Sales Manager
Resume:
CHRISTOPHER X. GROSHKO
Richmond, VA *****
***********.*******@*****.***
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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