Successful distribution strategists at leading asset management and investment management companies must navigate a dynamic ecosystem that connects their industry with the wealth management and weathtech spaces, in order to deliver a complex array of products to RIAs and broker-dealers – all with the ultimate goal of improving the financial lives of advisors’ clients.
This process requires effectively assessing the competitive landscape, understanding how different types of investment products can fit into different types of portfolios, targeting the proper channels and financial advisor business models, building relationships with key decision-makers who influence asset flows, as well as communicating their organization’s value proposition in a highly regulated environment.
Great financial advisors depend on great distribution strategists.
Great financial advisors depend on great distribution strategists. In fact, it would be nearly impossible for advisors to serve the needs of their clients without the expertise of such specialists. Independent advisors in particular are able to thrive outside of wirehouses in large part because of their access to institutional level research and investment products.
That is why Wealth Solutions Report here publishes our inaugural list of the Top Wealth Management Distribution Strategists (“the DS 5”). This year’s honorees work at some of the most well-regarded companies in their field. Please join us in congratulating the honorees, who are listed below in alphabetical order.
Ronice Barlow, SVP, Senior Strategic Sales Director, Franklin Templeton
Ronice Barlow rose through the ranks at Franklin Templeton for almost 30 years. She has broad experience in field sales and global sales management, and introduced and led many of the firm’s distribution strategies. In her current role as Senior Vice President, Senior Strategic Sales Director, she shapes the strategy for the firm’s wealth relationships and leads a sales team with two managers and 30 field and internal advisor consultants.
Prior to that, Barlow served in various roles related to sales and strategy, including Co-Head of US Retail and Head of the Regional, Bank and Independent Channel, leading a team comprising six divisional sales managers with field and internal consultants.
Barlow serves on the boards of trustees of her alma mater, Eckerd College, and the University of Tampa, where she earned her MBA. She also serves on the board of Fiduciary Trust International, a wholly owned subsidiary of Franklin Templeton, as well as the wealth management industry charity foundation Invest in Others.
She is the Chair of the Sales & Marketing Committee of the Investment Company Institute (ICI), serves on the advisory board for Habitat for Humanity Advisory Board of Pinellas and Pasco Counties, and is involved in the PGA Valspar Tournament, operated by Copperhead Charities.
Outside the office, Barlow spends time with family, plays pickleball and enjoys boating.
Commenting on how U.S. wealth management distribution differs from other countries, Barlow said, “In my experience helping to lead distribution strategy across the U.S. and Canada, I’ve observed regional differences in wealth management. Though all regions focus on transparency, the shift to fee-based models and digital integration, the U.S. tends to rely more on the strong adoption of low-cost solutions and digital platforms allowing for more client customization.”
Alaina Giampapa, SVP, National Sales Manager, Natixis Investment Managers
Senior Vice President Alaina Giampapa took on the role of National Sales Manager at Natixis Investment Managers in April 2022. In this role, she oversees the Advisory Development Unit focused on national retail sales.
During the last two and a half years, she successfully dechannelized the organization to enable continued growth and helped create opportunities for the team to work with financial advisors across the industry. This year, she expanded the team by adding 10 new regions to her external sales force and 15 additional support client facing professionals to the sales desk at Natixis Investment Managers’ U.S. headquarters in Boston.
In her prior role leading a team of National Account Managers, Giampapa helped secure shelf space for their trending third party asset allocation model portfolios to the three largest broker dealers in the industry. Giampapa began working at Natixis Investment Managers in 2004 as a Regional Director in Southern Florida.
The company oversaw approximately $1.3 trillion in assets under management (AUM) as of June 30, has more than 25 offices worldwide, and utilizes a multi-affiliate approach of more than 15 independent investment managers. Its affiliates include Loomis Sayles, AEW and Harris | Oakmark.
“Distribution has changed significantly in the past few years from both technology and post pandemic industry expectations,” Giampapa said. “Change continues to happen at a fast pace due to the complexity of clients, competitiveness in wealth management, and product evolution. While scale and efficiency is a critical component to growing, for both asset and wealth management, the way we collectively serve clients and manage money will continue to evolve.”
Cliff Jack, President And CEO, AuguStar Retirement
Cliff Jack took the reins at AuguStar Retirement almost two years ago, rebranding and relaunching an annuity line of business under its parent firm, Constellation Insurance. AuguStar Retirement is a business of AuguStar Financial alongside its sibling division, AuguStar Life.
In its first year, AuguStar Retirement was repositioned in the market under Jack’s leadership, focusing on a modernized product suite and strategic market alignment. With a renewed emphasis on fixed indexed annuities (FIAs) and multiyear guaranteed annuities (MYGAs), AuguStar Retirement achieved a top 10 ranking in FIA sales in the independent agent channel by Q1 2024, according to industry associations LIMRA and LOMA.
The firm made a strategic decision to enter the independent marketing organization (IMO) space to provide financial professionals with tailored products through multiple channels, including IMOs, banks and broker-dealers.
Leading AuguStar Retirement, Jack has focused on clarity and simplicity in communication to make complex products easy for consumers, with the goal of making the firm a trusted partner in the retirement planning space. The firm emphasizes policyholder- and distributor-friendly solutions.
Under Jack’s leadership, the firm aims to continue expanding its distribution footprint across multiple channels, diversifying its product portfolio and deepening its engagement with financial professionals and policyholders.
“The key to distributing annuity solutions is connecting the right client needs with the right solutions,” says Jack. “Annuities uniquely deliver protection with meaningful growth, yield or income while ensuring certainty in planning.”
Pointing to his firm as an example, Jack continued, “At AuguStar Retirement, we empower financial professionals with competitive products, stellar support and engaging education, equipping them to navigate complexities and achieve long-term success for their clients.”
Karen Lutomski, SMD, Co-Head US Wealth Advisory Sales, Nuveen
In her position as Co-Head of Wealth Advisory Sales at Nuveen, Karen Lutomski leads a team of advisor consultants across all channels to enhance relationships with the preeminent RIAs, financial advisors and private banks in the industry. She pursues strategic initiatives that provide her team and their clients with resources for learning and development. Lutomski serves on a team that helped Nuveen achieve its growth transformation through strong client service engagement.
She also communicates with senior leaders at strategic partners to provide thought leadership and education resources. Previously, Lutomski was Western Region Manager in the U.S. Wealth Division and an Advisor Consultant. Her duties included marketing and consulting Nuveen’s investment solutions to the private wealth, ultra-high net worth intermediary space.
Lutomski joined the firm in 2011. Earlier, she worked for over 16 years at Lazard Asset Management as a Director in sales, marketing and client service. She started her career as a Marketing Assistant at Acorn Asset Management, and then as an Associate at Jurika & Voyles Investment Management.
Nuveen had approximately $1.2 trillion invested across asset classes and geographies as of March 31; more than 1,300 institutional clients in 32 countries as of Dec. 31; and served seven of the world’s 10 largest pension funds as clients as of Sept. 30, 2023. Nuveen is a subsidiary of TIAA.
“What excites me the most is the continued emergence of new technology to remove friction across distribution – whether that be through AI, making data-driven decisions more accessible, to more sophisticated modeling, helping advisors evaluate their portfolios through a complete risk factor analysis profile which is bound to be critical as we see the democratization of private markets across Wealth,” Lutomski said.
Matt Matrisian, Head Of Client Growth, AssetMark
Having spent almost 15 years at AssetMark, Matt Matrisian has held various executive roles, and currently is Head of Client Growth. He emphasizes advisor-centric tools and capabilities to serve investors’ needs and identifies immediate and long-term growth opportunities. In his time at AssetMark, he has helped establish and roll out strategic priorities, develop many of the firm’s client-facing systems, technologies and experiences, and build out the business consulting offering, which today serves over 8,500 advisors.
Prior to AssetMark, Matrisian spent 16 years at Raymond James Financial. Throughout his career, he has focused on simplifying financial services, supporting the evolution of advice delivery and enhancing advisor value.
Matrisian has spoken at over 150 industry conferences, authored over 30 articles for industry publications and the book “The Power of Practice Management: Best Practices for Building a Better Advisory Business.”
Outside of work, Matrisian is a devoted husband and father, plays competitive tennis through the United States Tennis Association, works out and plays cornhole.
Addressing how a firm with a broad range of offerings can provide effective distribution, Matrisian pointed to his firm as an example. “At AssetMark, effective distribution begins with understanding the unique needs of advisors and their clients.”
He continued, “By continuously monitoring preferences and priorities, AssetMark develops tailored solutions and collaborates with leading organizations to address these needs. Its consultative approach ensures advisors receive personalized guidance, supported by a streamlined, one-stop platform providing the tools and resources necessary for long-term success.”
Chris Latham, Managing Editor at Wealth Solutions Report, can be reached at clatham@wealthsolutionsreport.com.
