Michael Sutherland

Interest Rates, FX and Commodity Risk Management:

• Ranked 1st place nationally for IRRM client solutions generating 26% of national income (74% of NSW). (as at H1 2025)
• Highest conversion rate at 22% with 19 deals from 86 calls (6.1 per week)
• FY 23/24 results generated $1,079,000 total revenue which was 5th place nationally (underweight for opportunity set) across 29 deals (including 4 derivative deals) evenly spread throughout each quarter, demonstrating consistent efforts. ($76,746,000 hedge volume, average tenor of 4.7 years).
• 242 client calls for FY 23/24 placed 3rd nationally. Averaged 6.4 average calls per week is 30% above target.
• 1st place nationally for number of events presented with 14 for the year.
• Large promoter of the NAB brand in the community with regular presentations to CPA Australia, Newcastle University (Business Faculty) and the Australian Coal Preparation Society in the Hunter Region.

• 100% uplift in banker engagement and revenue uplift from referrals covering, Mid - Far North Coast and New England regions
• Increased client satisfaction by providing expert market analysis and personalized advice on investment opportunities.
• Created engaging presentations that effectively communicated complex market information to diverse audiences, facilitating better decision-making among stakeholders.

Financial Markets and International Trade Finance

• 1st place nationally for client solutions (143% of target for FY 2017/18)
• Acting 'National Head of Risk Management Solutions'.
• Successfully executed multiple syndicated deals.
• Published author which assisted in quality lead generation.
• Designed and implemented, national rollout of sales coaching program:

- Documentation, Scripting and process, trade risk management, recorded line requirements

- "Pitching skills and objection handling" training for sales staff

• Large contributor to much improved stakeholder education and collaboration for ROE enhancement

• 2nd place in NSW with 130% of year-to-date plan achieved at time of leaving as ranked against agricultural and metropolitan portfolios. This was a great outcome given the extensive regional travel commitments.
• Cultivated a culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.
• Achieved departmental goals by developing and implementing strategic plans and initiatives.

• 1st place nationally with 250% of target for H1 2014/15 which was a new record, covering commercial, corporate and property client segments.
• 100% Portfolio Manager engagement (highest among peers).
• 115% of sales target achieved for financial year ending 2012/13.
• Excellent feedback on presentations to customers and executive team.
• Multi-time winner of 'top performer' award for significant transactions.
• Increased employee satisfaction, providing regular coaching and feedback sessions.
• Championed continuous improvement initiatives to drive operational excellence within the organization.

Formerly HBOS Treasury Services

• Established a referral network that led to 400% sales growth over 3 years
• Initiated and conducted the National FX Sales and Options workshop
• Implemented new training programs for staff, leading to higher employee retention rates and better overall performance.

• 166% of plan FY2005/06 with highest calling quota nationally.
• FX derivative champion for NSW and QLD business units.
• Established reputation for high work ethic, consistently scoring well in peer reviews.
• Boosted client satisfaction rates through exceptional relationship management and prompt resolution of issues.
• Expanded into new markets, conducting thorough market analysis and establishing key local partnerships.