Alastair Caw

Established Marlborough propositions with professional UK fund buyers, aligned to strategic growth plan. Inc single strategy, multi asset, ACD ( IFSL ) and Select Platform.

• Delivered UK plan to interact with institutional clients, wealth managers, discretionary clients and UK ratings companies.
• Consider gaps in proposition, aligned to market research on client buying patterns and Marlborough capability. Key interaction in launching Global Essential Infrastructure strategy ( Sept 22 ) in UK UCITS.
• Delivered insight, structure and strategy into professional fund buying requirements.
• Delivered Marlborough for first time to research functions at AJ Bell, Interactive Investor, Fidelity, RBC Brewin Dolphin, Rathbones/Investec, Jupiter AM, CTI, abrdn, Morningstar, Square Mile, FE Fund Info as well as multiple asset influencers and commentators.

• Steward of £28B AUM, £6B annual fund sales target - £145M annual revenue.
• Led team of 14 UK BDM, 3 telephone BDM and 4 UK client support staff. Team truly diverse in experience and nature.
• Formal delivery of team and individual KPI, accelerated team CRM use, built career progression for BDM, supported mentoring aligned with corporate objective and values.
• Salesforce leader. CRM system used to support consistent client interaction, constant client outcomes aligned with regulations and controls.
• Coordination of UK client facing strategy. Oversight of sales activities, account management with professional and direct fund buyers. Includes, wealth managers, multi manager, banks, IFA, IFA platform, direct to consumer platform and UK ratings companies.
• Forensic control over expense and marketing budgets to meet corporate financial targets.
• Focus on regulatory environment with multiple interactions with Financial Conduct Authority - on core values, complex product, property and AMMS value for money survey.
• Key internal relationships - investment teams, fund boards, formal committees, GCO, risk and compliance, to shape policy, product development, RFP, marketing and sales structure.

• Management responsibility for team of six UK BDM in discretionary channel, with direct client responsibility.
• Owner of team structure, setting KPI, mentoring, leadership and wellbeing.
• Lead internally on use of Client Relationship Management system - Salesforce. Developed appropriate KPI to support sales strategy. Use of client segmentation to prioritise focus.
• Consistently exceeded annual gross fund sales targets of £3 Billion and annual net sales targets of £500 Million.
• Improved profitability by developing sales, marketing approach and business plans according to market trends, customer and regulatory expectation.

• Turned around underperforming South East and London sales territory for AM unit - driven by start up multi manager business.
• Built profitable multi manager business from zero AUM to £2.5 Billion over 4 years. This with team of 5 UK Sales colleagues.
• Developed national programme of client events as part of sales and marketing programme. Aligned with increasing client numbers using multi manager solutions.
• Built content and delivered this nationally to UK advisers with UK sales team and fund managers. Presented to 2500 clients annually, supported with focussed events, marketing and 1-1 engagement.
• Managed existing client relationships with discretionary and advisory UK clients, giving access to global investment strategies.
• Tiered contact structure to ensure sales focus in line with strategic expectation and KPI's.