AIA NZ has announced it’s strengthening its distribution leadership, and adviser support model, with a series of senior appointments.
The insurer says it has appointed Matt O’Rourke as Head of Strategic Accounts and Retail; Travis Higgins as Head of Aligned Advice; and Kushla Glauser as Head of ASB Partnership.
AIA NZ also has new national sales leadership with Nick Brunner appointed as National Sales Manager – Retail, joining Pippa Leydon, National Sales Manager – Strategic Accounts.
Chief Distribution Officer Jonathan Beale says the changes reflect a focus on scale, impact and delivering greater value to advisers.
“I have spent the past few months getting my feet under the desk, listening to advisers and our teams, and taking a close look at how our distribution model sets us up for the future,” he says.
“We are now making some deliberate moves to ensure we are well placed to support advisers, deepen strategic partnerships and accelerate growth.”
AIA says Matt O’Rouke brings banking and relationship management experience, most recently as Senior Partner within BNZ’s Commercial Agri and Business Banking team. Prior to BNZ, he spent 35 years at ASB, including as Head of Private and Premium Banking.
Beale says O’Rouke is a respected leader with a track record in working with complex, nationwide relationships. “His energy, commercial mindset and understanding of distribution will be a real asset.”
AIA says Travis Higgins appointment as Head of Aligned Advice, reflects the strategic importance of this channel to AIA NZ’s long-term growth.
It says he is well known across the business and adviser community, with 18 years’ experience at AIA NZ spanning Claims, Underwriting, New Business and Existing Business leadership roles.
Beale says Higgins brings deep operational knowledge and a collaborative leadership style. “He understands what advisers need to succeed and I’m confident he will continue to lift outcomes for aligned advisers and their clients.”
Kushla Glauser joins AIA NZ from Tower, where she is currently Head of Brand and Acquisition Marketing. She brings more than 15 years’ experience across growth, customer acquisition and partner-led distribution within regulated financial services environments.
Beale says Glauser is well regarded for her digital, marketing and commercial experience “…and will play a key role in supporting consistent, high-quality distribution outcomes.”
New national sales leadership
The company says both Nick Brunner and Pippa Leydon are widely known and respected across the market.
Brunner moves into retail distribution after time spent as AIA NZ’s ASB National Sales Manager and brings banking and intermediary experience to the role. Leydon brings deep relationships and insight across the adviser landscape.
Beale says these appointments add credibility and experience to the firm’s sales leadership. “They know the market, they know advisers and they know what good support looks like.”
Refined Distribution Support Model
Alongside the leadership changes, AIA NZ says it has completed a review of its distribution operating model, introducing “…a clearer, more focused approach to adviser support.”
“Under the refined model, Strategic Accounts will represent AIA’s highest‑value nationwide adviser groups and will receive coordinated, cross‑functional support through dedicated panels focused on enterprise‑level growth.
“Retail advisers will be supported through regionally aligned panels, with resourcing guided by clear value and activity criteria. This approach sharpens the focus of Business Development Managers to where they can add the greatest value.”
Beale says the intent is simple. “To be very clear about where we focus our effort, to show up in ways that genuinely help advisers grow and to build partnerships that last.”