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用专业创造更高的价值
2017-09-01 09:27:23 中国青年网
首家实现零售业务主要考核指标对网点的还原;首家组建个人客户经理队伍、制定个人客户经理管理办法并实行穿透式考核;首家组建个人理财支持团队为一线客户经理提供专业的业务支持…… 在工商银行的云南省二级分行中,玉溪分行个人金融业务多次在云南省劳动竞赛中排名专业第一,而这些卓有成效的业务发展机制,都是在中国工商银行玉溪分行个人金融业务部经理李向东主导下制定的。
“零售业务是银行的长线业务,需要平时一点一滴的积累、一笔一笔业务的跟进、一个客户一个客户的维护,才能实现零售业务的可持续发展。”2007年,刚刚主持玉溪分行个人金融部工作的李向东前瞻性地提出了组建个人客户经理队伍的建议,并以20名优秀员工为班底组建了个人客户经理队伍,借鉴当时个人客户经理管理较为成熟的深圳分行、宁波分行的经验,全省首家制定了“双线管理,穿透考核”的个人客户经理管理办法和挂钩绩效的考核办法,建立了个人客户经理每月例会制度、培训制度。
10年来,尽管人员不断发生着变化,但玉溪分行个人客户经理队伍的管理模式和考核方式保持了相对的稳定,个人客户经理团队逐步成为玉溪分行个人金融业务发展的主力军,战斗力始终保持着同业和系统内的领先地位,管理的20万元以上个人中高端客户的金融资产已从2007年末的不到10亿元上升到2016年末的55.28亿元,成为全省个人客户经理的标杆团队,也为总行、省分行、市分行输送和培养了一批人才。
李向东不仅是个人金融业务部门的管理者,更是个人理财业务方面的专家,也是玉溪分行爱学习、勤学习、善学习的代表。他是云南省分行首批金融理财师(AFP),并于2009年一次性全科通过了国际金融理财师(CFP)资格考试,取得了国际金融理财师的资质认证。在他的带领下,玉溪分行有超过10人取得了CFP的资质,超过50人取得了AFP的资质。作为总行理财专家组的成员、云南省分行理财支持团队负责人和云南省分行省行级兼职培训师,很多二级分行留下了他讲课的身影,不少企业和公司的讲坛上也回荡着他理财讲座的声音。
“罗马不是一天建成的,零售业务的从业者要耐得住寂寞”,这是李向东在各种场合针对零售业务经常说的一句话。用心观察银行零售业务的每一个变化,紧紧跟随银行零售业务发展的大潮,持之以恒地做好手中的每一件事情,这是他在10年银行零售业务工作中的真实写照,也是践行工行“工于至诚,行以致远”企业文化的最好体现。
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