ING Australia plans to boost profits by targeting “greenfield” advisers using sales-savvy business development associates (BDAs).
The newly-created job is described by ING Australia head of sales Kevin Canning as “a business development manager with training wheels”.
“We’re looking for a new breed. Someone who’s not afraid to knock on doors – we haven’t ruled out anyone,” Canning told InvestorDaily.
BDAs will pinpoint advisers who have ING Australia products on their approved product lists, but do not write business with the life office, and build a relationship.
Canning said the job was specifically targeted at greenfield advisers – planners previously unserviced by business development managers (BDMs) – to be their ING touch point and examine ways the life office could work with the business.
Each BDA is expected to bring 30 new advisers on board in the first year.
Four BDAs have started a two-year training program coached by a senior BDM and mentored by a senior sales manager. They will service New South Wales, South Australia, Queensland and Victoria.
ING Australia has another four vacancies for BDAs in Queensland, New South Wales, Victoria and Western Australia.
Financial planning staff, including advisers, paraplanners and account managers, will be considered for the job, as well as candidates from outside the industry.
BDAs will start on a competitive salary and then move up to the full BDM package after four stages.
“We’re looking to grow our own BDMs,” Canning said.
BDAs replace ING Australia’s eight-strong panel of phone-based business development consultants (BDCs). Three BDCs have started the BDA program while the remainder took other positions at ING.
