Mark Middleton

Experience

• 

  Westpac

  Apr 1998 - Jul 2009

  • Requested by the executive management team to overhaul the Third Party Channel, after an initial five year pilot had been misdirected and had delivered a disappointing result of $234 million in its fifth year • Leadership of a strategic marketing and business development team in the creation, implementation and evolution of a revised third party broker and referrer channel within the business• Development of the business broking strategy and channel business cases; determination and documentation of the channel’s business requirements; and implementation of a new business lending channel within Westpac • Design and development of the end customer value proposition; evolution of all channel related marketing activities, sales and support tools; and engagement with external creative marketing agency• Develop and implement the infrastructure to enable the channel transformation to operate effectively (front line forms, training manuals, contracts, commission structures, effective sales reporting); and integrate all new systems (including Credit Origination System, Customer Relationship Management, Intranet, Internet, Application Forms and the On-line Commissions System) • Leadership of the national program rollout and ongoing education of stakeholders and end users • Create financial portfolio performance measures (new lending, portfolio drawdowns, margins, run-off) and channel pricing systems (including commission profitability modelling) Show less • Identification, establishment and implement increases in strategic business development opportunities via a focus on specific industry targets • Provide organisational differentiation to our competitors’ commercial banking strategy in the target industries. • Design, construction and implement a specific industry selection model• Design and evolve continuous educational & accreditation programs for the dedicated sales relationship managers, risk management teams and credit teams • Develop and monitor Industry sector credit risk policies• Design and develop specific industry focused activities Show less • Lead a high level investigation of all industry segments and develop an industry paper making primarily recommendations for Business Industry growth• Engage and brief the General Management Team to determine business development focus and segment opportunities• Determine and develop the Bank’s proposed value proposition for new and existing business with specific reference to share of wallet and cross sale capabilities • Investigate and locate existing internal industry expertise and complete a gap analysis on desired skills set and capability requirements• Devise a high level education program and criteria for future selection resourcing • Formulate the rollout program including communication plan and associated tools Show less

  • Head of Offer & Design -Strategic Marketing & Channel Management

    Aug 2005 - Jul 2009

  • Head of Offer & Design

    Jan 1981 - Jan 2009

  • National Manager, Industry Specialisation

    Apr 2001 - Jul 2005

  • Project Manager, Business Industry Growth Project

    Aug 2000 - Apr 2001

  • Relationship Manager, Commercial Banking

    Apr 1998 - Aug 2000
• 

  Liz Purdue Design

  Jun 1998 - Jun 2019

  Owner

  • Consulting to several Australian & International financial service organisations across issues involving sales leadership & management, channel development & industry specialisation.• Undertake a strategic and operational review of the businesses.• Lead strategic, tactical and operational projects and reviews that result in recommendations for implementation and business outcomes• Investigate and identify new growth and target sector opportunities• Manage the accurate and timely delivery of the group’s monthly, half and yearly Management and Statutory accounting processes (including the budgeting and strategic planning process) • Review of monthly results to highlight issues to management • Manage group working capital and cashflow position including reporting and forecasting • Review, implement and manage the general operations of the business • Develop and implement standardised risk assessment, policies, processes and procedures • Lead the review pricing structures and models for both existing business and new acquisitions Show less

• 

  Teachers Mutual Bank Limited

  Apr 2011 - now

  National responsibility for the innovation and strategic leadership of the Teachers Mutual Bank's future sales direction including managing its associated third party business sales partners. Overall responsibilities also includes the sales leadership via sales management, business development and strategic sales initiatives of the mobile sales, lending contact centre and business development teams, combined with mentoring and leading the sales related activities of the national regional offices.Ultimately, the role will assist in delivering quality-driven outcomes and structuring win-win partnerships for both Teacher's Mutual Bank members and stakeholders. Show less National responsibility for the innovation and strategic leadership of the Teachers Credit Union’s future sales direction including managing its associated third party business sales partners. Overall responsibilities also includes the sales leadership via sales management, business development and strategic sales initiatives of the mobile sales, lending contact centre and business development teams, combined with mentoring associated regional offices.Ultimately, the role will assist in delivering quality-driven outcomes and structuring win-win partnerships for both Teachers Credit Union’s members and stakeholders. Show less

  • Head of Third Party Distribution

    May 2013 - now

  • Sales & Relationships

    Apr 2012 - May 2013

  • Sales Management & Strategic Alliances Director

    Apr 2011 - Apr 2012