ROBERT THORPE
Asset Management - Distribution Leadership
Colchester
Summary
A FINANCIAL SERVICES PROFESSIONAL with 35 years experience establishing and leading sales and marketing with the UK asset management industry. A successful track record characterised by building or regenerating wholesale and retail channels to industry leading positions.
An inclusive leader and diversity advocate, nominated for ‘Mentor of the Year’ in the 2021 Investment Week, Women in Investment Awards.
Entrepreneurial and creative, passionate about formulating and executing strategic plans, creating new products and services, and developing business opportunities to exceed company expectations and securing industry leading positions. A track record of multiple successful business ventures and leading teams of professionals to maximise their individual success and securing their career ambitions.
Overview
35
35
years of professional experience
1
1
Certification
Work History
Founder and Managing Director
Distribution Alpha Limited
02.2023 - Current
- Dedicated independent consultancy set-up to advise C-level members of financial service firms in all areas of distribution strategy, primarily related to asset management within the UK.
- Business was established following approaches from board directors of a UK Asset Manager and major distributer.
- Strategic adviser of UK distribution to a number of businesses UK Asset Management as well as third party distributors
Managing Director, Head of Distribution, Intermediary, UK and Europe
BMO Global Asset Management/F&C Fund Management
12.2013 - 07.2022
- Note: Following acquisition in November 2021, appointed by Colombia Threadneedle as EMEA Head of Wholesale post-merger].
- Executive Board Director of BMO Fund Management Limited and BMO Investment Business Limited (AIFM)
- Member of EMEA Client Management Leadership Team
- Chair of Group TCF Committee
- Chair of GFI Group (Global Distribution)
- Member of Product Development Committee and Product Strategy Group
- FCA liaison for EMEA Intermediary distribution and marketing
- BMO GAM Spokesperson
- Joined in 2013 following a direct approach by F&C to rejuvenate UK distribution post corporate merger
- Responsible for UK distribution and marketing (30+ team)
- Given responsibility for Europe in 2018
- Responsible for the client management of circa £20bn AUM, circa £100m of annualised revenue
- Developed business to be the UK's 6th best-selling group by 2018 (source: Pridham, 2018 net sales) and top 10 net selling group in 2021
- Annualised sales growth each year (gross and net), tripling annual sales in 5 years
- Post the takeover of F&C and introduction of BMO to the UK Intermediary market
- Responsible for the UK distribution of 10 Investment Trusts and group boutique manager solutions
- Developed plan for ESG positioning for group as market pioneer, now accounting for over 50% of annual sales
- Responsible for launching Responsible Investment Overlay service into the UK wholesale market, securing £13bn relationship with one of the UK’s largest wealth managers
- Retained a number of key client relationships
- Contributor to UK industry trade press articles and editorials
- Budget holder for the UK and European Intermediary businesses
Director – Head of UK Retail
SARASIN & PARTNERS
09.2013 - 11.2013
- Following direct approaches by several fund groups post Cazenove acquisition by Schroders, joined Sarasin & Partners to develop their UK retail business.
Director – Head of UK Retail
CAZENOVE CAPITAL MANAGEMENT
08.2004 - 06.2013
- Headhunted to develop UK retail fund business for Cazenove Capital
- Built UK wholesale distribution assets to over £4bn from £50m, revenue growth from £300k to £24m pa
- Established Cazenove Capital as a leading retail fund group amongst UK advisers and distributers
- Distribution responsibility of the groups Private Client Discretionary Fund Management business
- Relationships with all key distributers, advice firms, fund of funds and leading banks and building societies
- Press trained and relationships with most industry press/journalists
- Group FSA liaison for UK sales and marketing
- Cazenove Capital was the industry’s 4th most supported fund group in Q4 2012, 7th overall for the year
- Established distribution arrangements for Cazenove Capital’s fund range with most UK life companies, fund platforms, retail banks and building societies
- Designed/launched multi-manager fund range to UK market, established distribution, and raised over £1.5bn in 7 years
- Founder of the Multi-Manager Forum – bringing together the industry’s leading multi-managers
- Recruited and developed UK wholesale sales team
- Took Cazenove to be top 10 supported fund group (7th) in the industry (Source Pridham, net sales, 2012)
- Press trained and approved Cazenove spokesperson
Associate Director – UK Third Party Distribution
NEWTON/MELLON GLOBAL INVESTMENTS
10.1999 - 07.2004
- Establish distribution arrangements for Newton Investment Management’s fund range amongst UK life companies, fund and wrap platforms, retail banks and building societies.
- Became the industry’s most widely available fund group via third parties with annual net sales of £500m, £2bn in AUM
- Responsible for negotiating commercial contracts with over 50 distributors
- Carried out sales and marketing activities across the UK
- Established relationships with senior individuals at each firm
Regional Investment Sales Manager
JP. MORGAN ASSET MANAGEMENT
09.1993 - 10.1999
- Trained and promoted through the business to Regional Investment Sales Manager
- Promoted funds to UK advisers and institutions
- Attended events across the UK including conducting presentations at conferences of nationals and network firms and 1-1 meetings
Trainee Financial Adviser
BLAND & SON
09.1992 - 09.1993
- Recruited to advise clients on the full range of financial planning opportunities
Sales and Administration Assistant
EQUITY & LAW/AXA
10.1988 - 08.1992
- Sales support to regional sales managers in their promotion to IFAs of the life, pension, and investment products of Equity & Law/AXA
Education
St Helena, Colchester
Public Speaking
An accomplished presenter. Press trained and experienced spokesperson/industry commentator
Personal Information
- Child Name: Oliver
- Child Name: Joseph
- Child Name: Edward
- Child Name: Bonnie
- Date of Birth: 03/14/1972
- Marital Status: Married
Affiliations
A member of the Institute of Directors
A member of the Chartered Insurance Institute
Certification
CII - FPC
Timeline
Founder and Managing Director
Distribution Alpha Limited
02.2023 - Current
Managing Director, Head of Distribution, Intermediary, UK and Europe
BMO Global Asset Management/F&C Fund Management
12.2013 - 07.2022
Director – Head of UK Retail
SARASIN & PARTNERS
09.2013 - 11.2013
Director – Head of UK Retail
CAZENOVE CAPITAL MANAGEMENT
08.2004 - 06.2013
Associate Director – UK Third Party Distribution
NEWTON/MELLON GLOBAL INVESTMENTS
10.1999 - 07.2004
CII - FPC
10-1994
Regional Investment Sales Manager
JP. MORGAN ASSET MANAGEMENT
09.1993 - 10.1999
Trainee Financial Adviser
BLAND & SON
09.1992 - 09.1993
Sales and Administration Assistant
EQUITY & LAW/AXA
10.1988 - 08.1992
St Helena, Colchester
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