4 Calarasi Street, Pantelimon, Ilfov, Romania 0040724.567.059 cornel.fratica@gmail.com Date of birth: 23.09.

1979 Nationality: Romanian Place of birth: Bucharest, Romania Marital status: Married , 2 children

A dynamic, hardworking and highly motivated individual with outstanding interpersonal and team working skills, along with excellent administrative and organizational abilities. Result driven professional with a highly successful background in banking sector and bancassurance. Dedicated and reliable with the determination and drive required to succeed focus on achieving company's strategic objectives using innovative, creative and efficient methods. A strong pro-active leader, with the confidence to empower staff to take ownership, providing coaching, training and mentoring to build driven teams working together to achieve both individual and company objectives; More than 11 years experience in business development, sales channel management, human resources, organizational and general management. Part of sales community as Premium Member of ISMM (Institute of Sales & Marketing Management) since 2012, which allows me to have continual professional development along with a wide network of sales professionals from different industries.

New Business Development Business Strategy Formulation & Execution Budget Planning Sales Channels Management Sales Performance Management Sales Effectiveness Credit Management

Customer Development and Management Customer Service and Retention Management Developing Strategic Partnerships Key Account Management Business Process Reengineering Systems and Process Development Training, Mentoring and Staff Development

Garanti Bank, Head of Branch Network Management, Bucharest HQ, Jun 2012 to present
Main responsibilities: Lead the branch sales organization (sales processes and volumes, compensation models, staffing, opening/closing procedures) through 75 branches, managing Retail, SME, Cards and Insurance business; Lead branch managers ensuring direct coordination, mentoring and performance evaluation to improve their management and leadership skills; Ensure branch network management by integrating sales strategies, goals and achievements of all business lines; Develop and implement the distribution strategy; Develop sales plans and identify products and service packages needs, along with training necessities; Involved in developing pricing policy for all products and services; Participate in the development of policies and procedures for coordinated activity and ensure that existing policies and procedures are followed; Develop the compensation system for sales force

Main Achievements: Creating the branch network management system by developing the synergy between branches and business lines; Designing network regions, considering existing portfolio and the business potential; Creating management tools for monitoring business activity (daily agenda, visit reports, pipe-line reports) Developing an external sales force team for branches through agreements with freelancers; Establishing a monitoring program Performance Improvement Plan for nonperformance staff in branches; Improving the compensation system in order to address the core banking products and increase the staff motivation; Creating and organizing the yearly calendar for recurrent meetings with branches (sales meetings, performance meetings, management meetings);

Garanti Bank, Retail Banking & Bancassurance Manager, Bucharest HQ, Jun 2007 Jun 2012
Main responsibilities: Ensures a profitable increase of customers portfolio and the business volume for Retail segment, in compliance with Banks business strategy and risk policy; Develops sales strategies according to the Banks policy, customers and competition behavior; Attending at the weekly ALCO meetings with Banks Top Management in order to decide the business strategy and pricing for Retail products; Develops products, internal norms, procedures, and processes for Retail customers; Planning the Retail banking budget and targets for the branch network; Establishing the pricing strategy for Retail products and services; Participates in the personnel recruitment and selection process for branches & HO staff; Identifies training needs for staff , designes and delivers professional training programs on Retail banking aspects; Coordinates the bancassurance activities and the relationship with insurance companies and authorities; Main Achievements: Designing the Retail business from scratch that brought Garanti Bank on 13th position from 25th in the banking system, in only 4 years; Achieved the budgeted sales volumes for the core products between 2007-2012; Creating the evaluation & compensation system for branch staff; Participated at the network expansion plan and the branch model; Coordinated the Banks transformation process for Retail business, from branch status to local bank, integrating 3 financial institutions (Domenia, Ralfi, Motoractive); Implemented key tools and mechanisms in the sales process; Drafted the strategy and tactical plans (KPIs, acquiring methods and channels, key principles for qualifying at the bonus scheme); Developing the pre-scoring tool and credit application software; Acquiring, implementing and developing new strategic partnerships with brokers and insurance companies; Co-participated (preparing and delivering) at Garanti Academy training program; Developing and implementing Payment Protection Insurance product for loans and cards

UniCredit Romania, Area Sales Manager, Bucharest HQ, Apr 2005 Jun 2007
Main responsibilities: Managing and coordinating Retail sales force within UniCredit Romania network branches in the designated area; Implementing a strong sales strategy based on market analyses, action planning, monitoring visits and clients response, evaluating the results level of completion, raising public awareness on bank products and services in local communities; Organizing periodical meetings, call conferences, activity reports and coaching with the coordinated branches; Offering counseling and support to retail employees in acquiring and improving specialized knowledge, personal performance and sales skills through coaching retail staff in sales-related issues; Participation in the recruitment and the selection process of the retail staff within designated area, Management and administration of customers portfolio, monitoring the achievement of sales objectives, marketing activities and competition monitoring; Providing, sustaining and negotiating special offers for companies employees and developing the existing ones, in order to increase loans volumes and number of customers allowing the cross-sell of multiple products; Negotiating and developing Strategic Partnerships and concluding new agreements with Retailers, Car Dealers, Real Estate Agencies and Intermediary Companies, offering them products training and permanent support;

Main achievements: Participating at the process of developing the Retail products and procedures; Developing the Retail Credit Application Software; Concluded over 40 strategic partnerships which leads to a major increase of loans portfolio and numbers of clients (E.g.: Allianz, Vodafone, Orange, Rompetrol, Medicover); Participating along with branch managers at large takeover loans, both for corporate and retail that brought us an impressive number of clients from major companies targeted; Concluded over 130 agreements with Retailers, Dealers, Real Estate agencies and Intermediary Companies, offering them products training and permanent support; Concluded Salary Payment and Overdraft contracts with strategic companies, giving the opportunity for cross-selling (over 7.000 salary payment cards were issued and over 5.000 overdrafts were granted in coordinated area)

Raiffeisen Bank, Retail Credit Analyst, Bucharest HQ, Nov 2002 Apr 2005
Main responsibilities: Establishing the work-flow for Retail credit activity; Developing credit procedures and implement them into the Retail Credit Application Software; Training of Raiffeisen Banks employees and Retailer employees on credit procedures and the use of Retail Credit Application Software; Maintaining contact with the branches and the Retailers in order to provide them with support on any issues concerning the Retail Credit activity; Monitoring and controlling the activity of branches by preparing daily, weekly and monthly reports, quality indicators and portfolio analysis; Main achievements: Creating, implementing and permanently developing the Retail Credit Application Software, by designing the flows and technical scripts for developers; Rewarded as Employee of the Month by Raiffeisen Banks CEO after training over 600 Raiffeisen Bank employees and over 100 Retailer employees all over the country on credit procedures and the use of Retail Credit Application Software; Representing the Retail Credit Risk Department in the implementation process of the National Credit Bureau

Nov 2012 Oct 2012 May 2012 Oct 2011 May 2011 Apr 2011 Mar 2011 Nov 2010 Oct 2010 Apr 2010 Aug 2009 Jun 2008 Apr 2006 Nov 2005 Apr 2004 Sep 2004

ISMM (Institute of Sales & Marketing Management) Magic Managers Strategic Planning Program 8 Annual Retail Banking Conference- Budapest Train the Trainers Professional Negotiation in Sales Marketing Management Emotionally Intelligent Leadership Program 7 Annual Retail Banking Conference- Prague Strategic Management Practical Leadership Putting People First Presentations Skills Sales Skills Strategies for Successful Presentation Sales Skills
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ISMM Premium Member Mindustries iPlan Fleming Europe Stand for Development Achieve Global Tiffin University EMBA Program TMI Fleming Europe IBR TMI TMI Ascendis UniCredit Romania Achieve Global Achieve Global

 Academy of Economic Studies, Bucharest, 2004 2006 Master of Finance - Banking Management and Stock Market Romanian American University, Bucharest, 1998 - 2002 Faculty of Commercial, Financial-Banking, Internal & International Relationships Dimitrie Leonida High School, Bucharest, 1994 - 1998 Major in Computer Since (IT)

Native Romanian and fluent in English Advanced user on Microsoft suite Driving license B category

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