Research For Excitation Mechanism Of Personal Financial Business Sales Account Manager In Boc Jilin Branch

With the further advance reform and opening up, the domestic reforms more from horizontal to vertical deepening and development of the banking sector as a pillar of national economic development is no exception. In the fierce market competition, the state-owned commercial banks began to actively market-oriented, client-oriented, all market centers, a customer-centric. The new situation, the state-owned commercial banks have innovation, research, develop new markets and customer needs to meet the policy, in which individual business client manager system is the main content. With the increasing competition in the banking sector incentives, to satisfy the customers increasingly specialized and personalized financial services needs, competition in the market to grasp the initiative, various commercial banks have established client manager system, and actively expand the financial services space, compete for high-quality customer resources . Account Manager system means: face to face with the customer marketing financial products and services the bank full-time employees employed to provide customers with personalized, professional, and the rationalization of financial services, specifically engaged in customer relationship management, marketing services, program planning and implementation, market marketing, assessment evaluation activities. In response to the development of personal client manager system, the need for reform of assessment and incentive system, individual business client manager in the establishment and implementation requirements match up with the close contact with the individual performance assessment and incentive mechanism, otherwise he can not obtain the application of system innovation effect, therefore, to establish a scientific, rational and effective personal business account manager appraisal system is a top priority.In this study, the Bank of China Jilin branch manager of incentives for individual business clients, for example, through the Jilin branch of the Bank of China account manager salaries for individual business incentives and the status of non-salary incentives introduced comprehensive analysis of the actual situation and found that the Bank of China Jilin points line manager for individual business customers to have their existing equity incentive plans, stability, etc. In addition, this incentive program there are significant shortcomings remain, including lack of incentive to the most important, Specific features: First, account manager for individual business objectives of short-term incentives; the second is the lack of scientific and standard incentive system performance evaluation index system of support; third is asymmetric pay incentive and restraint mechanisms. These shortcomings have restricted the development of the Jilin branch of the Bank of China.Jilin Branch of the Bank of China account manager for individual business incentive programs exist within the system that causes problems both have reasons outside the system as a transition from a planned economic system, a common problem over the state-owned banks, the main reason for these problems are: First, client manager system slow development in China since 1998, the Bank of China since the implementation of client manager system, client manager system was implemented in China ten years time, still in the exploratory stage, it is the customer manager system is not particularly understand, but also lack of understanding is correct; the current fierce competition among banks in Jilin Province made the development of the Bank of China Jilin branch of heavy short-term behavior; on the individual business customer manager's assessment and incentive mechanism is not perfect, Jilin branch of the Bank of China has a long history of development , has established a fairly complete internal staff assessment and incentive mechanisms, but only recently emerging as an individual business client manager system Jilin branch of the Bank of China has not established an effective, personal service dedicated account manager evaluation system and incentive mechanism.In summary, we can know a good personal business account managers can not develop without establishing an effective incentive program, in particular the highly competitive banking sector. Good incentive program is necessary for the modern good business, good incentive programs is to improve the efficiency of the key banks, is expanding banking business, the foundation for the development banks, the author was in the work of the Bank of China Jilin branch, which deeply experience, so a set of practical design combined with new incentive programs to achieve the Jilin branch of the Bank of China manager for individual business customers improve the incentive system.The new incentive program includes two aspects: First, pay program design; and non-incentive pay program design; through the effective combination of both to achieve a fair incentive programs, incentive targets. Salary incentives are: First goal of the annual salary, which also includes a fixed salary and variable pay both, which also includes variable pay and the pay for performance, long-term compensation; Second, welfare income, including insurance, housing fund, three other welfare income; third is a special award; Fourth, reward risk, including risk reward and risk is negative incentives. Non-salary incentives are: target incentive, promotion incentives, learning incentives. Through incentive pay and non pay incentives to achieve the effective integration of the Bank of China Jilin branch manager for individual business clients the sound development of the system.Jilin Branch of the Bank of China in order to ensure the effective implementation of incentive programs, have the appropriate security measures, the article discusses four aspects: the effect of incentive programs factor analysis; adapt to the new management system to adjust incentive programs; for team members The new incentive program training; to adapt to new incentive programs of the team culture. These four aspects from different angles and starting point for the protection of the new incentive program recommended measures.Jilin Branch of the Bank of China is in the best period of development, new incentive programs must be the Jilin branch of the Bank of China manager for individual business customers the rapid development of medicine, but also will promote the Jilin branch of the Bank of China's rapid development.