Annqua Murray
Sydney,NSW
Summary
I pride myself on being an extremely well presented and an experienced sales specialist, with over 16 years' experience in Insurance, of which 13 have been as an on the road BDM in Australia within the advised channel.
I am bubbly, technically knowledgeable, and have a strong network of contacts.
I am also entrepreneurial, having taken two years out of my life insurance career in Australia, to help my husband build his business.
After two years, I decided to return to life insurance as I am very passionate about the life insurance industry and the value of advice in ensuring that Australians are protected.
My key strengths are:.
Sales and Relationship Management: I have a history of being able to meet and exceed sales targets on a consistent basis.
I pride myself on my ability to relate to advisers and build strong rapport quickly, and turn this into lasting relationships.
Throughout my career in Australia, I have also developed relationships with Advisers across AMP, ANZ licensees, YBR, Charter, Securitor, Magnitude, Thread Needle, and HBL Wealth amongst others.
Technical and Industry Knowledge: I pride myself on my technical knowledge of products and the industry.
When I join a new organisation, I will spend time getting to know the product in detail, so that I am able to utilise this knowledge to find the best possible solutions for my advisers.
In my previous role, I was treated as a mentor on the Zurich products, which meant my peers came to me with technical queries and I was responsible for running product training sessions for new starters.
Resilient: I am an extremely resilient and motivated individual.
I am not afraid of being turned away, nor do I let that get me down.
I will follow up with those who are not open to meetings, yet I am also able to identify when to continue building a relationship and when to walk away, so as not to waste time and company resources.
I often utilise PD days and/or conferences to broaden my network and meet those who have said no to an initial meeting.
I have found that this is a good strategy to utilise to turn a no into a yes.
Team player: I thoroughly enjoy working in a team environment and always offer to help out my peers when I can by doing additional presentations or project work.
Having said this, I am also comfortable working autonomously out on the road.
Overview
19
19
years of professional experience
Work History
Business Development Manager
Challenger Limited
Sydney, NSW
08.2023 - Current
- Developed strategic partnerships with advisers and licensees to ensure the best and most efficient business practices.
- Developed and implemented strategies to increase sales and market share.
- Attended PD Days and conferences to network with potential advisers and their practices.
- Educated advisers and their support staff on the retirement and aged care strategies and products at Challenger.
- Engaged new advisers to start utilising these strategies for their retiree and aged care client base to improve longevity outcomes for their portfolios.
- Achieved the new business target for the financial year in my first year at Challenger.
Business Development Manager
La Trobe Financial
Sydney , NSW
03.2020 - 07.2023
- Conducted industry research and analysis to identify new business opportunities to grow the La Trobe Australian Credit Fund.
- Identified potential advisers, built relationships, and trained support staff on the metrics of the fund, including historical performance and portfolio management
- Engaged new licensees to include LTF on the APLS from start to finish.
- Developed and implemented strategies to increase sales and market share across advisers and licensees
- Ran training sessions with practices on the snapshots and metrics of the fund, including underlying asset classes
- Hit sales target and budgets year on year, as well as ran the NSW Sales Team for six months during recruiting process for new staff.
Business Development Manager
Zurich Financial Services
01.2017 - 02.2020
- Prospect new sales opportunities - finding and developing new advisers and practices into mutually beneficial accounts.
- Present education seminars
- Provide detailed support to Financial Advice Practices via face-to-face appointments, teleconferences, phone conversations and emails.
- Assist with training and development as required, to ensure that Advisers are confident in selling life insurance products.
- Arrange functions and host networking events for my advisers when required, as well as workshops, and present education seminars.
- Maintain comprehensive product knowledge across all of Zurich's offerings as the primary contact for advice businesses.
- Identify risks within advice practices and report inappropriate business practices.
- Present and represent Zurich at PD Days and conferences.
- Create and run local campaigns to grow Zurich's brand within the industry
- Researching potential customers and suppliers
- Cold calling
- Developing relationships
- Securing new business opportunities for customers and suppliers
- Development of partnership agreement, resulting in $2.225m investment in the business.
- Increased target of existing panel from 32% to 96% in 9 months.
Office and Sales Manager
North Shore Gates and Louvres
08.2014 - 12.2016
- Setting up back office process and procedures
- Design and implementation of marketing materials, including website, brochures and sales materials
- Management of finance and accounting.
- Finding new accounts and long term clientele for the business
Client Development Manager
AIA Australia
09.2013 - 08.2014
- Prospect new sales opportunities - finding and developing new advisers and practices into mutually beneficial accounts.
- Arrange functions and host networking events for my advisers when required, as well as workshops, and present education seminars.
- Provide detailed support to Financial Advice Practices via face-to-face appointments, teleconferences, phone conversations and emails.
- Assist with training and development as required, to ensure that Advisers are confident in selling life insurance products.
- Maintain comprehensive product knowledge of AIA's offering as the primary contact for advice businesses.
- Identify risks within advice practices and report inappropriate business practices.
- Present and represent AIA at PD Days and conferences.
- Create and run local campaigns to grow AIA's brand within the industry.
Sales Development Specialist
TAL
03.2011 - 09.2013
- Customer Retention Specialist.
- Proactive development of advisers through a phone-based approach.
- Contribute to the growth of TAL's market share and new business sales targets
- Work closely with Strategic Accounts to identify new business opportunities
- Adviser training through web-based seminars
- Point of escalation for advisers and practice managers with internal stakeholders including claims, underwriting and account queries.
- Manage internal and external expectations by balancing client's best interest, business outcomes, business processes and compliance.
- Customer Retention Specialist Make contact with customers and their advisers for overdue premiums.
- Develop and maintain on going and positive relationships with clients, advisers and 3rd parties alike to contribute to a positive outcome to retain business
- Assist both clients and advisers in providing policy information and alteration requests
- Process payments, update billing requirements and organise payment plans
- Plan and manage own workflow to meet set KPI's daily
- Support other areas of the business unit when directed
- Actively analyse problems as they arise and seek a positive outcome where possible
- Participate in ongoing training to ensure skills and industry knowledge is kept up to date.
Commercial Account Manager
Compendium Insurance Group
, South Africa
07.2007 - 03.2011
- Underwriting of new commercial risks, including Fire, Theft, Business Interruption and Motor Fleet insurance
- Maintain active levels of cover year on year
- Amendments of existing risks and renewals
- Build relationships with clientele to ensure complete trust is maintained throughout each renewal process
- Insurance of consignments on an ad hoc basis
- Performed risk exposure analysis and annual reviews of accounts, increasing retention of current clients.
- Pursued payment requests on past due accounts, utilizing credit and collection policies and requested cancellations as needed.
- Assessed client needs, provided quotations and made recommendations for insurance requirements.
- Assisted clients with completing claim requests, facilitated prompt response from carriers and followed up with claim status.
Commercial Underwriting Consultant, Office Manager
Brokersure Insurance Brokers, South Africa
04.2006 - 07.2007
- Generating of quotes
- Underwriting
- Commission statements for consultants
- Management of financials including month end run, bordereaux and processing of refunds and RD's on Cardinal
- General office duties
- Created training program for new office employees, decreasing training time 30%.
- Increased office organization by developing more efficient filing system and customer database protocols.
Education
Diploma of Financial Services - Financial Services
Kaplan Professional
Sydney10.2012
Skills
- Business Development
- Practice Development
- Cold calling
- Technical and Product Knowledge
- Time Management
- Networking
- Presenting and Hosting Workshops
- Building Rapport
- Relationship Management
- Researching
- Sales
- Strategic
Timeline
Business Development Manager
Challenger Limited
08.2023 - Current
Business Development Manager
La Trobe Financial
03.2020 - 07.2023
Business Development Manager
Zurich Financial Services
01.2017 - 02.2020
Office and Sales Manager
North Shore Gates and Louvres
08.2014 - 12.2016
Client Development Manager
AIA Australia
09.2013 - 08.2014
Sales Development Specialist
TAL
03.2011 - 09.2013
Commercial Account Manager
Compendium Insurance Group
07.2007 - 03.2011
Commercial Underwriting Consultant, Office Manager
Brokersure Insurance Brokers, South Africa
04.2006 - 07.2007
Diploma of Financial Services - Financial Services
Kaplan Professional
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