AIA revamps its distribution team

AIA has made changes to its distribution leadership and adviser support model.

Friday, May 1st 2026, 10:54AM 1 Comment

The insurer has appointed Matt O’Rourke as Head of Strategic Accounts and Retail. His background is in banking and relationship management. Most recently he was a Senior Partner within BNZ’s Commercial Agri and Business Banking team. Before that he spent 35 years at ASB, including as Head of Private and Premium Banking.

“Matt is a highly respected leader with a strong track record in working with complex, nationwide relationships,” Chief Distribution Officer Jonathan Beale says. “His energy, commercial mindset and understanding of distribution will be a real asset.”

Travis Higgins has been appointed Head of Aligned Advice, reflecting the strategic importance of this channel to AIA NZ’s long-term growth. Higgins 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.

“Travis brings deep operational knowledge and a highly collaborative leadership style,” Beale says. “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 has also been appointed as Head of ASB Partnership. She joins AIA NZ from Tower, where she is currently Head of Brand and Acquisition Marketing. Glauser brings more than 15 years’ experience across growth, customer acquisition and partner-led distribution within regulated financial services environments.

New national sales leadership

AIA has also appointed Nick Brunner as National Sales Manager – Retail, joining Pippa Leydon, National Sales Manager – Strategic Accounts, to round out a refreshed leadership structure.

Brunner moves into retail distribution after time spent as AIA NZ’s ASB National Sales Manager and brings strong banking and intermediary experience to the role. Leydon brings deep relationships and insight across the adviser landscape, further enhancing AIA’s national sales capability.

“These appointments add significant credibility and experience to our sales leadership,” Beale says. “They know the market, they know advisers and they know what good support looks like.”

Refined Distribution support model

Alongside leadership changes, AIA NZ 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.

“The intent is simple,” Beale says. “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.”

The refreshed structure comes as AIA NZ prepares for upcoming adviser visits, AIA Summit and activity around Tottenham Hotspur’s match against Auckland FC, providing opportunities to engage directly with advisers around the country.

“With the right leaders in place and a clearer operating model, we are now set up for success and just need to deliver,” Beale says. “This is about momentum, confidence and delivering on our ambition to be the insurance partner of choice for advisers across New Zealand.”

Tags: AIA