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Dedicated sales teams planned for RBSIP brands

Royal Bank of Scotland Intermediary Partners may look at creating separate salesforces for each of its brands next year but stresses it needs to put the right technology and processes in place first.

Head of intermediaries Chris Pearson says the group needs to bed down recent changes before it considers further moves.

RBSIP’s recent restructure saw the One Account separated from the rest of its mortgage brands with its own dedicated salesforce.

The group has also created a corporate account team, headed by Graham Felsted, with six senior account managers. It recruited two senior account managers, Dave Gillam and Alistair McDonald, from HBOS brand Intelligent Finance.

Pearson says 30 middle management staff were made redundant as RBSIP was weighed down after cuts were not made following previous mergers.

He adds that RBSIP has appointed a woman from outside the industry to head the One Account sales team from September 2.

Pearson says: “We are unlikely to change our corporate account stance but once we get better we might reconsider how we restructure our salesforce.

“We are not always going to be the top of the sourcing systems but we want brokers to feel they are in a safe pair of hands with us.”


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