CHRISTOPHER X. GROSHKO

Richmond, VA *****

202-***-****

abhpia@r.postjobfree.com

MBA graduate with twenty plus years of management experience specializing

in high volume retail, financial and insurance sales, operational expertise

and consulting. Skilled in sales leadership, metrics and analysis,

business strategy& execution, performance management, executive recruiting,

profit and loss analysis, customer service and program/project management.

CORPORATE EXPERIENCE

Resource ROI

04/2010-present

Richmond, VA

Consultant - Strategy/Project Management

Resource ROI is a consulting company offering executive leadership

development, succession planning, team building, leader assimilation and

assessment.

. Analysis for start-up consulting business including competitive and

demographic data to assist in target business opportunities.

. Developed financial analysis to include cost of start-up - Provided

short term financial goals and business development goals.

. Researched and provided a list of networking opportunities.

. Recommended technology to be purchased including both hardware and

software purchases.

. Assisted in researching, interviewing and assignment of marketing

representative for the start-up - worked with rep and designer for

tagline design/related marketing materials.

. SWOT analysis with owner of business to determine business need,

strategy and future opportunities.

. Process design and re-engineering for company's clients - sales,

service, operations and associate readiness. VOC and VOA analysis

with Six Sigma methodology.

Union Bankshares Corporation

09/2005-04/2010

Richmond, VA

Senior Vice President - Retail Banking and Insurance Performance

Regional Retail & Business Banking Executive - Union Bank &

Trust

Director/Principal - Union Insurance Group, LLC

Union Bankshares Corporation is a $4.2 billion commercial financial

institution with 1,200 + employees and various subsidiaries in retail and

commercial banking, insurance & mortgage business.

Retail/Small Business Banking Strategy and Execution:

. Increased combined region deposits of $419mm to over $500mm for the 17

branches with Consumer/Small Business loan balances increasing from

$25.5mm to over $38mm in 2009 with a 2% increase in NII and 4%

decrease in NIE. 2008 Deposits grew 19.7% over 2007 ($350mm to

$419mm) while loan balances increased 2% ($25mm to $25.5mm). [DeNovo

Market for UBSH]

. Drove results by evaluating and filling gaps in talent and sales

programs as well as focused business development.

. Instrumental in merger related strategies: on-boarding First Market

Bank; Provident Bank and Prosperity Bank. Served on several merger

sub-teams as team director. Served on Corporate Pricing Committee.

. Provided strategic insight for process improvement recommendation -

See 2006-2010 Project Work Summary

. Partnered strongly with Commercial Account Officers as well as

Licensed Investment Reps.

. Partnered with key support executives in human resources, marketing,

finance, legal, operations, security and compliance for

sales/service/operations and associate readiness programs with focus

on performance, cost optimization and risk mitigation.

. Conducted structured coaching sessions with direct reports to deliver

on goals regarding: low cost deposits; Consumer loan growth; cross

sell excellence; customer satisfaction; cross functional partnering

and performance management thereby creating sustainable, value-add

structure going forward.

Insurance Strategy and Execution:

. Revitalized UIG sales revenue for the period Mar. '07 - Mar. '10 by

400+% in commission based revenue with an increase of 237% in customer

base/new households. Total Book of Business for Agency (shared and in-

house) grew from $1.98mm to $10.2mm in annualized premiums written

with a 94% retention rate of policies-in-force.

. Threw out existing, redeveloped and implemented strategy for dual

model platform in Insurance Group.

. Obtained VA State licenses for L&A and P&C sales to lead by example

and rebuild team. Leadership style highly communicative,

collaborative, approachable and creative. These four key components

drove UIG's success.

. Managed Direct Sales Manager and 28 Life & Annuities Agents.

Effectively turned 75% of sales force upon entry for higher caliber

producers. Re-interviewed all existing Agents for producer roles -

level of interest, ability, results, etc...

. Managed/Principal 17+ Broker and Carrier Relationships and

approximately 80+ Product Offerings.

. Facilitated legal, compliance and regulatory issues concerning the

subsidiary as a whole with the assistance of General Counsel and Chief

Risk Officer. One of the more complex areas for a Bank not used to

Insurance as a LOB.

. Developed in-house training program for Agents successful roll out and

goal achievement. 50% in-house, 25% vendor provided, 25% out-sourced.

Developed, wrote and edited in-house monthly newsletter for

corporation.

. Created marketing materials for outside existing clients, prospects

and in-house customers. Met with marketing monthly to review

campaigns, strategy, results and process improvement.

. Worked directly with bank Presidents and Bankers Insurance Board of

Directors to implement and sustain strategy and on-board new product

lines/carriers. (Prudential My Term instant issue)

. Conducted quarterly business reviews with Owners/Senior Leadership

through use of summary analytics/dashboard. Key educational component

with simple, extensive communication to wed Bank and Insurance goals.

. Developed, authored and implemented compensation incentive-based

Commission Schedule Agreement for Agents.

. Developed, authored Policy & Procedure Agent Guidelines, Agent Service

Standards and Business Continuity Strategy.

. Worked with ABIA outside consultants to craft 2011-and-forward

business model strategy.

Bank of America

04/2000-09/2005

Washington, DC and New Jersey Metro Areas

Vice President - National Change Management - Fleet Bank Conversion

01/2005-09/2005

. Lead Change Manager for Fleet/Bank of America conversion in southern New

Jersey.

. Responsible for highly successful conversion of approximately two dozen

banking centers for sales/service process, systems conversion and training

for all facets of every role in brick and mortar environment for the

associate readiness experience.

. Provided Executive level instruction for Market Leadership teams within

the owned geography as well as Philadelphia, NYC and other large metro

areas as needed.

Vice President - Mid-Atlantic Division Insurance Manager - Wholesale

Internal Consultant 11/2003-01/2005

. Achieved sales goals across four lines of business: Consumer, Consumer

Real Estate, Premier, Small Business, for insurance debt cancellation

products centered on fixed installment loan and card products for

Insurance Services Group of BAC by identifying and solving complex

issues and derailers.

. Exceeded results through direct partnering and consulting with Market

Management Teams, on a daily basis, with one-on-one sales training

with FTEs in over 500 field offices.

. Interfaced with Senior Management to build awareness and improve sales

results for a work force of 1,100+ sales FTE. Crafted articles,

newsletters and training curriculum to build focus and add value.

. Increased sales penetration rates from 7.5% range to consistent 24.5%

returns over the course of 4 quarters resulting in an additional

$3.2mm in net revenue.

. Ranked in the top 15% of ISG Market Managers, nationally.

. Selected to consult with Product Managers and Product Development in

Charlotte for new products and design of accompanying training and

POS/marketing materials.

AVP - Banking Center Manager

04/2000-11/2003

EDUCATION

MBA University of Maryland, College Park - Project Management & Strategy

May 2005

BA University of Michigan, Ann Arbor - Communications

May 1991

Licenses:

State of VA Life and Annuities Insurance License

06/2007

Property & Casualty Insurance License

04/2008

Affiliations:

Virginia Banker's Association, Williamsburg Chamber of Commerce, Richmond

Chamber of Commerce, Chesterfield Chamber of Commerce, Junior League of

Richmond, Richmond Merchants' Association

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