MutualFundWire.com: 25. Brian Gaffney

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Tuesday, November 24, 2009

25. Brian Gaffney

Brian Gaffney
CEO, Allianz Global Investors

The main pitchman for Pimco funds and other products in the Allianz Global Investors umbrella, Brian Gaffney is a year into his role as the firm's top retail distribution executive. During the fourth quarter of last year, Allianz saw AUM and revenue drop, but it still had positive gross and net flows, thanks to Pimco's early call of the mortgage crisis.

Gaffney and his team have convinced the asset manager's parent that while some firms are pulling back from the business, Allianz Global Investors should seize the opportunity to increase market share. Allianz hopes to achieve this by keeping a fully engaged sales force, delivering more services and continuing to invest in technology. The parent company greenlighted Allianz’s plan to win market share, paving the way for the launch of an internal campaign called The Step Up. The firm is working on technology aimed at better supporting financial advisors through high-level market segmentation data.

Gaffney previously spent 15 years at Neuberger Berman, which hired him in 1993 to jumpstart the company's investment-only defined contribution business. He rose to become national sales manager and assumed responsibility for the separately managed account business in 1998.

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