must for success she adds, and she should know. Her funds consistently perform above average with one of her youngest, the Touchstone Income Opportunities Fund, already returning 21.34% this past year to grab second place our of 158 funds tracked by Lipper Analytical.
Fuller approaches career and investing choices with the same mantra– “strategy based on research and analysis.” While at Morgan Stanley & Co., fresh out of the University of Chicago’s M.B.A. program, Fuller realized she wanted in on buying. “But I needed analytical capabilities,” she recalls. So she joined Standard and Poor’s Corp. as a rating officer. Soon, a job at Equitable Capital Management, which was acquired by Alliance in 1993, came her way.
When asked what she likes most about her job, Fuller responds with a laugh, “This is not a job–it’s too dynamic and exciting.”
KIM GREEN Senior Vice President, Aon Risk Services
Most people work with the ultimate goal to one day own their own business. For Kim Green, running her own business was merely a vehicle to the upper rungs of corporate America. “Most of my colleagues are in their 50s, and I knew the only way I’d move up quickly was to go out on my own first,” she explains.
Today, as senior vice president of Aon Risk Services Inc. of New York, Green is an account director for new business efforts in property, casualty and professional liability areas for Fortune 500, health care and middle market businesses. Last year, 8.5% of Aon Risk’s $170 million in revenues were attributed to her savvy relationship-building with some of the nation’s largest high-tech and health care companies.
Green started out as an underwriter with Chubb & Son Inc. in 1983. But the Hampton University alum wanted more. “I had good presentation skills and the opportunity to develop client relationships intrigued me,” says the 35-year-old Baltimore native, who moved to the brokerage firm Alexander & Alexander of New York in 1985. She quickly set her sights on a senior vice president post and determined that shining in her own business was the best way to get noticed.
Five years later, she opened her own brokerage firm–MGIS. By 1995, the firm had a $5 million book. And as she had predicted, the job offers poured in. Green opted to join Aon, the world’s largest retail insurance broker. Within a year, she broke the million dollar sales mark–a distinction earned by only a select few.
Green says that building strategic alliances and nurturing them have helped her succeed, and that companies doing business with her can expect business from her. “The traditional insurance days are over,
” she says. “Today, you have to be more creative.”
MICHELE HOOPERCorporate Vice, President and President, International Business Group, Caremark International
Michele Hooper was told a U.S.-style pharmacy benefit management program (PBM)–a service that manages and processes insurance prescription claims–would never succeed in Europe. But Hooper, president of the international business group and corporate vice president at Northbrook, Illinois-based Caremark International, persevered. Last December, Caremark (a subsidiary of MedPartners Inc.),