AIA New Zealand has introduced a series of changes to its distribution and marketing leadership and operating model in the local life and health market, with a stated emphasis on adviser relationships and channel segmentation. The latest appointments, some effective from April and July 2026, follow earlier moves in January and February that created the roles of chief distribution officer and head of brand and marketing.
Chief distribution officer Jonathan Beale, appointed to the role in January, said the distribution changes follow a review of how AIA NZ works with advisers and partners across its main channels. “I have spent the past few months getting my feet under the desk, listening to advisers and our teams, and taking a close look at how our distribution model sets us up for the future. We are now making some deliberate moves to ensure we are well placed to support advisers, deepen strategic partnerships, and accelerate growth,” Beale said. Beale is responsible for business development across retail distribution, strategic accounts, aligned advice, corporate solutions, and AIA NZ’s partnership with ASB, as well as distribution performance and supervision. He joined AIA NZ in 2025 as head of strategic accounts, after senior roles at AMP, Westpac, ASB, and Tower.
As part of the current round of changes, AIA NZ has appointed Matt O’Rourke (pictured left) as head of strategic accounts and retail, effective April 20. O’Rourke joins from BNZ’s commercial agri and business banking team, where he was a senior partner, and previously spent more than 30 years with 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. His energy, commercial mindset, and understanding of distribution will be a real asset,” Beale said.
The aligned advice channel, which covers AIA NZ’s aligned adviser businesses, will be led by long‑serving executive Travis Higgins (pictured centre), who has been appointed head of aligned advice. Higgins has worked at AIA NZ for 18 years in roles across claims, underwriting, new business, and existing business leadership. “Travis brings deep operational knowledge and a highly collaborative leadership style. He understands what advisers need to succeed, and I’m confident he will continue to lift outcomes for aligned advisers and their clients,” Beale said.
In relation to AIA NZ’s bank partnership channel, Tower executive Kushla Glauser (pictured right) has been appointed head of ASB partnership, effective July 1. Glauser is currently head of brand and acquisition marketing at Tower and has more than 15 years’ experience in growth, customer acquisition, and partner‑led distribution within regulated financial services. “Kushla is well regarded for her digital, marketing, and commercial experience and will play a key role in supporting consistent, high-quality distribution outcomes,” Beale said.
The insurer has also made changes to its national sales structure. Nick Brunner has been appointed national sales manager – retail, after previously serving as AIA NZ’s ASB national sales manager. His background includes experience in banking and intermediary distribution. Brunner will work alongside national sales manager – strategic accounts, Pippa Leydon, who is responsible for large adviser groups and institutional partners within the strategic accounts portfolio. Together, they will lead the national sales agenda across different adviser segments. “These appointments add significant credibility and experience to our sales leadership. They know the market, they know advisers, and they know what good support looks like,” Beale said.
In parallel with the leadership changes, AIA NZ has revised its distribution operating model, introducing a more explicitly segmented adviser support framework. Under the revised model, strategic accounts will comprise the insurer’s highest‑value nationwide adviser groups. These firms will receive coordinated cross‑functional support through dedicated panels, with an emphasis on enterprise‑level planning and implementation. Retail advisers will be supported via regionally based panels. Resourcing will be guided by value and activity criteria, with the intention of prioritising business development manager support for selected adviser relationships. “The intent is simple. 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,” Beale said.
The structure is being introduced ahead of adviser visits, the AIA Summit, and events linked to Tottenham Hotspur’s match against Auckland FC, which AIA NZ plans to use for meetings and interactions with intermediaries 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. This is about momentum, confidence, and delivering on our ambition to be the insurance partner of choice for advisers across New Zealand,” Beale said.
The distribution adjustments follow AIA NZ’s appointment of former Fidelity Life executive Neil Marolia as head of brand and marketing, effective Jan. 9, 2026. Marolia is responsible for AIA NZ’s brand and marketing strategy, including alignment with AIA’s purpose of helping New Zealanders live “Healthier, Longer, Better Lives.” He joined from Fidelity Life, where he led marketing and engagement activities across brand, marketing, voice of customer, and events. Before that, he spent seven years at American Express in global advertising and brand management across 150 markets.
