and leadership of specific industry strategies and partnerships across the Built Environment, Financial Services, Legal and Health industry segments to drive increased client acquisition and business growth.Achievements- Led the conception, formation, and growth of a new industry segment (Built Environment) providing growth funding for M&A, succession and property finance as well as payments and technology integration to infrastructure, engineering, architectural firms. This was the first industry segment developed in many years and quickly established a market leading position leading to a fast growing highly profitable portfolio.- Developed specific industry sales strategies and partnerships that delivered significant growth across the Built, Financial Services, Legal and Health segments.- Led the client facing activity with industry partners in the engineering, legal, financial services and health sectors to increase the contribution of these segments to business profitability by a significant amount over a 2 year time frame.- Introduced a ‘whole of business’ mindset to the partnership space incorporating offers from the broader Banking and Financial Services Division including Private Banking, Premium Funding and Personal Banking.

Creation and leadership of Business Banking’s first dedicated team of business development managers providing cash flow and property lending, transactional banking, payments, and software integration to SME clients.Achievements- Grew the business by originating and onboarding a significant number of new to bank clients over 4-year period.- Designed and implemented a sales coaching framework on a national basis which delivered large increases in conversion and settlement rates.- Jointly responsible for the development of enhanced sale metrics to provide insight to sales leaders leading to a doubling of accuracy of sales pipeline and forecasts.- Sole lead for coordinating a national approach to referrals between Business Banking and Private Banking through initiatives such as regular structured meetings with leading Private Bankers, presentations to Private Banking teams and Wealth Advice teams nationally which significantly increased the quality and quantity of leads generated in both directions.

Management of sales teams across wealth management and business banking delivering the full suite of products and services including managed funds, online trading, direct mortgages, mortgage broking and business banking.Achievements- First person to run successful teams across private wealth, adviser services and business banking concurrently.- Scored significantly above the division average in My Leadership Challenge.- Outperformed revenue and profit forecasts in consecutive years across all teams.- Achieved the highest engagement score in Banking and Financial Services.- Macquarie Award winner for developing and launching successful sales coaching programs across the advice spectrum for financial advisers, BDM’s and direct sales staff increasing lead generation, enhancing sales process and delivering more accurate pipeline management.

Management of investment and online trading sales and service teams delivering investment products and platform services to clients and advisers. These included capital raisings for IPOs, LICs, hedge funds with a focus on domestic and emerging markets.

Distribution of structured financial products to high net worth and wholesale clients including stockbrokers and financial advisers. Asset classes sold included Australian and International equities, direct and listed property funds, commodities, managed funds, hedge funds, IPO and cash.