AIA has increased its retail sales team by 35% as it moves to a new way of supporting advisers and dealerships.

Late last year the company restructured its retail operations, moving away from the traditional sales manager model, which focused on product and quote systems, to client development managers.

Head of Retail Distribution Pina Sciarrone says these new managers are focusing on product while also supporting advisers to grow their businesses.

“The change in direction was made in response to AIA’s focus on working with advisers and dealerships in response to regulatory and structural changes occurring in the industry,” she said. 

“While the team continues to provide product support, we identified an increased need for more business support as advisers start to adapt to the new landscape and deal with the ever-increasing costs of advice and a greater competitive market.”

Ms Sciarrone says the company is looking for a new head of dealerships.