CURRICULUM VITAE 1. Family name: Amerova 2. First names: Elena 3. Nationality: Ukrainian 4. Education: Institution Kiev National Economic University Kiev State University Date: from/ to 2000-2002 1977-1982 Degree or Diploma obtained: Master of Science Business Management Diploma in Economic Geography 5. Language skills: (Mark 1 to 5 for competence, 5 being the highest): Language Speaking Reading Writing Ukrainian native native native Russian native native native English 5 5 5 Polish 3 3 1 6. Membership of professional bodies: Trainers Association of Ukraine 7. Other skills: Fully computer literate (MS Office, ACCESS, LOTUS, and relational databases) Software knowledge with Customer Relations Management (CRM), Peachtree, Turbo Tax, Quicken Certified Auditor/ Senior Auditor (ISO 9001: 2000 Series), 8. Key qualifications: More than 15 years of experience in implementing technical assistance in the areas of Small & Medium Entrepreneur (SME) development, as well as support of international banking, insurance, agriculture, government and community institutions. Experience in more than 22 technical assistance projects funded by EBRD, USAID, TACIS, IFC, and CIDA, in such areas as Europe, Central-South Asia, Canada, Mexico, Eastern Europe (including Poland and Ukraine), Caucasus Region. 15 years designing and implementing training for banks, Micro Financial Institutions, urban and rural SMEs, entrepreneurs, Non-Government Organizations (NGOs) and government Public Servants on strategic development, Human Resource support, institution infrastructure planning, lending methodology, organizational management, product development, sales, leadership, mortgage lending methodology. Training of trainers for SMEs, banks and non-banking financial institutions. 2005-2009 - Member of Council under the State Commission for Financial Markets Regulation in Ukraine. The Council develops and leads the implementation of Advanced Training and Certification Program for Managing staff of Credit Unions. Responsibilities: development of training programs and exam tests on Marketing and Management. Author of manuals on management, marketing, and crediting for financial institutions and SMEs. Trainer and certified Leading Assessor of Clients Rights Protection in banks and micro financial institutions 9. Awards: Certificate of Honor awarded by EBRD for Personal Essential Contribution and Conscientious Work in Grain Warehouse Receipts Project.
10. Specific Eastern European and CIS experience: Country Moldova Philippines Russia Tajikistan, Kyrgyzstan, Kazakhstan, Belarus, Rumania, Ukraine, Uzbekistan Georgia, Azerbaijan Belarus Date: 2005 Trainings for banks on using Grain Warehouse Receipts 2008 Participation in Social Performance Audit in MFI 2008-2012 Training of Trainers Financial Education for Low Income Population through Micro-Finance Institutions and NGOs on the following topics: Financial panning ; Debt management ; Sales and Financial Counselling (Training and evaluation) 2009-2010 Training of bank front office staff on financial consulting in retail business (Training and evaluation) 2010 Training of Trainers for Belarus Banking Academy SME financing Bulgaria 2011 Training of Micro financial organization: New Product Development Bosnia and Hertsegovina; Kazahstan; Russia; Tajikistan Bosnia and Hertsegovina Georgia, Ukraine, Armenia 2011-2013 Assessment of Micro Finance Organizations on Client Protection Principles (SMART Assessment) Training Client Protection Principles in practice of MFI 2011-2012 Development & presentation of the training Clients Protection Principles for Banks, Finance in Motion, Frankfurt. 2012-2013 Bank assessment on Needs of the Development of Non-Financial Services for SME clients, IFC 11. Professional Experience Record: Date October 2012 till now Location Kiev, Ukraine Company International Finance Corporation, World Bank group Position Expert on Training Needs Assessment of Banks for non-financial services Description Preparation of the assessment plan Qualitative and quantitative assessment of the training needs of bank s SME and retail clients Analysis of the bank s capacity to provide clients with Non-financial products Development of the Bank s strategy on Development and Launch of non-financial services Providing Bank s Training Department with the TOTs Monitoring and assessment of the results Date October 2011 till now Location Kiev, Ukraine Company International Finance Corporation, World Bank group Position Loss Adjusters Education and Certification Program Coordinator Description Coordination of all components of the program Development and implementation of the Clients Protection system for agriculture insurance 2
Writing, proofreading, editing and finalizing Loss Adjustment Manual for certification of loss adjusters in Ukrainian in coordination with the team members and main shareholders, as well as associated training materials (hand-outs, PowerPoint, course evaluations, etc). Development of the training materials on the base of the Manual. Development and delivering of Consumer Protection Rights training for Insurance companies Delivering trainings for Loss Adjusters training program. Negotiations with the State Commission for Regulation of Financial Markets of Ukraine (the Regulator) about their involvement into the certification program. Training for trainers on Certification Program for Loss Adjusters. Responsibilities for the Project Gender component. Editing/preparation technical and other Project documents for publication. Date June 2011 August 2011 Location Kyrgyzstan, Tajikistan, Russia Company International Finance Corporation, World Bank group Position Trainer / Consult on SME development Description Development and conducting series of trainings for SMEs and banks: - Development of Managerial Skills for Managers and Business Owners - Client-oriented marketing Date January 2011 July 2011 Location Tajikistan Company Micro Finance Centre, Poland Position Trainer / Consult on Financial Education Description Conducting training of trainers on Financial Education for low income population through Micro Financial Institutions Conducting of Evaluation of the training results Date July 2009 January 2011 Company DAI, banking project funded by EBRD Position Trainer / SME-Credit Consultant, SME Support Credit Line to Ukrsibbank - BNP Paribas Group Description Monitoring of utilization of credit line; Working out and delivering training programs for bank staff (sales skills for front office staff, client retention techniques, cross and up sales, service improvement; product training); Improvement of internal bank communications and Development of credit processing (as a result major changes were done to optimise the credit processing); Conducting research among front office, credit administration and risk management staff on the wide range of questions (intercommunication; sales; preparation of credit application form; SME credit analysis). Date January 2009 April 2009 Company EU Project implemented by WYG International Short term Trainer, "Support to the Development of Business Capacity of Ukrainian SMEs - Position International Dimension" - this project was focused on the support and development of the capacity of Description Designing and delivering two cycles of the Management training for senior and junior 3
levels of employees of Sate Committee on the Entrepreneurship: Time Management; Communication; Public speech and presentation; Business image, ethics and etiquette. Date 2008-2011 Location Belarus, Russia,Tajikistan, Kyrgyzstan, Kazakhstan, Georgia,, Azerbaijan, Bulgaria Company MFC (Microfinance Centre, Poland) Short term Position Trainer Description Training of Trainers Financial Education through banks and Micro-Finance Institutions Date December 2006 January 2009 Company DAI, banking project funded by EBRD Position SME-Credit Consultant, SME Support Credit Line to Raiffeisen BANK AVAL Description Development and implementation the strategic concept for the bank: Concept of the Relationship Management ; Development of the credit documents for the EBRD SME credit line; Working out and conducting training programs for bank staff (sales skills for the front office bank staff, cross and up sales techniques, development of the quality service, product training); Development of the training films different staff behavior basing on the different types of clients ; Development of the product tool kit for better sales; Development of Training of Trainers and conducting master training: Development of Client Relationship Management and Retention of the Key SME Clients ; Development and implementation of personnel assessment project and sales monitoring; Development of products for SMEs, which includes development of feedback system for rural clients, research on the products priorities for farmers, development of non financial services (consulting and trainings) for SME clients. Date June 2006 December 2006 Company Pragma, funded by USAID Position Business Advisor, CIPA Ukraine Project Description Assessment and analysis of local training providers (LTP); Development of incentive program for training providers; Assistance to Training providers in the development of new sales models and channels; Development and implementation of strategic plan for Ukrainian Association of Certified Accountants and Auditors (UACAA). Assistance to UACAA and LTPs in CIPA presentation and informational campaign. Date March 2006 June 2006 Company INTERPROJECTS, banking project funded by European Commission Position Training Expert in the project Establishment of Mortgage Market Rules and Legislation Description Development of the training curriculum (training of trainers for banks) on 4
Mortgage lending, including: Preparing the adequate training materials, such as PowerPoint presentations, group exercises, role plays, individual exercises and tests; Providing training to selected personnel from banks and related entities (bank partners); Testing of the trainees on the Mortgage Development training. Date January 2004 March 2006 Company INTERPROJECTS, banking project funded by European Commission Position Cooperative Banking expert in the project Support to SMEs in the Rural Sector Description Development of the national strategy of the creation of the cooperative bank Working out the assessment model of the credit unions and conducting of periodical assessments; development of assessment manual for Credit Unions; Social Performance Assessment in Credit unions; Development of the curriculum, overseeing and conducting as senior trainer trainings for rural SMEs, farmers and Credit Unions on the wide range of topics on Management, Marketing and Lending methodology. Development of State Mandatory training course for Credit Unions and tests for examinations; Development of new credit products for SMEs in rural areas (agribusinesses and farmers); Audit of credit unions; development of Credit Union Associations in the regions; Working out business plans for regional Training Centres; Training of the trainers on the training methodology and mandatory training course for Credit Unions; development of training materials and manuals for trainees. Date October 2002 January 2004 Company Consulting Agency Start Position Director / Trainer / Consultant Description Training of trainers on agro marketing (clients: USAID projects, International Finance Corporation); Trainings for farmers on Agricultural Marketing; Trainings on Green Tourism development; Trainings for producers, banks and credit unions on using Grain Warehouse Receipts; Trainings on client-oriented marketing for Managers of restaurants and hotels; Consulting and training to Ukrainian SMEs, banks and credit unions; Development of a marketing and business plans for women entrepreneurs; Trainings on Gender Equality; Consulting SMEs on the HR development; Services ranged from identification of clients needs, prioritization of training topics, and delivery of training to follow-up activities including evaluation of training programmes; Consulting on Quality Management system ISO 9000. 5
Date March 1999- October 2002 Company ACDI/ VOCA, projects funded by USAID: Alliance for SME development Women s Economic Empowerment Project Cooperative Development Project, Position Chief of Party Description Management and Implementation of all ACDI/VOCA Ukrainian programmes funded by USAID within above mentioned projects, such as: Technical Assistance: individual consulting to SMEs in agriculture on business planning, marketing, technology and investment management Training program including design and delivery of training programs on Micro Finance, Marketing, Association Development Programme to several professional associations, and Community Development Working with banks and Credit Unions on the development of products for women entrepreneurs) Organising of study tours for Ukrainian agricultural processing enterprises Institutional development of Credit Unions (trainings, study tours, performance auditing) Performance of all managerial functions, such as: Act as the primary contact for ACDI/VOCA with outside clients, affiliate organizations, NGOs, government institutions and other stakeholders Monitor budgets for various aspects of the program to ensure prudent spending which is on pace with budget plans and USAID requirements Advise on program content and encourage the coordination of activities Coach and supervise local staff to build capacity and to transfer into local strategic partner for ACDI/VOCA Monitoring and evaluation of all projects Date April 1997 - March1999 Company ACDI/ VOCA, funded by USAID; projects: Farmer to Farmer, Alliance for SME development Position Project Evaluation specialist/ Financial Manager Description Evaluation and follow-up of the individual consulting and training projects with small and medium ag. Producing and processing enterprises within Alliance projects, funded by USAID. Project Alliance included such components as Consulting for agriculture processing firms, Training Program to selected groups of entrepreneurs, members of NGOs and civil servants, Study Tour Program for selected groups of managers, NGO Development Program, Gender Analysis for SMEs, Rural Development Program included support of agricultural producers in terms of marketing, and Development of Micro Financial Institutions. All these components were intended for creation of self-governing system of selected regions. Monitoring and reporting on financial flows of projects under implementation. Date January 1995 October 1996 Company Eli Lilly, Pharmaceutical company, U.S.A. Position Marketing Coordinator for Ukrainian office Description Designed and conducted trainings for Ukrainian staff. Trainings were mainly focused on sales technique, business planning, strategic planning, and customer service, and organization of PR campaigns. Composed monthly marketing activity plans. Worked with advertising agencies, negotiations on pricing, advertising strategies Organisation of scientific conferences, presentations, meetings, seminars and other customer focus programmes. Sales monitoring in the regions. Date August 1989 January 1995 6
Company Hotel Ukraina Position Receptionist/Interpreter/Manager of Tourist & Business service Centre Description Organizing and managing of Tourist & Business service Centre; Designing, organizing and administrating of tourist programs. Date August 1982 August 1989 Company The Institute of Cybernetics of the Academy of Science of Ukraine Position Specialist Description Gathering and analyses of the data on economic development of the regions Application of macroeconomic theories and models in test regions to enhance macroeconomic forecasting. 11. Others: EBRD Certificate for the successful implementation of the Grain Warehouse Receipts Project in Ukraine 12. Publications: Author of numerous educational materials on marketing and management for SMEs and Credit Unions, such as: Financial planning for small business, Co-others: Amerova O.V., Shumeyko A.K.; Kiev, 2001, ACDI/VOCA Corporation. Business costs and evaluation of their effectiveness, Co-others: Amerova O.V., Shumeyko A.K.; Kiev, 2001, ACDI/VOCA Corporation. Practical exercises and cases for entrepreneurs, Co-authors: Amerova O.V., Shumeyko A.K.; Kiev, 2001, ACDI/VOCA Corporation. Credit unions in Ukraine: main guidelines of operation, Manual in two volumes; Kiev, 2005, Ukrainian Institute of Stock Market Development, Kiev National Economic University. 7