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Business Developer of the Year

2016
Philip Anker

Philip Anker has played a pivotal role in the successful development of Insight Investment since joining as head of global distribution in June 2013. During this three-year period alone Insight’s assets have swelled from £255 billion to £440 billion, making it the third-largest manager of pension fund assets in the UK. Specifically, its multi-asset strategy has grown from £700 million to almost £5 billion in the period. In 2015 Greenwich Associates named Insight as one of three “quality leaders” on client service. The same year, 40% of the firm’s net inflows came from mandate extensions – a sign of strong satisfaction from existing clients. Anker joined Insight from Paloma Partners, the US multi-strategy hedge fund, where he spent four years as head of investor relations and business development. Previous experience also spans senior roles at The Blackstone Group and Citigroup Alternative Investments. He began his career with Deutsche Bank in New York and London where he rose to co-head of absolute return strategies for Europe and the Middle East.

Andrea Favaloro

Favaloro, global head of sales and marketing, successfully led the growth of Generali Investments’ third-party business across Europe in the past year. For the 12 months to May 31 he oversaw a sales push which resulted in the capture of €1.2 billion in net new money from external clients, boosted by the Bank of Italy granting Generali a license to set up shop in the UK and Nordic regions in September 2015. Favaloro was also in charge of the reengineering of the firm’s main fund platform, its Sicav range, which involved the creation of new share classes, the closing of other funds and the redesigning of fund prospectuses to better respond to the needs of institutional clients. He has added sales expertise to the team in continental Europe with the hires of Paolo Casadonte and Michael Steiner to head its Italian and German sales departments in 2015. Favaloro also looked to improve his existing business development team with the launch of a sales workshop which was attended by more than 30 employees which, in total, lasted for about 10 days.

Christophe Girondel

With Girondel as global head of institutional and wholesale distribution at the €191 billion manager, Nordea has regularly topped the fund sales charts in the past 12 months. The Norwegian manager has now featured among the top 10 providers for fund sales across Europe for four consecutive years, according to Morningstar. Indeed, it is the only European asset manager to have done so in this period. Morningstar figures show that the firm’s Nordea-1 Stable Return fund, a multi-asset product, gathered net new assets of €5.2 billion during the 12 months to the end of May, equating to an organic growth rate of 84%, which Morningstar itself described as “stunning”. Overall Nordea attracted €14.3 billion in net new assets over the 12 months, amounting to growth of 22.8%. Girondel assumed his role in June 2014 following a reorganisation which resulted in the firm bringing its institutional and wholesale units together as one division. He joined Nordea in 2003 after having previously worked at Credit Lyonnais and Deloitte.

Julian Lyne

Despite having only joined Newton Investment Management in June 2014, Lyne has wasted little time in making his mark on the firm’s distribution push. He originally arrived as head of global consultants but was promoted to head of distribution in January 2016. It was a move that has seen him assume responsibility for the £51.8 billion asset manager’s US institutional sales and marketing in North America, Europe, Middle East and Africa, Asia and Australia. He has overseen gross sales of about $4 billion for the year to date until the end of June, as well as the launch of the firm’s multi-asset income and global dynamic income funds in the past 12 months. He has played a key role in building momentum overseas, with the firm winning its first Chinese institutional mandate in July. Lyne was previously head of UK institutional sales and consultants relations at F&C Asset Management, now BMO Global Asset Management, where he had worked for six years after joining from HSBC in 2008.

Matt Shafer

Shafer joined Natixis Global Asset Management as head of UK retail and global key accounts from Bank of America Merrill Lynch in September 2013 and neither Shafer, nor Natixis, have looked back since. Within a year he was promoted to head of international distribution, aged just 34. Between January 2014 and June 2016 total assets under management at the firm have risen by 22%, with the firm coming third in Europe for the 12 months to the end of April in terms of fund sales, according to data from Thomson Reuters Lipper. He has also overseen asset growth in the firm’s alternatives funds of about 360% since January 2014. Figures from advisory firm MackayWilliams’ influential Fund Brand 50, which ranks asset managers according to the strength of their brands, placed Natixis in the top five for new provider of choice this year. Shafer began his career at Eaton Vance’s Boston office in 2003 and moved to Bank of America in 2007. By 2012, he had relocated to London as European head of alternative investments and managed solutions.